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NOTE: On September 28, I delivered a program titled “Communication Ethics” at the Ethics Conference of Investment Management Consultants Association (www.IMCA.org). I taught a full house of financial advisors how to read people for the purpose of communicating with them more clearly. That is step one in becoming a Relationship Manager. If your firm does not employ a designated Relationship Manager, you could be missing out on more money than you’re making. This article is a must-read for anyone wanting to succeed in the financial industry.

Quick story 1. About five years ago, I taught Face Values to the sales force of a technology firm in Dallas. It was a small group, about six or eight people, and they all sat around a table wide-eyed as they realized I was teaching them how to read the minds of people who were important to them – their team members, colleagues, managers and clients. They were fascinated with two specific strategies:

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