Result: Doubled revenue in a large family account managed for 10+ years.

How did The Power to Know® help?
“Day-to-day and even monthly meetings never create opportunities for the kind of broad discussion that The Power to Know® delivers. Even though I have worked with this family for a decade my feedback contained surprises.

“I received two responses — one from the senior family member, another from his attorney. On both, the ratings were glowing on items like being responsive, following through, and treating me well. But the rating I received on ‘adding value’ was at the bottom of the scale, and the attached comment stopped me dead: ‘you and your organization should be leading the industry on forward estate planning, not simply responding to legislative changes.’

“I felt blind-sighted and hurt, but grateful for the response. Fortunately, The Power to Know® workshop prepared me for comments like these, and the strategy they teach you works. The follow-up meeting was positive and honest.

“I learned for the first time that the family is considering several significant changes within their holdings, which will have major tax consequences for decades. The Power to Know® opened the door to step back from ongoing issues and look at the relationship as a whole.

“As a consequence of the follow-up meeting, my next meeting included several technical experts and my senior executive. Within three months those discussions resulted in new opportunities that doubled the revenue for this account.

“I credit this revenue to The Power to Know® feedback.”