In this category, we will share stories and practical tips for financial advisors and consultants which have proven to be best practices throughout the years.

Love What You Do and Do What You Do Best

David Hubbard - Guest Author with Don Connelly blog

“I want to be more successful”, “I want to be a million dollar producer”, “I want to have one hundred million under management”. These are but a few of the phrases that hundreds of advisors have told me over the years. Many advisors measure their success by some numerical figure relating ultimately to income. The first thing that I have to do is to remind them that income is the result of running a successful financial advisory firm.

Why is it that the vast majority of financial advisors never achieve the success that they hoped for when they decided to enter the business?

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Learn to Laugh at Yourself when It Is Called for

Laugh at Yourself - Find the Humor

It is hard to overstate the importance of being able to laugh at yourself. People who can do this are generally more optimistic than those who cannot.

Optimistic personalities go far in the Financial Services industry.

I have seen a lot of Advisors fail over the years, but I have never seen an optimistic Advisor fail. Being more cheerful and less serious is a great survival technique.

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There Is a Shortage of Accountability – Be Responsible

Don Connelly audio blog post

Your clients will love you if you insist on being accountable for your own actions. Your clients look to you as a leader. They depend upon you to lead them to their goals safely and on time.

One of the key components of leadership is accountability.

If you hold yourself accountable for everything you say and do, people will respond favorably. It is so refreshing to hear someone take responsibility for his or her own actions.

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Common Sense Is Quite Uncommon

Common Sense Is Quite Uncommon - Financial Advisors Blog

Our A students become professors. Our B students go to law school. Our C students rule the world.
So wrote Dean of Harvard College, Henry Rosovsky.

The inference to be drawn from Rosovky’s observation is that common sense will take one very far in life. Street smarts trump book smarts.

Everybody seems to know that common sense is always the answer.

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Get Your Work Done in Sixty Percent of the Time

Get Your Work Done

I can tell you without hesitation that the amount of time you spend marketing yourself this year determines how much you will grow next year. If you don’t prospect and market yourself, your business will wither and die.

I can also tell you without hesitation that running your business gets in the way of growing your business. The details eat up your time. There are only so many hours in the day. What to do then? Why do we give tasks more time than they need and what can we do about it?

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There Is No Ambiguity When It Comes to Being a Good Advisor

There Is No Ambiguity When It Comes to Being a Good Advisor

Yet, while certain elements of this business are ambiguous, the challenge we face is not.

The correct way to succeed is straight-forward. Either you do things right or you don’t. Either you do the right things or you don’t. Either you see enough people or you don’t. Either you build a good business or you don’t. Embrace the clarity.

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Never Forget That Your Client’s Original Goal Was to Beat the Bank

Client Expectations - Beat the Bank

I’ve been mingling with clients for years and it never fails to shock me just a bit to hear how simple both their goals and their reasons for investing really are. For the most part, clients simply want to beat the bank, especially in low interest rate environments. They want to educate their children and build a retirement fund. That’s it. They aren’t trying to hit home runs. They are trying to hit singles and doubles. You can deliver singles and doubles all day long.

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Do Full Service Advisors Deserve Commensurate Compensation?

Financial Advisors - Full Service Compensation

There’s probably precious little a Financial Advisor can offer that you aren’t offering. Some Advisors do taxes and some do not, but basically we all generate revenue the same way. We offer the same products and the same process at essentially the same price. It’s hard to charge more than the other guy if you are both doing the same thing.

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