Cold Call: Bob Tilson

How did you celebrate the New Year?

I stayed home and watched TV with my 13-year-old son, which we both enjoyed very much. We watched our Christmas gift from my college son, the first season of Lost.

How many business contacts do you have in your blackberry?

804

When you were young, what did you want to be when you grew up?

I wanted to own a bowling alley when I was a teenager.

What is your favorite city to do business in?

New York.

What is the last concert you attended?

Rod Stewart at the Continental Arena in 2006. He had a full orchestra for half of the show. We sat down in our seats and my wife's brother and his significant other were sitting directly behind us — an incredible coincidence. People in the audience ranged from age 13 to age 70.

What is the one thing you learned that has been most helpful to you in your business?

I have found that the key to my success is to avoid firing off investment/financial solutions to clients right off the bat, no matter how great I think they are, because if what you are saying doesn't fit perfectly with what they think they need, they will not listen very closely. Asking a lot of questions and getting them to tell me all about their lives and their goals enables me to tailor my advice, and my clients end up much happier with our services.

What newspapers do you read most?

The Wall Street Journal and The Star Ledger's sports section.

What will be different about your life 10 years from now?

I will be living and working in Florida in the winter, and playing a lot more golf.