Wayne Robinson, co-founder and president of W.A. Robinson & Associates Ltd., urges financial advisors and entrepreneurs alike to establish a philosophy that guides their businesses during both good times and bad.

“Create principles in your business, and then live by them,” Robinson says. “You really do have to stick close to home.”

One of the key principles behind Robinson’s business is making clients his top priority.

“Place your client first,” he says. “Look after your client. Do not compromise that responsibility in any way.”

In building these client relationships, Robinson recommends that you remain focused on the long-term horizon.

“Don’t do it for the short-term gain,” he says. “There’s a great temptation to sell for the commission. But, in reality, look after your clients and they’ll look after you.”

— MEGAN HARMAN