Everyone knows that I’m a huge baseball fan (these 401(k) conferences have allowed me to travel to stadiums around the country), so I’m tremendously disappointed as to what has been going on or has not been going for the 2020 Major League Baseball season. Ultimately, the breakdown is about trust and the players haven’t been able to trust the owners since the recognition of the Major League Baseball Players Association as the player’s union.

So much of what we do in business is built on trust. Whether we serve as plan fiduciaries or how we refer business to others, so much is built on trust. Without trust, you have nothing, That’swhy I’m always perplexed when I will get the email or LinkedIn invite where the advisor is already trying to be my referral source for the clients I have.

Trust is such a huge component of success in this business, that you should never lose sight of it and never betray it.