Three Things You Need to Focus on to Be More Successful

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What I've found from coaching financial advisors for 25 years is that time is not really relevant to success. Nobody wins - nobody ever gives away the award for the financial advisor who spends the most time in the office. No such award right?

We get caught up in having to be in the office and the reason why I'm bringing this up is I received an unsolicited email from an advisor saying "Joe, my branch manager wants me in here at 7:30am and wants me to leave at 7:00pm, etc."

Here is the thing about that - it's a false positive. I can put you in your office, but if you're not productive or have any output then it's irrelevant.

Instead what I like to do with my clients is execute our daily game plan. By that I mean we reach out to 10 - 15 contacts, we set up two meetings, and we have three - five referral conversations.

Three things you need to follow - make your contacts, set up meetings, and touch base with your referrals.

If every advisor committed to doing this four days a week this would grow their business by 20% - 50% per year. Why?

Because you become brutally consistent, you create a superable amount of momentum, and it's the basics.

The problem is we get caught up in everything else.

You should have an I'm getting in the office by this time and I'm getting out of the office no later than this time. You need to have those set times and you need to know what it takes to be successful.

When an advisor seeks me out and wants to talk about their situation one of the questions I typically ask is "Tell me what you need to do everyday to be successful..."

What I usually get as an answer though is I need to work hard, I need to focus, I need to be in early, or I need to stay late. They have all these concepts, but nothing concrete.

If you really want to succeed it's about being concrete. How many contacts? How many meetings? How many intro conversations?

You need precision and details matter.

What I really want you to think about today is what do you need to do to be successful?

Some of you are leaders and lead a multi-million dollar production team and I work with plenty of those, so yours may be I need to coach this person today or I need to hold my daily team huddle. You may have a different set of deliverables on what you need to accomplish and that's okay, but you better know what they are.

In this industry, if you don't know exactly what you need to do, if you don't know with absolute precision what needs to happen you will get sucked up in a vortex of distractions.

The emails, the phone rings, you might have a TV in your office and the next thing you know the morning is gone. You've accomplished nothing but busy work.

Busy work will never make you successful in this industry. Busy work just makes you feel good you're being busy.

If you think being busy equals success you're really mistaken.

I can keep you busy doing the wrong things all day. I can have you answer client emails, watch CNBC just like a help desk, but this will not make you successful.

If you have any questions please reach out to me on LinkedIn or by visiting Look forward to talking soon!

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