The Mindset Shift That Turns Good Firms into Great Ones

Why Problem-Solving Advisors Win in the Long Run

A Mindset Shift: From Selling to Solving

Lori Van Dusen built her advisory firm around one powerful belief: the best advice begins with understanding your client—before they even know what they need. Advisors who lead with insight, not inventory, earn deeper trust and longer relationships.

Study Clients, Don’t Just Serve Them

Winning advisors take the time to deeply understand their client base. They analyze patterns, uncover blind spots, and anticipate future needs—giving them an edge when offering tailored, strategic guidance.

Build a Network of Solutions

No one advisor can do it all. That’s why the most impactful professionals build partnerships—with estate attorneys, tax specialists, and fintech platforms—to offer clients a seamless experience backed by true expertise.

Proactive Always Beats Reactive

Advisors who wait for clients to raise problems are already behind. By staying ahead of market shifts, life transitions, and planning opportunities, great advisors create value before the client even asks.

The Bottom Line

Clients don’t want products—they want outcomes. Advisors who anticipate needs, offer creative solutions, and act as true partners build firms that thrive for the long haul.

These insights are inspired by the Next Mile podcast featuring Lori Van Dusen,Founder and CEO of LVW Advisors. Listen to the full episode here and explore more articles in this series.