title: It's the Investor, Stupid description: [AFW M.1.14] Michael's Epiphany #14 published: true date: 2026-06-30T08:08:55.460Z tags: editor: markdown dateCreated: 2021-05-23T19:37:57.963Z

It's Not about Products, Nor about You, it's About Your Client¶

"At the end of an investor's life, less than 5% of his total lifetime return will come from what his investments did versus other, similar investments. The other 95% will come from how the investor behaved. And the primary determinant of that behavior will be the quality of the advice he got, or didn't get." -Nick Murray, The Excellent Investment Advisor

Read Nick's ATY 143 May 23 - Do You See It Now? PDF

Read Nick's ATY 144 May 24 - Self-Advocacy: Our Right and Our Duty PDF

Read Nick's ATY 145 May 25 - Break it to then Gently & Generally PDF

Read Nick's ATY 211 July 30 - Planner as Solution Provider PDF

• Focus on the driver, not the car. Focus on the athlete, not the equipment. Focus on the investor, not the investment.
• Work as much on learning people skills, as you do on product knowledge.
• Every independent Advisor has access to the same products as you do, so you have to be the differentiator.