Linda, regarding your question, it seems to me, just from what you wrote, that you intuitively know the answer. Of course, I don’t have enough information to go on in order to provide a specific response to you but, really, your question seemed to contain the answer.

Excellence is how my business is being built. The CEO of my company, John Addison, wrote a praise about your first book. (I didn’t even know that until after I read the book.) Your book is what we do as a company.

We add value by providing services that help families get on track to retire. Properly protect families incomes due to loss of a loved one.

Consistency is in everything we do. A message that has remained the same for 33 years. We are proud of that.

Attention: It’s about clients and whats right, and never about just doing a transaction, we do what’s right 100% of the time.

Empathy: We are there when our clients need us and do what’s right. We pay on time.

Appreciation: we appreciate our Leadership team, there is no finer team in the financial services business. We love the people we serve and our team members. We are one team one dream.

This is not written to be an advertisement for our company. We are amazing and we add value everyday to those we serve. Your two books have really opened my eyes to serving people from I whole new outlook. For that I am forever grateful. I will be your biggest advocate and I will recommend both books to all my team mates. Thanks again!

Regarding empathy, I have often had conversations with other executive coaches that warn not to get too involved with your clients. I find it difficult not to build a relationship (albeit professional only) since I do spend a great deal of time with my clients and I am there to first build a trusting relationship. How do you balance just the right amount of empathy without getting too tied to the client?

Thanks again for all of your contributions.