This is a guest post by Don Connelly published on the website of FA Magazine earlier this week.
Elite Advisors are not born elite. They ply their craft for years, making mistakes and learning from them.
Once such mistake is to assume that numbers matter. Newer Advisors talk about the numbers because that’s the focus of our training. We have to learn our products and processes and we have to pass the tests. When we get in the field, we naturally lead with what we know.