Name: Doing Is the Key to Becoming a Better Advisor
Uploaded: 2025-07-17T15:00:00Z
Duration: 2 min 34 s
Description: “Bring people into the conversations you’re having,” says Tom Klingman, the managing partner of Klingman & Associates. “It’s all experiential.”

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“Bring people into the conversations you’re having,” says Tom Klingman, the managing partner of Klingman & Associates. “It’s all experiential.”

https://m.wsj.net/video/20250715/1356474e-7eea-49eb-8a83-48576c20c63e/1/hls/manifest-hd-wifi.m3u8

Doing Is the Key to Becoming a Better Advisor

About 20% of our client base is professional hockey and football players. And I work directly with all of those folks. I've had to speak to guys that I recruited when they were 19, 20 years old and are now in their early 30s about how quickly they go from being the rookie to the veteran in the room. And I feel like that has happened in our practice. Now, granted it's been 13, 12, 13 years since I've been there, but it feels like in the last couple of years that's happened pretty quickly and it's happened, you know, almost overnight, where I, you know, am no longer just the wealth advisor or trying to sort of go in, service my clients, and have good conversation and be a good, you know, kind of employee, to now, okay, you know, people are looking to you for vision, for leadership, for mentorship. And that's been, I think, one of the greatest challenges for me in terms of my personal growth is I'm still trying to become a good advisor myself. I think I'm getting there. I don't think that journey is ever complete. And now the expectation is, we talked about younger people in the organization, I've gotta now mentor, train financial planning associates, right? They're looking to me to do work, but they're also looking to me to sort of, "Well, I wanna be an advisor someday, so what does that look like?" And I think, you know, it can, again, I'll use the term imposter syndrome, right? You can kind of sit here and say, or I can sit here and say, "Well, maybe I'm not ready for this," or, "This is too much," I think it's just a matter of continuing to do what I've been doing for the last number of years, which is just becoming a better advisor every day. And that's by doing, because, you know, it's all experiential what I found in this business. You talk to a client, you have an emotional conversation about a particular investment that they made or decision that they made, and you learn something about yourself, about the recommendation, about the client, right? So it's funny, I feel like this is happening for me every single day, right? I'm learning, learning, learning. But then it's like, "Oh, how do I stop and maybe pass some of that on?" So I've found, again, trying to give an actionable item for the folks that might be listening, is just bring people into the conversations that you're having. I'm learning too, right? Let's talk to this client together. And you don't have to be so kind of silly educational about it as like, "Hey, let's come and learn together." But that is the truth, and what I'd say to other advisors behind the scenes, right, is that at 37 years old, you know, I'm well equipped to advise people, but I'm getting better equipped to advise people also, right, as time goes on, bring people into that conversation, right? You're not gonna have the answer and then go disseminate it to somebody else. Be more collaborative.

Doing Is the Key to Becoming a Better Advisor

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