Fred Martin, the founder and lead portfolio manager for Disciplined Growth Investors of Minneapolis, is also the founder and host of an event he hopes will recur annually called Objective Measure. The first is an all-day event on Oct. 5 at the Ames Center in Burnsville. Martin sees his conference as the start of teaching what he calls financial leadership. He expects to see families, foundation executives and even other money managers among his audience. Martin will kick things off in the morning.
Q: As the leadoff speaker, what do you hope to get across to your audience?
A: No. 1, that our industry is in pretty tough shape. We have squandered a lot of trust. Two, the fix, the repair, has to start at the ground level. And that's between advisers and clients. What I am doing is assigning roles; my speakers are going to have to do the heavy lifting. My role is going to be to teach them, to inspire and inform them via an annual conference that's going to go on at least 10 years.
Q: So what are you personally planning to teach?
A: First, I will ask people to consider changing their mind-set from a transactional mind-set to a relational mind-set.
Q: You mean both clients and advisers?
A: Yes, both. I am then going to delve into what is a great client. I'm actually going to introduce a great client, a local clinic that hired me 38 years ago, then shifted to [Disciplined Growth]: Noran [Neurological] Clinic, just down the street. They have had the same investment objectives for the entire 38 years, the same performance standards. We've done nothing but invest in publicly traded stocks and bonds, a balanced account. That's it. Then I'm going to challenge the audience to think about how to become great clients, and challenge advisers how to help their clients become great clients.
Q: What are the attributes of a great client?