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Unless the client is a trust or ERISA attorney, chances are they don’t care about the linguistic nuances of the Great Fiduciary Rule debate. What the client really wants to know is “What’s in it for me?” That question opens the opportunity to show, rather than tell, what a fiduciary is. (Photo: Shutterstock)

It all comes down to trust. Either they trust you or they don’t. If they don’t, no matter how hard you try, how diligently you persevere, your efforts to serve as a fiduciary will fall flat.

Christopher Carosa


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