The Secret To Success

Some agents always seem to be successful, while others struggle to keep their heads above water. This occurs regardless of the economic climate, product line, or market segment.

Are they superhuman? Were they born lucky, or do they possess extraordinary sales skills? Do they know something you don't? Well, they might have some special skills and talents, but that's not the secret. What is the secret? The main difference is having a plan—not just a marketing plan, but a business plan as well.

Successful advisors run a business and a financial services practice. They are not merely product salesmen who thrive when markets are favorable. They have a plan and understand their past and future trajectories. However, yesterday's successes are over, and it's time to move forward.

Successful advisors are NOT product salesmen. Product salesmen are successful when things are hot. They are attracted to low hanging fruit. They are not professional business planners. The pros, on the other hand, know where they are going and where they have been. That may be the most important part of the planning process.

Successful advisors embrace turmoil and this is when great advancements 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.  They refine their skills and prioritize fundamentals, setting them apart from their competition in the long run.

In conclusion, 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. 

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Until next time… good selling!
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Raymond J. Ohlson
Founder & Retired CEO
Ohlson Group
​1-877-844-0900