I have many clients who regard themselves as simple, everyday people – unpretentious and hard-working. In the course of building their businesses, they’ve accumulated a degree of wealth often far greater than they realize. They are surprised when it is all tallied up. In that sense, wealth has a way of creeping up on you.

Most of my clients are owners of closely held businesses or they have built professional practices. Often they are busy people, they know they have to put money away, but they have little time for managing their financial affairs. I relate closely to my clients – I worked in my family business for many years, and I know first-hand the challenges and the rewards.

I have retirees who are clients as well. I regularly answer these kinds of questions: “Do I have money to pay for my granddaughter’s college education? Or treat my children to a Caribbean cruise?”

When people are referred to me for the first time, I ask a lot of questions and listen closely to their answers to I can better understand them – and so they might have a better understanding of themselves. With that comes the awakening of ideas and the creation of possibilities, the recognition of facts and habits that work for them, and the knowledge of how to change or accommodate those that don’t. It’s a challenge, like solving a puzzle. For me, this is the most emotionally rewarding part of my work.

Retirement planning is fundamental to what I do. A new client, a physician in his late 50s, confided that he wanted to retire in 10 years.

Our staff is very talented, and smart. Susie Brown is a veteran of a major New York bank and handled many large clients there. And John Callahan studied Slavic languages at Cornell. I have always believed that success was a function of surrounding yourself with very smart people.

I like to hear from my clients. I love being able to guide them, and help them. That’s what keeps a smile on my face.

DISCLOSURE: Norman J. Politziner is a Registered Representative and Investment Advisor Representative of Equity Services Inc. (ESI). Securities and investment advisory services are offered solely by Equity Services Inc. Broker/Dealer and Registered Investment Advisor affiliate of National Life Insurance Company, Montpelier, VT. Member FINRA/SIPC ( www.finra.org and www.sipc.org ). 7 East Frederick Place, Cedar Knolls, NJ 07927. Telephone (973) 538-9100. All entities referenced are independent of ESI unless otherwise noted. CA Insurance license: 0661589. Tax advice is exclusive of Equity Services Inc. Approval #TC36467(1007)

Copyright © 2002 - 2010 The Ten Leaders Cooperative