Insight – Clarity – Action – Result – Repeat

Key Takeaways

  • In our business we strive to achieve “do loops”—repeatable successful actions and processes.
  • It’s just as important to understand why something is successful as to understand why it failed.
  • Always be crystal clear when you’re “front stage” with clients. The clearer you are in your own mind, the more clients will understand the value you provide.

Company Focused vs. Client Focused

Key Takeaways

  • Today’s large financial institutions seem especially good at saying NO to their consumers but not very good at saying YES.
  • As wealth advisors, we have a client-centric model, which is completely about putting the client’s interests before our own interests.
  • Consumers have never been more empowered than they are today. The more barriers you put in front of them, the more likely they are to leave you.

Shadow Work Exposed

Key Takeaways

  • There are many small tasks, assignments and services that true wealth managers provide to clients that many generic investment advisors don’t.
  • Shadow work refers to all the important client-support work that’s done behind the scenes that clients often doesn’t see or appreciate.
  • Client service calendars give clients a visual chronology of all the great value you’re providing them—and will continue to provide them in the weeks and months ahead.

Seeking Flow

Key Takeaways

  • Flow is that optimal state of consciousness in which we feel and perform our best.
  • Research shows professionals are five times more productive when they’re in flow than when they’re not.
  • Unfortunately, we only spend about 5 percent of our time in flow—but we improve that number through creativity and risk-taking that stretches us without snapping us.