During a complimentary group coaching session with 60 financial advisers, I made a special announcement that for a limited time we would offer a very low monthly payment plan option on our upcoming group coaching series to anyone with five years or less in the business. I did this to try and help those in need who may not have the necessary funds for coaching.
The caveat: we were only taking the first 10 people who emailed me with their interest. Within minutes, we had more than 10 people contact me. However, only one ended up actually signing up for our group coaching program. My first thought was that the others simply didn’t see our follow-up email with the registration link. After calling the entire list twice and speaking with many of the advisers, I came to the realization that the real reason they were not following through on their initial interest was that they simply were not serious about their own success (and it had nothing to do with money after all).
The following are just of few examples of what I have found with my successful client advisers:
1.) They Are Serious about Commitment: Successful advisers know that making a commitment to own their success is not a gray area—either you are committed to succeed or you are not. This doesn’t eliminate setbacks but redefines them as opportunities to learn and move forward.
2.) They Are Serious about Character: Successful advisers know that doing the right thing for the client is much more important than earning a commission. They say what they mean and they stick to their word.
4.) They Are Serious about Consequences: Successful advisers know that they are responsible for their own success, not their firm, their clients, the market or the economy. They realize that it is pointless to blame others.
5.) They Are Serious about Collaboration: Successful advisers find others to help build and maintain a thriving practice. They utilize their firm’s resources and expertise. They oftentimes build teams with other like-minded advisers or hire junior advisers to delegate activities to that they themselves don’t like to do.
6.) They Are Serious about Control: Successful advisers know what is and is not in their control. They CAN control their attitude, activities and actions. They don’t worry about things that they cannot control, such as their clients’ attitudes, the market and the overall economy.
Obviously, I’m not saying you can’t have fun in your business but I am saying that if you want to get to the next level with your practice it’s time to get serious about your own success. Nobody else can, or will, do it for you.
If you read this article and would like help identify how to take your business more seriously, email Melissa Denham, director of client servicing at firstname.lastname@example.org to schedule a free complimentary consultation with Dan Finley.
Daniel C. Finley
St. Paul, Minn.