In­vest­ment Plan­ning Ad­vi­sors

This south­ern gen­tle­man proves the straight for­ward ap­proach works best for his clients.

The Suit - - Contents - By Mary Mi­nor Davis

Sim­ple is Bet­ter When Build­ing Client Re­la­tion­ships

Pat Pax­ton, Man­ag­ing Di­rec­tor of In­vest­ment Plan­ning Ad­vi­sors brings a sim­ple ap­proach to the world of fi­nan­cial ad­vis­ing. Speak­ing in his deep south­ern drawl, he shares his phi­los­o­phy on how he fo­cuses on help­ing clients iden­tify their long-term re­tire­ment needs in a straight-for­ward ap­proach that elim­i­nates the jar­gon. Founded in 2001, and lo­cated in the sub­urbs of At­lanta, the firm pro­vides over 45 years of un­bi­ased and ob­jec­tive ad­vice to clients within the lo­cal Cum­ming area. “I work with every­day peo­ple,” Pax­ton ex­plained. “Th­ese are hard­work­ing, hon­est peo­ple who don’t like the sales­men, flashy ap­proach. That’s my style—I don’t bring flash,” he said.

What his clients do ex­pect is to work with some­one with good character, strong val­ues and in­tegrity, all char­ac­ter­is­tics with which Pax­ton cred­its both him­self and his company.

In an in­dus­try with a lot of jar­gon, it’s in­cum­bent upon Pax­ton and his team to in­sure clients un­der­stand the prod­ucts and op­tions avail­able to them and the risks in­volved in a lan­guage that they can un­der­stand. “Peo­ple get con­fused,” he adds. “They don’t want to hear all of the in­dus­try terms. They don’t need a sales­man; they need a coun­selor who can help guide them through the plan­ning process,” Pax­ton said.

Fol­low­ing the 2007 and 2008 re­ces­sions, “Our business was bet­ter than ever,” Pax­ton told The Suit, “mainly be­cause we fo­cus on the goals and com­mu­ni­cate with our clients.” He added, “Where a client is to­day, where they want to go, and how they want to get there, is a cru­cial life­long jour­ney that IPA and their team of fi­nan­cial ad­vi­sors are ready to pro­vide.

The most im­por­tant things we do, is help to build longterm re­la­tion­ship. “Be­ing there when a client needs you the most, as­sist­ing clients when spouses pass, or help­ing clients ad­just to un­ex­pected fi­nan­cial ob­sta­cles,” Pax­ton ex­plains, “is crit­i­cal to hav­ing a suc­cess­ful fi­nan­cial plan­ning prac­tice.”

“We have to man­age emo­tions and risk tol­er­ance—this is a huge fac­tor of our business. It’s all about ed­u­ca­tion,” Pax­ton said.

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