How authentic style helps clients turn dreams into reality

investmentnews.com:

Emlen Miles-Mattingly believes in genuine human connection. As founder and financial advisor at Gen Next Wealth, he knows financial planning is as much about values and relationships as it is about numbers and strategies.     

“Because of my authentic communication style, clients connect with me on more than just a financial level,” he said. “When someone has things they value in their relationship and life, I want to make sure we accentuate those through their plan.”   

As a result, meetings with clients can sometimes get emotional. Miles-Mattingly remembers one experience that could stand in for many. He was talking to a retiree, reviewing his account, when he realized he needed to change his approach. “I asked him, ‘What’s one thing you’ve always wanted to do with your family?’”    

The client was taken aback. He had never been asked that question before. It turns out Miles-Mattingly’s client had always dreamed of taking his family on a vacation, putting everyone up in a hotel, covering all expenses.    

When Miles-Mattingly asked him what had prevented him from doing that, he started to cry. He talked about tension in his family that made such a gesture improbable, if not impossible. “We talked through that specific situation with his family. And I gave him some advice: Just let your kids know how much you love them. Do they know that this is what you want to do?”   

The outcome? “The next quarter, he had that trip planned. That’s the difference in my advice. I’m really connected with people. It’s not always about money. It’s about the people who are important.”   

The holistic approach to financial planning doesn’t just focus on numbers. “We try to lead with the full picture of someone’s finances, which usually