Elite Advisors Never Lose the Will to Learn
If you stop wanting to improve your skills you will cease to be good at your job. Don’t let short-term success make you overly confident or complacent.
While having a successful month, a good quarter or even a good year is great news it does not guarantee your success further down the line. All bets are on that a slump is out there waiting for you somewhere, and when it does, it can quickly turn things on their head. So you need to have a backup plan.
Use the good times to get through the tough times
When the going is good take the time to write down what exactly it is that’s making you so successful. Keep this written evidence somewhere safe so that when things falter you can review your notes and use them to help you get back on top.
Learn how to make the ordinary ‘extraordinary’
Knowing you have to do something is not the same as learning ‘how’ to do it better. All advisors know they need to talk to their clients as part of the job. But only the best advisors understand how to take the ordinary task of talking with clients and prospects to the next level – thereby attracting them and keeping them engaged for the long haul.
In order to succeed you need to do ordinary things in an extraordinary way. One way to do this is to pick up the phone and call your clients – that’s what top advisors do. There’s no need to worry about how the conversation will go – your clients will tell you what’s on their mind: generally that they’re worried and need reassurance.
They need to hear from you. They want your judgement and your opinion in order to make sense of the jumble of commoditized information that comes from all directions. Advisors who don’t go that extra mile and don’t keep in touch with their clients leave the door open for someone else (i.e. you) to phone them and give them the second opinion they require.
Outstanding advisors learn to do ordinary things extraordinarily well. Call your own clients then call your competitor’s clients. These are only the basics (nothing is more basic than talking) but you need to learn how to master the basics to become successful.
Get fuller compensation for a fuller service
Learn to offer your clients a 5 star service and you will get the compensation you are due. Leave nothing to chance by learning how to them offer a level of personalization and brilliance at the basics that will leave clients in no doubt you are worth every penny.
Review your performance regularly
Elite advisors have a willingness to learn that average advisors don’t. They’re constantly monitoring their strengths and weaknesses in a bid to ensure they’re always at the top of their game. Top athletes turn to coaches to take their game to the next level. Successful advisors need to have the same humility and willingness to seek help for the same reasons.
A coach or mentor can help you define challenges you may not see yourself and lead you to solutions that have worked for other successful advisors.
Permission to fail: Approved
Don’t ever fear being knocked down – and never underestimate the gains of learning from your mistakes. Take a leaf out of Michael Jordan’s book:
“Twenty six times I’ve been trusted to take the game winning shot and missed. I’ve failed over and over and over again in my life. And that is why I succeed.”
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