In my years studying consistently top advisors and producers in the financial services business, I’ve isolated the primary characteristics that they all seem to have. They may interest you as a guideline for examining your own practice and habits.

First, they focus. They know exactly what their targets are and what they are not…and they do not chase cases that are not their chosen targets.

They are organized. They put their practices together to efficiently attract and produce business in their focus markets.

They are very disciplined. This means that they will not violate the organization they have set up to pursue and process their target business. They do not allow distractions.

They practice, practice, practice until their routines become routines so they can focus on the client. I have seldom met top advisors or producers who do not practice their lines. They do not know exactly when they will say something they practice, but when it comes time to say it, they know exactly what is going to come out of their mouths. One of my clients practices on his teenage children. He knows that when they stop laughing and start paying attention to what he is saying that he probably has something good to say.

The consistently best also balance their lives. They are in business to make their lives better, so they schedule breaks from business and know how to relax and enjoy doing other things in their personal, family and civic lives as well.

If you want to model yourself after the consistently very best practitioners in financial services today, use these criteria as a checklist to examine and balance your own life and practice.

Questions? Email jhmco@melchinger.com

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This newsletter is designed and distributed by Kirk Lowe of Freedomarketing (faWebProfiler.ca). Content by John H. Melchinger - The Marketing CoachT