- Are they super human?
- Were they born with luck or unbelievable sales skills?
- Do they know something that you don’t know?
Successful Advisors are running a business and a financial services practice. Successful advisors are NOT product salesmen. Product salesmen are successful when things are hot. They are able to “clip” low hanging fruit. They are not professional business planners.
The pros have a plan and know where they are going and where they have been. That may be the most important part of the planning process. History is very important when setting your sails and making your plans for your successful destination. But yesterday is over and it’s time to move forward. The old saying, “Reflect on the past sufficiently but only enough to enhance the future,” could never be more true.
Successful advisors embrace turmoil. This is when great advances are made. Anyone can make good money in easy times. Turbulent times bring out the best in the top producers. They do two very important things. They listen and learn. They listen to the public’s needs and concerns and seek out ways to satisfy these challenges. They read, attend classes and develop new strategies. They become counselors as opposed to sales people.
There is another distinctive difference between average and successful advisors ... successful advisors don’t always try to hit the ball out of the park. Home runs are not at the top of their list. Successful advisors will work at getting a lot of singles and doubles. They are more interested in scoring runs and winning the game and constantly hone their skills. They are very concerned with fundamentals. That’s why they are pros. So, over the long run, these successful advisors outperform their competition.
In closing, most of the successful advisors I’ve known in my thirty (30) plus years in this business have never made the front page of a trade magazine. Most never made claims as to how they can have you triple your business in one year. Most advisors spoke to their constituents about staying in the game, building a business that would stand the test of time, and most importantly, doing it with credibility and integrity.
So, after this diatribe, what am I suggesting to be the answer to success? Hard work is of course a primary ingredient. People skills are extremely important. But, at the foundation of success is the plan and the people that help you develop and implement your program. In short, “plan your work and work your plan.” That’s what we are doing right now.
Until Next Time ... Good Selling!
Raymond J. Ohlson, CLU, CRC
President and CEO of The Ohlson Group, Inc