Distraction-Proof® Advisor Ideas

 
We’re moving through the first quarter of this year pretty quickly. How many new “A” clients do want to finish off the year with?
 
Most advisors would say, “A lot,” but that is not a good enough answer. In fact, even growing by a certain percentage is not really a sufficient answer for achieving what it is you really want to attain by the end of this year.
 
You need numerics. You need to be very specific about the number of A clients you wish to bring on board. So, if you have 24 A clients that you want to grow your business by by the end of this year, that means quarterly you’re going to need six new A clients. That means by the end of March 31st this quarter, 90 days, you’re going to need six new A clients. There’s specificity there.
 
I had a coaching call a couple of weeks back, and we were talking about this advisor’s end-of-year objectives. I gave him two weeks to think about them, and I was blown away last week when we spoke. Out of the gate, he said, “I want x number of A clients, and I want to write x number of financial plans, and I want x number of life insurance clients, new families brought into my business, and we’re tracking them monthly and quarterly.” Woah! OK!
 
Now the objectives were pretty ambitious, but we’ve got a number to pursue. We’ve got a clear objective out in front of us now, to chase for. That’s the way you want to be: very clear numbers.
 
Look, I do the same. Having won an Olympic medal, I know the importance of being very, very clinical and calculated with what it is you’re trying to achieve. I have a set number of clients I want to be coaching this year, and I have a set number of speaking engagements I want to have this year. Everything is focused on achieving those two objectives. So very quickly I can identify what’s a distraction.
 
I want to encourage you to really know your numbers.

1. If you haven’t set numbers for new A clients, for number of financial plans you want to have written, take some time to think about that and write them down.
2. Take a step back and look at them. Ask yourself, “How am I going to feel if I achieve them?”
3. Resist, resist the temptation to think internally, “What if I don’t?”

I’m not telling you to get these tattooed somewhere on your arm. Just write them down, take a step back and review them and then get excited about, “What if I do achieve this? What if I do bring on all those A clients I want to? What if I do succeed in writing that number of financial plans?”

I can’t guarantee you’re going to hit those goals perfectly, but I can promise you you’re going to struggle to hit them if you don’t have them written down, have them very, very clear and very, very calculated and have a way to monitor your progress as you go.

Keep going for this first quarter.

I look forward to bringing you another Distraction-Proof Advisor Idea next week.