Whether you are a male or female financial advisor the one secret to growing your business is ACTIVITY. Activity breads activity. In my first year of production my manager told me, “Adri, I want you in front of 5 new people every week.” He didn’t care HOW I did it he just wanted me having 5 new meetings every week. My monthly goal became 20 new contacts each month. To achieve this goal I utilized a variety of methods, a little networking, more cold calling but my primary source was seminars. I knew if I had 2 events per month with just 10 new people at each event I would be in front of 20 new contacts per month. I focused all my energies on reaching out, talking to, networking with new individuals, this in itself kept my activity level high, as a result the accounts were opened, assets came in and business was built.
As a financial advisor you can always find a million things to do that prevent you from getting on the phones. There will always be a reason why you can’t reach out to a new prospect or new contact but the reality is if you don’t you will not succeed. Recently I have been working with a client who has made great strides at getting his business more organized so that he has the time for more contacts yet he continued to provide me with reason why he didn’t have time to pick up the phones and make the calls. I finally asked this advisor how much he wanted to be a financial advisor because if he didn’t start creating more activity he would not succeed.
Since that heart to heart conversation he has begun the process of making more contacts, he now provides me with weekly progress updates focused on the calling activity. While he was hesitant to get on the phone for fear of rejection he is now experiencing more positive conversations than ever expected. With each week of calls his confidence is increasing fueling his desire to continue down this path creating more consistency and routine. His pipeline is building, new opportunities are slowly presenting themselves but more importantly he leaves the office each week knowing he is doing what is necessary to succeed. All of this creates more positive energy to every conversation, attracting more interest and opening more doors.
If you are struggling to grow your business or move your business to the next level ask yourself how much activity are you creating? How many new contacts are you getting in front of on a weekly or monthly basis? How consistent are you each day or each week with your calling? There is no doubt that the one secret to success for every financial advisor is ACTIVITY. It’s time to make it happen.