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Medical professionals, pilots, and Olympic medalists all have this, and you need it too. In fact, you’re going to struggle without it.
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Every successful financial advisor has this.

I’m talking about systems. I’m talking about processes. And if you want to set up a thriving business, you need to have systems and processes in place that become second nature to you, that you just rely on, that you know will see you through. Regardless of the environment or circumstance you’re in, you know you can trust them and you’ll get the job done by following them.

It was great to read Ian Thorpe’s comments about Ariarne Titmus’ is 200- meters-freestyle gold medal, and he mentioned that it just goes to show her (and you) how to keep composure. “We have a saying: it’s ‘Trust the process.’ It is when you’re training and really trust the training and the program that your coach has set for you and the race plan that you have, and you stick to it.” You trust the process and see the process through. We saw the same thing with Lydia Jacoby in the women’s 100-meters breaststroke. She had a race plan. She stuck to that plan. Even under pressure—in fact, I’d say especially under pressure—she knew exactly what to do next.

That’s when processes really kick in: you know that regardless of the circumstance you find yourself in, you’re prepared. You know exactly where to take this conversation next. You know exactly the next step that this documentation has to follow. You know exactly the situation that you’re in regarding doing this financial plan and the very next steps you need to take, and you can advise staff accordingly. You need to have plans and systems in place so they become second nature and so that you trust the process.

I love what [Thorpe] says about trusting the process! And when you have those systems in place, and there is a little bit of pressure, the thing that’s going to rise to the surface for you is poise—knowing exactly what to do when that pressure hits. It’s poise under pressure. Every successful Olympian will exhibit that. Frankly, every successful business person knows that it’s having those systems in place which allows them to keep calm and then just do exactly what needs to happen next.

So, for you to function most thoroughly, most professionally, as a great financial advisor,

1. Build systems. Look at what you are repeating over and over and over again and create those systems.


2. Think about every detail. Get into the minutia of those particular steps and what’s involved in seeing each step through.


3. Write them down. Write them down so that you read them, and those words that you’ve written look right back at you so you can make sure, yes, that is, in fact, the place for that step. That is, in fact, what I want to know I can do next when I get into that environment.

As financial advisors, we want to be as successful as possible, and we can take a leaf out of any successful Olympian’s playbook: it’s having those systems (along with the conviction and confidence that you know they work) so that right at that point where you’re under pressure or want to make the best decision possible, you know exactly what to do next.

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