To become a top-producing advisor, you have to believe in yourself and your business.
Your success is directly related to the confidence you have that the advice you offer will be appreciated by your clients and sought out by others, according to Kim Poulin, a coach with the Personal Coach in Montreal. The more confidence you have, the more revenue you will generate.
Becoming a million-dollar advisor
Follow these tips to gain confidence in your business and become a million-dollar advisor:
> Know your value
Have confidence when talking to clients and prospects by knowing the value you bring to them.
Poulin recommends using Leo Pusateri’s “value ladder.” To know your value, you need to be able to answer these questions:
- Who am I?
- What do I do?
- Why do I do what I do?
- How do I do what I do?
- Who have I done it for?
- What makes me different?
Being able to tell clients the answers to these questions, Poulin says, will set you apart from other advisors.
> Delegate when necessary
Build a strong business by focusing on your strengths and delegating all other tasks.
Arrange your business so that you can be out doing what you are good at, says Poulin. Leave everything else to your team.
For example, for most advisors, meeting with clients and prospects is their strength, she says. So, you need to make time in your weekly schedule for “face time” while delegating other tasks, such as paperwork, to a team member.
> Ask your clients
Find out what you and your business are doing right by interviewing clients.
This process is similar to surveying clients, Poulin says. But in this case, a coach would interview about six clients about what they value in your working relationship and in your business.
“That helps the advisor see and realize the importance of what they’re doing,” she says.
> Stick to your plan
When you create a plan to help build the business, make sure you remain committed to it.
Once you have decided on a strategy and made it a priority, Poulin says, you need to follow through with it.
For example, if you decide that you must have eight client meetings per week, she says, you need to block off the time to do that and re-schedule or delegate any other tasks that will get in the way of that time.
> Measure your success
Know what works and what doesn’t for your business by constantly tracking your progress.
Take a look at your numbers by doing monthly profit and loss statements, says Poulin. Doing so can help build your confidence because you can clearly see what’s working for your business.
Or, you could measure non-financial aspects of your business, she says. For example, keep track of how many appointments you have each week, to determine whether you are meeting your goal.