It’s no surprise that the saying “Do what you love and love what you do” has been paraphrased in various forms from all sorts of people. The same type of message has come from Henry David Thoreau as well as LL Cool J.
But you might find surprising what Nicki, a financial adviser client of mine, shared during a recent coaching session. I noticed that Nicki had been having a tremendous amount of success by absorbing the coaching curriculum, implementing what she learned immediately and reporting her success stories back each week. I was hoping this trend would continue and was eager to find out if it had.
“I’m closing so many people that I feel guilty,” she said. “It’s so easy to figure out their personality type and then connect with them during the closing appointment that I feel guilty.”
Months earlier she was trying to figure out how to find success and now she was feeling guilty because succeeding had become “easy” for her. She was afraid that if she continued to bring on so many new clients, she’d have such a large a client base that she wouldn’t have time to continue to prospect and grow her business.
But doing what you love and loving what you do is vital to anyone’s ongoing success.
Find Your Passion
The first step in doing what you love is recognizing what fulfills or drives you.
If we boil a financial adviser’s business down to its basic elements we commonly find two—prospecting and working with clients. Do you get a rush trying to find your next client? Or, do you get a bigger rush out of finding the next solution for an existing client?
Refine Your Passion
Part of loving what you do is also about doing it well. Unlike in golf, where you can be a terrible golfer but still love playing it, your career isn’t the same—if you are terrible at it, no matter how much you might love it, you can still be fired! So refine your passion by learning how to be better at it. If you love to prospect, do what Nicki did and learn how to be a better prospector. If you love to manage money, study and get the designations to be a better money manager. An investment in yourself pays the highest returns and offers the greatest potential impact for you and your business.
Acknowledge What You Don’t Love
Come to some level of awareness that there may be some things that you just don’t like to do. You may need to still do them, but you can better prioritize to ensure that those things you do like to do and that motivate you are capitalized on.
Find Someone Who Has a Passion for What You Don’t
The best teams are two people coming together with opposite interests or passions. I have found that there is no set rule for who should be a prospector or rainmaker and who should be serving existing clients. Some would say that only rookies should be prospecting, because veterans need to manage their current client relationships. But, I’ve seen veterans with more than 25 years of experience who can’t wait to close the next prospect, and rookies with less than five years of experience who can’t wait to put the next financial plan together and manage it. Don’t rule out any possibilities when it comes to your team members.
Daniel C. Finley
St. Paul, Minn.