With summer fading, it is time to get back to building a better business. Many advisers put regular tasks on the back burner during the summer when clients and prospects are less available. It can be difficult to transition back into those daily activities, but it is vital to your pipeline to do so.
Here are five strategies for getting back to more productive business-building.
1. Create Goals to Accomplish by Year’s End
Success is not an accident. You need quantifiable, measurable and obtainable goals. If you create lofty goals, you are setting yourself up for failure. Instead, keep your goals realistic.
Once you determine your goals, break their components down into monthly, weekly and daily goals. Without assigning time horizons for accomplishing your goals, all you have done is create a glorified wish list.
2. Prospect Each Morning
Starting each day off prospecting serves two purposes. First, it allows you to know exactly what you will be doing when you get to the office each day. Without this type of structure, some advisers get caught up in unproductive activities or dealing with interruptions. Second, the only way to fill your pipeline is to prospect. If you find one qualified prospect each day, by the end of the year you will have found more than 90.
3. Think Outside the Box
If you have been providing the same products and services for years, when did you last research additional opportunities? Is it time to consider other products and services that may benefit your clients? What cross-selling opportunities exist that you have not yet explored?
4. Sharpen Your Skills
Map out each step of your prospecting or cross-selling campaign. Then, view each step as a separate process that must be fully completed before moving on to the next. Then, look for the weakest link in your process.
5. Reward Yourself
One of the most important things to do when trying to create and maintain success is to have very strong motivators. Using a reward for accomplishing goals (and/or a punishment for not accomplishing goals) may increase your probability of success.
When these principles are applied for a long enough period of time advisers create good habits.
Daniel C. Finley
St. Paul, Minn.