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Welcome to
"More Profit & More Time"
This issue is a lot different than previous
issues;
- As it does not include: Simon’s
Success Strategies
- An enormous amount of energy has
gone into the new Web Site Main Page and Public Speaking
Pages that are focused on “Being” An Expert Coach and
Expert Public Speaker. We are in the process of putting
the finishing touches on these pages.
If you have been reading my Blog then you
will have a sense as to what has been going on over the past
two weeks.
http://www.leadingadvisor.com/blog/
There is more to do as we will start our
focus towards;
- Public Speaking Marketing
- E-Marketing
- Products
Onward, upward …
In this issue:
Part
1 – Coaching Case Studies
Start Taking the “Being” An Advisor
Assessment Now!
“Being” An Advisor or Leader versus “Doing” Sales
Part
2 – Resources & Classifieds Section
A Few
Reminders + New Password to Leading Advisor Resources
Tell
Your Friends
Part
3 – Reilly's Reflections & Rants
Ah-Ha #1 - Values
Ah-Ha #2 – Why You May
Resist Planning Your Day The Night Before
Living our Values and
reflecting on the month.
I would love to hear your feedback, let me
know what you think.
Simon Reilly
sreilly@leadingadvisor.com
Start Taking
the “Being” An Advisor Assessment Now!
-
Are you living in the past, slow to
change and criticize the future?
-
Do you believe that the challenges that
you are facing are so big that you may not make it?
-
Do you have to get pumped up to sell?
-
Are you trying to fly solo?
-
Are you selling too many products?
-
Do you feel a lack of acknowledgement for
the work that you do for your clients or company?
-
Do you make clients feel nervous because
clients sense a lack of your energy, money and time?
-
Do you have way too many clients and are
not making enough money?
-
Are you doing way too many favors?
-
Do you lack the support and systems to
provide a consistent experience?
-
Do you have conflict with management,
staff and other advisors and are just winging it when it
comes to hiring new people?
-
Do you fail to delegate, try to do
everything yourself and are too busy doing $20 per hour
work?
-
Do you have poor customer service?
-
Do you try to serve anyone and everyone?
-
Are you addicted to growth?
-
Are you too busy to form strategic
alliances because you have to get to the next sale?
-
Is your marketing system automated?
-
Is your client relationship system
automated?
-
Are you afraid to ask for referrals
because of a fear of rejection?
-
Are you only marginally interested in
professional growth because you are too busy?
-
Do you have no clue about what success
would mean to you?
-
Even though you are still working, have
you already retired emotionally?
“Being” An Advisor or Leader versus “Doing” Sales
| 1. Lives
in the past and criticizes the future. |
1.
Lives in the present and looks forward to the
future. |
| 2.
Believes that the challenges that they are
facing are so big that they may not make it.
|
2.
Believes that the future has so much opportunity
that they cannot miss.
|
3. Gets
pumped up to sell.
|
3.
Feels inspired and motivated by how many lives
they make better sale or not. |
4. Is
trying to fly solo.
|
4.
Works with a team of specialists and their
teams. |
5. Sells
too many products.
|
5.
Leads with a profit generating product. |
6. Loves
to talk about their favorite subject, themselves
and their "flavor of the month" product.
|
6.
Loves to talk with their clients about what
their clients want to talk about. The clients
want to know what you are going to do for them,
not so much about the product. |
| 7. Uses
sales techniques. |
7.
Seeks to serve. |
| 8. Builds
rapport. |
8.
Takes a genuine interest. |
| 9. Tries
to sell during the appointment. |
9.
Is elegant and professional.
|
| 10.
Insensitive and avoids deep client communication
because they are under pressure. |
10.
Emphasizes deep client communication because of
their emotional intelligence.
|
11. Makes
clients feel nervous because they sense a lack
of energy, money, and time.
|
11.
Makes clients feel at ease and develops trust
because the clients feel the advisor is at peace
with who they are, that the advisor has adequate
funds to be in business and the advisor has
ample time to be with the client. |
| 12. Tries
to look after people's money. |
12.
Looks after people who have money. |
13. Does a
lot of favors.
|
13.
Believe every client transaction must be
profitable. |
| 14. Does
not feel acknowledged by the work that they do
for clients. |
14.
