10 Things I’ve Learned from 10 Years as a Financial Advisor 

By Michael Durstein, CFP®, ChFC® 

Ten years ago, I joined DSFG with a suit that didn’t quite fit, plenty of ambition, and no real experience in this business. This year, I was honored to be named Partner — a milestone that really reflects the clients, colleagues, friends, and family who’ve grown alongside me. To mark the occasion, I’m kicking off a short series sharing 10 lessons from ten years. The first in this series is 10 Things I’ve Learned from 10 Years as a Financial Advisor. 

  1. Your golf game and your business are similar — dedication beats talent every time.
    People often think that the difference between success and failure is predetermined or based on natural ability. However, whatI’ve found is that the difference lies in dedication. Most people don’t continue to show up when things become uncomfortable or challenging. The simple idea of ‘sticking with it’ is the best gift that I’ve given myself. 
  2. Your first 50 clients shape your next 200.
    Even ten years later, some of those first fifty clients are still among my most cherished relationships. They taught me how to communicate and how to best support my clients through ups and downs. I continue to challenge myself to listen better and explain things more clearly. 
  3. Good client referrals are earned in ordinary moments, not the big return.
    No one has ever referred me because of a quarterly performance report. Referrals come from a consistent job well done for clients turned friends who found that they genuinely like and trust me.
  4. Your brand is determined by how your clients feel about you — make sure it’s something you’re proud of.
    You can’t control what people say about you when you leave the room. But you can control how you show up and how you present yourself consistently. 
  5. There needs to be a balance between process and personality. My best asset is being myself.
    At first, I thought professionalism meant being who I thought people expected a financial advisor to be. Now I know that clients have chosen me as their advisor because of who I am, an insightful and empathetic partner to have real conversations with.
  6. Not every prospect is your prospect — keep yourself sane and be meaningfully selective.
    Trying to “win” every opportunity is exhausting and usually unnecessary. Matching with a client is a mutual decision, and I’m looking for someone who wants to create a long-term partnership. 
  7. The market will humble you — you can’t control it, so take it in stride.
    There will always be a headline, a downturn, or a moment where you wish you had a crystal ball. Accepting that uncertainty is part of the job has made me a better advisor and a better sounding board for my clients in trying times. 
  8. Build the team before you think you need it —you’ll thank yourself later.
    For a long time, I convinced myself I could just outwork every problem – more hours, increased efficiency, etc. I wish I had realized earlier that building the team with other go-getters makes me infinitely better and sets the stage for healthy practice growth. 
  9. Always play the long game — the best is yet to come.
    Some years feel like huge leaps. Others feel like quiet grinding. Looking back, the progress was the only constant. 
  10. In business, revenue follows relevance.
    When you stay connected to what people actually need, good things tend to follow.

You can contact Mike at https://dsfg.com/our-team/michael-durstein/.