When it comes to sharing the Mariner Story, consider focusing your attention on what matters most to the person in front of you and share the pieces of the Mariner story that are relevant to their top-of-mind question.

For example, while meeting with John Smith, you learned that he was a small business owner. His origin story is not much different that many young entrepreneurs. He had a unique idea and he acted upon it. Years later he found himself as owner of a firm providing services to hundreds of clients with dozens of employees.

After listening to his story, you might consider sharing our story like this:

“John, that is a great story. It’s interesting, our founder was much like you, too. He found that so many clients were not getting the “client first” attention they deserved, so in 2006, he and a small group of like-minded advisors decided to set up a business model that did just that. Now 12 years later, it’s a $20 billion firm. Like you, he’s humbled by the trust our clients place in us. You know, along the way he also discovered that there were a lot more folks like you and him and that is one reason he decided to build out a team of professionals that could them. That’s why we now have an array of services such as Tax Planning and Advice, trust services, insurance services, retirement plan services, and investment banking services.

You see, we not only have the traditional wealth management services you come to expect, but we also have the unique ability to help our business owner clients, like you, exit (notice, I didn’t say anything about retirement) when they’re ready. We have this service because we’ve found that when our client exits their business without consideration of their personal plan, it doesn’t always work out to their best interest.

Maybe, we could talk more about this idea with you in the future.”