Feels fulfilled from the inside through the work
that they do for clients. |
| 15. Has
way too many clients and is not making enough
money. |
15.
Has a delivery mechanism to provide a consistent
experience.
|
| 16. Lacks
the support and systems to provide a consistent
experience. |
16.
Works well with selected clients in specific
groups and the advisor is profitable. |
| 17. Has
conflict with management, staff and other
advisors and just wings it when it comes to
hiring new people. |
17.
Has a strong system to develop and enhance team
communication and a system for hiring the best
people.
|
| 18. Does
not delegate, tries to do everything themselves,
too busy with $20 per hour work. |
18.
Has an excellent support team.
|
| 19. Has
poor customer service. |
19.
Has "Wow" customer service. |
| 20. Has
clients versus the wealthy (note - wealth is a
state of mind). |
20.
Works with the wealthy versus clients (note -
wealth is a state of mind). |
| 21. Sells
products / completes product transactions for
free for the client. |
21.
Uses the consultative process and charges a fee.
|
| 22.
Promises market leading performance. |
22.
Promises regular returns.
|
23. Tries
to serve anyone and everyone.
|
23.
Chooses to work with a maximum of 3 groups or
niche markets. |
24. Is
addicted to growth.
|
24.
Has built their practice based upon their
values, vision, purpose and mission. |
| 25. Is too
busy to form strategic alliances because they
have to get to the next sale. |
25.
Forms strategic alliances.
|
| 26. Has
high and low prospecting cycles. |
26.
Has an automated marketing system. |
| 27. Has no
automated client relationship system. |
27.
Has a website and e-newsletter. |
| 28. Is
afraid to ask for referrals because of fear of
rejection or they are afraid they will be
questioned - "how can I give you a referral when
you are not doing a good enough job?" |
28.
Educates clients that providing referrals is a
part of their business process.
|
| 29. Is
marginally interested in professional growth -
they are too busy. |
29.
Is dedicated to professional and personal
growth.
|
| 30. Has no
clue what success would mean to them. |
30.
Has a personal definition of success. |
31. Even
though they are still working, they have already
retired emotionally.
|
31.
Embraces retirement one day because they are
creating an emotionally intelligent retirement
plan. |
Part 2 –
Resources & Classifieds
A Few Reminders
Here are a
few reminders to go to;
Please be advised that
the following user name & password are required to
access our newly updated resources section on the
Leading Advisor Web Site;
User name:
leading
Password:
resources
Please
retain
the User Name and Password for your records.
Tell Your Friends
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More Profit & More Time.
Part 3 – Reilly's Reflections & Rants
Reflecting on a HUGE Month.
There are too many Ah-Ha’s and
Accomplishments to list in this space.
Two Ah-Ha’s in particular.
Ah-Ha #1 - Values
I read somewhere that our Values remind us
of the energy that was present when we were born.
Therefore, stopping to acknowledge what we
create on a daily basis reminds us of both our Values and
the energy that was present when we were born.
So to this
end, I wrote this in my Blog; “I’m reminded that vision,
combined with values and giving thanks continues to remind
me of the energy that is present at the time of creation.”
As a sidebar; Unmet Needs dominate Values.
We were born to create and Unmet Needs block us from that
energy. Values are like turtles, they only come out when it
is safe.
Ah-Ha #2 – Why You May Resist Planning Your
Day The Night Before
In the past, I’m sure that you have heard a
time management guru that talked about planning the
following day the night before.
How come most people don’t do it?
Is it because they lack the inspiration and
energy?
This is probably true.
Most of us plan our day and schedule our
major projects and meetings and extend an enormous amount of
energy to complete the day.
And there you are, at the end of the day
you’re likely tired out and some time management guru is
talking about planning the following day the night before.
The last thing you want to do is to go over
it all again.
What if …
At the end of each and every day you were to
acknowledge what you created that day.
This will remind you of both your Values and
the energy that you are creating.
This will inspire you to ask yourself, as
you review your list of accomplishments, what is my next
step to add more value to what I have already created?
Living our Values and reflecting on the
month.
Our Values
Attraction
Currency
Energy
Encouragement |
Partnering /
People
Professionalism / Quality & Service
Sense / Wisdom |
Teaching
Understanding Empathy
Venture |
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