I just spent the last 3 days at a conference for Financial Advisors from all across the country. The content taught from the dais during various sessions was great but it paled in comparison to the wisdom gleaned just by rubbing shoulders with men and women who have been in the business for decades. I’m a relative newbie to the whole world of financial planning, just 4 years in but as one fellow newbie put it, “this room is full of legends”. After the first day I decided that attending conference sessions was merely a secondary distraction, something to do between the all important networking that happened in the halls outside.
So I started to approach these legends, introduce myself and ask them one question. “When I get back to the office on Monday morning, what do I need to start doing immediately that will ensure that I am back here not only next year but in 20, 30 or even 50 years from now?”
The following are 3 of my favourite responses.
1 – Know your purpose and demonstrate your value, (from 33 years in the business).
This came from a regional manager who has not only developed a loyal client base but has been involved in training and developing financial advisors for most of his career. I’m a big believer in the importance of mission statements and that closely mirrors the idea of knowing your purpose. But demonstrating value is a bit harder. What that comes down to, according to this legend isn’t about you, it’s about showing your client what you can do for them. Rick Warren, in the first line of the Purpose Driven Life said it best; “It’s not about you.” It’s about what you can do for others.
2 – Ask good questions and let the answers lead you where the client needs to go, (from 53 years in the business).
The man who told me this started in the financial services business at 34 and is still working today at the age of 87! Oh how I would love to be as vibrant, healthy and engaging as he is at that age. His response came after he asked me a series of increasingly personal questions. How old are you? Are you married? Do you have kids? What did you do before you started in this business? Are your parents still living? What did your Dad do? Finally leading me to a discussion of what kind of insurance I currently hold and why I bought it. He then got a sly smile on his face and asked me why I had answered all of those personal questions that under normal circumstances would seem a bit off putting? I laughed and said I see what you’re doing, you seem genuinely interested and sincere, and he was, oh that’s GOLD!
3 – Do What’s Right for the Client, (from 31 years in the business).
After making one of his first sales over 30 years ago this person’s manager noticed that as he drove away from the client’s home he was very quiet and appeared to be working something out in his mind. The Manager looked at him as said, “stop doing that.” Doing what? “You’re mentally calculating how much commission you just made aren’t you?” This goes back to the first one, it’s not about you. If you concentrate on doing the things that are solely in the best interest of the client the commission will take care of itself, even if you don’t say anything, clients can tell when you’re in it for yourself and not them. Stay focused on the client and you will develop loyalty for life.
After 23 years in business myself, the last 4 in this capacity, I know all of these lessons to be true. I’ve seen them play out time and time again across all lines of business. It’s about humility, respect and genuine honesty. Those are the traits that make great salespeople and business leaders. You don’t have to be an extrovert or an introvert you just have to be true to your purpose, ask great questions and do what’s right.
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