January 23, 2011

Investment Advisors Speak Out About The ONLY

Leadership remarks are telling. Mike Nott launched the morning with this remark…. “I think this is a real launching pad to lift off from…and as mentioned, the “Status Quo” is no longer acceptable, Best of Class is the new “minimum” and Being Different…IS possible!”
WOW! Now there is a leader who understands the need to BE DiFFERENT. Love it.

As you know, I am ‘over the top’ when it comes to executing on what you learn. Understanding something is nice, but is unproductive unless it degenerates into Action.

To this end, Mike asked for this feedback from everyone… What one or two things will you ‘DO’ differently going forward?

- “Approach every client meeting with my ONLY Statement at the top of my mind.”
- “Focus, focus, focus on three things each day, week, month.”
- “I will have an Only Statement. I will no longer second guess the ‘odd’ things that I do which clients appreciate.”
- “To be more open with my existing clients about the value package that I provide to them. I will be pro-active in asking them questions about how they feel about their experience with me as their advisor. I will ask them if there is anything that I could do differently to improve the level of service to them.”
- “I am going to plan more ‘on the run’. I tend to be very analytical with a strong focus on downside risk, therefore I sometimes do not execute on marketing or sales strategies that could work for me. It is time to just execute, stumble, adjust, and execute again!!”
- “Really heighten my front of mind effort to cultivate, create, support and express appreciation to SNEEZERS.”
- “Actively pursue my goals. Set goals in months, rather than years. Brainstorm ways of being unique. Cut the Crap and encourage sneezing!”
- “I will take more actions and try to create the “Ultimate Investment Experience” for the clients.”
- “I’ll LISTEN even more intently for the secrets of my top clients, to hear what they truly covet. THIS is what I’ll help them attain.”
- “I will talk to my clients more about their personal lives and I will put presentations together more quickly and not worry about being too complete....that has kept me from making any presentations in the past year.”
- “I am going to road test my ONLY Statement with both clients and prospects over the next week. “I am the only advisor who will help you make sense of your money”.
- “I do the hiring of lawyers at our firm - and while I think the people we have hired by and large are very much ‘people lovers’ rather than ‘people haters’, I think Roy made an excellent point on this and I think in the future the question as to whether a candidate is a people lover or people hater will be front and center.”
- “I see the need to try to separate myself from the herd and avoid ‘undifferentiation’.
- “Ensure all seminar material, new client processes and financial plan has my Only Statement as inspiration.”
- The most currently relevent point for me that Roy mentioned was regarding procrastination… I think more “action” is in order. I think planning in months is a great idea.”
- “Focus more on my top clients by creating barriers for them to leave - Barriers to Client Exit.”.
- “We just launched a new CRM system. I will be diligent in reviewing the system to ensure that we have captured sufficient information (secrets) on our top clients to be able to provide relevant and dazzling Value Paks.”
- “I’m going to create an experience for all of my clients/prospects that will leave a loyal lasting relationship. I will be a Financial Advisor that will look past the finances.”
- “I have already noticed a difference in the way that I am focusing on my “onlyness” with clients.”

My takeaway: BE DiFFERENT ideas and concepts resonated with these folks. And I think they will take action. That’s all I can ask. That’s all I can hope for.

Cheers,
Roy


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Posted 1.23.11 at 06:00 am by Roy Osing | Read Comments (0) | Leave a Comment