Page 1. For broker-dealer use only. Not for use with the public.

Transcription

1 Page 1

2 Anne Bachrach The Accountability Coach Page 2

3 Page 3

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5 7 Proven Ideas to Help Advisors Achieve More Successful Results Page 5

6 7 Actionable Concepts 1. Prioritized Action List (PAL) 2. Effective Time Management 3. Tracking System / Dashboard / Business Metrics 4. Create Systems and Processes 5. Ideal Client Profile 6. Delegate 7. Mindset, Attitude, Belief, Confidence, Focus and Commitment 8. Bonus Concept Page 6

7 Only those who will risk going too far can possibly find out how far one can go. T.S. Eliot Successful People Produce Results. Unsuccessful People Make Excuses. Page 7

8 1. Prioritized Action List (PAL) The Prioritized Action List (PAL) is literally a list of every single project and task you have to do and / or want to do. It s valuable: for prioritizing for reducing the feeling of overwhelm as your source of action items to be placed on your calendar to help your staff align their work with the priorities of the company form of accountability for enhancing communication for reducing distractions and interruptions Page 8

9 Sample Prioritized Action List Calendar (y/n) Task / Activity Priority Time (min) Category Assist Due Date Done Notes There are only 168 hours in the week and how you choose to invest those hours determines your success and happiness in life. --Bill Bachrach What lies in our power to do, lies in our power not to do. --Aristotle Page 9

10 2. Utilize Your Calendar for Maximum Effectiveness and Goal Achievement "Time is our most valuable asset, yet we tend to waste it, kill it, and spend it rather than invest it. Jim Rohn Page 10

11 Effective Time Management Know your highest pay-off activities that put you in the highest probability position to achieve your goals. Put your priorities on your calendar. Honor your calendar. Empower your team to do the same. Empower your team to hold you and each other accountable to your priorities and honoring your calendars. Focus on what you can control. Page 11

12 Focus on What You Can Control Page 12

13 "You don't have to be great to get started, but you have to get started to be great." Les Brown "The only security a man can have is the ability to do a job uncommonly well." - Abraham Lincoln Page 13

14 Schedule Everything! "One of the few things that can't be recycled is wasted time." -Sean Covey Page 14

15 Live by appointment only Page 15

16 The financial services industry is a distractionproducing machine. --Bill Bachrach Page 16

17 Reduce constant distractions and interruptions that plague most offices. Page 17

18 What is on your calendar? What should be on your calendar to put you in the highest probability position to achieve your goals? Client Acquisition Client Service Ideal Clients Client Service Non-Ideal Clients Other Education, Research, Admin. Duties, etc. Page 18

19 The Advisor s Calendar Client Acquisition Time hours / week Referral Conversations with Ideal Clients, Bank Sources, and COIs Prospecting Activities Follow-up phone calls to prospects Initial Interviews Page 19

20 Client Service & Retention Time 8 hours / week On the phone or face-to-face with Clients. Going deeper to get all their money with you. You want to Own the Relationship. What to do with excess time if you do not have enough Clients to consume 8 hours? More CLIENT ACQUISITION TIME! How much time is or should be spent with Non-Ideal Clients and what can be delegated? Page 20

21 Advisor s Everything Else Time ALL activities that do NOT meet the definition of Client Service and Client Acquisition Professional and personal development Manager and Coach consultations Studying educational materials Practicing & Listening to recordings of meetings, if you record them Research Checking not first thing in the morning Planning & Support Page 21

22 Ideal Model Work Week - Sample When is the best time to? Page 22

23 Ideal Model Work Week - Sample Page 23

24 Ideal Model Work Week Time Monday Tuesday Wednesday Thursday Friday 8:00 Mtg w/admin Mtg w/admin Mtg w/admin Mtg w/admin Mtg w/admin 8:30 Client Client Client Client Admin 9:00 Service Acquisition Acquisition Acquisition Client 9:30 Acquisition 10:00 Client 10:30 Service 11:00 Check Flex Time Flex Time 11:30 Admin/ Admin/ Admin/ Admin 12:00 Lunch Lunch Lunch Lunch Lunch Page 24

25 Daily Assessment Did my calendar have the highest pay-off activities on it today so I know I am making progress toward my goals? Did I do what was on my calendar today? If no, why not? Am I as prepared as possible for the activities on my calendar tomorrow? If no, what can I do differently next time to be even more prepared? What distractions did I allow to get in my way today? What will I do to avoid distractions that get in my way in the future? Page 25

26 Daily Assessment What adjustments, if any, do I need to make on my calendar for me to honor my calendar tomorrow? What else can I delegate (and to whom would I delegate it to)? How can I better leverage my resources the deliverables team members - to assist me? How do I feel about my progress today and honoring my calendar? What else has to happen for me to be the very best I can be at time management? Page 26 26

27 Consistency is more important than perfection. Page 27

28 3. Tracking Systems/Business Metrics/ Dashboard Page 28

29 Monthly/Annual Business Metrics Tracking Page 29

30 Weekly Business Metrics Tracking Doing the activity creates the energy that attracts the business. Cheryl Hemphill Page 30

31 4. Creating Systems & Processes for Everything Page 31

32 The Best Way -Sample Page 32

33 The Best Way Example Page 33

34 5. Ideal Client Profile Clearly define your Ideal Client in terms of characteristics, personality, and mindset. You own the entire relationship. Free Online Exercise

35 Replicate your Ideal Clients Page 35

36 Ideal Client Appreciation Events For Ideal Clients and their Guests (your future Prospects) Top producers touch their ideal clients 24 times per year Download a complimentary Guidebook from FSspeakers.com (under the Resources Section) Page 36

37 6. Delegate as much as you can Page 37

38 Used by everyone for handling obstacles, problems, issues, and goal achievement. Page 38

39 7. Success Qualities What is your Mindset? Page 39

40 Top Producing Advisors Passion: They believe in what they do. Focus: They are intent on generating revenue. Time Management: They consciously choose to use their time (both minutes and larger blocks of time) for revenue-boosting activities. A bias for action: They are not plagued by analysis paralysis. They aren t gettin ready to get ready. Confidence: If you can conceive it and believe it, you can achieve it. Track their numbers every day. Organized and delegate more of your low payoff activities. Page 40

41 Just Do It! "Ninety-nine percent of all failures come from people who have a habit of making excuses." - George Washington Carver Results Rule! Live Your Life with No Regrets. Page 41

42 If you aren t as fit and healthy as you want to be neither is your business. Page 42

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45 Complimentary Resources To Help You AccountabilityCoach.com/LANDING 3 Free Gifts AccountabilityCoach.com/fitness-health-training-activity-tracking/ AccountabilityCoach.com (under the Free Silver Membership) The Wheel of Life Ideal Client Profile online Exercise Quality of Life Enhancer online Exercise Special Report called, Keys to Working Less, Making More Money, and Having a More Balanced Life Assessments and more FsSpeakers.com Client Appreciation Event Guidebook BillBachrach.com (Schedule your Success Road Map Experience by calling ) Page 45

46 7 Actionable Concepts 1. Prioritized Action List (PAL) 2. Effective Time Management 3. Tracking System / Dashboard / Business Metrics 4. Create Systems and Processes 5. Ideal Client Profile 6. Delegate 7. Mindset, Attitude, Belief, Confidence, Focus and Commitment 8. Bonus Concept Page 46

47 Thank You Aim For What You Want Each and Every Day! Anne Bachrach The Accountability Coach AccountabilityCoach.com/Landing Page 47

48 Thank You Aim For What You Want Each and Every Day! Anne Bachrach The Accountability Coach Page 48