Create long-lasting and sustainable change in your financial advisor business.

Fix your problems, rid yourself of the emotions that are sabotaging your business, and deprogram yourself from negative emotional influences to create an elevated sense of consciousness and awareness.

Why is it that, while 85% of advisors have the best Practice Management resources available to them, they still struggle?

Could it be that 85% of advisors are using the same Practice Management recipe book that has been used for the last hundred years?

Are you ready for something new that is going to help you create long-lasting and sustainable change in your business?

Are you ready to wake up and fix your problems and rid yourself of the emotions that are sabotaging your business?

Let's start with the simple example of how you start your day. You know you should be contacting your A business clients for reviews to update their files for compliance reasons which include a review of their financial plan and their insurance.  You commit to start out your day with the best of intentions to get to the office early and use your blocked time when it is quiet to make those calls and send those follow-up emails to your A business clients. You start early because you know that you will catch your A business  clients in their office before their switchboard opens and you know from experience you can contact your A business clients directly at their desk as they prepare for their day. You know from experience that your A business clients are committed to their business and they get to the office early to give their business and themselves a strong start for the day.

On your way to the office you decide to pull into Starbucks because the thought of office coffee is a little hard to take this bright and early. You experience a tweak of frustration as you make a note to remind your assistant, again, to purchase Starbucks coffee for the office.

As you pull into Starbucks you see a long line at the drive-thru, so you run in to get an occasional personal indulgence of a Venti Vanilla Latte and while you’re in the line you hear your name being called out behind you… Joe, Joe Advisor! You turn to see the smiling faces of Jane and John Client. You blink a couple of times in confusion as you can’t remember their names or when you last saw them but you’re certain that you’re working with them.

Because you don’t want to be seen as indulging in a Venti Vanilla Latte, you simply order a Grande Dark Roast and because you’re feeling a little embarrassed at not remembering Jane and John Client’s name, you try to make amends by asking Jane and John what they are ordering and you pay for their drinks while you’re still struggling to remember who they are.

While you’re making small talk, searching for some inkling as to who they are, you hear yourself asking them where they are going to sit.

Are you feeling conflicted? You know you should be cordial to Jane and John Client and yet, at the same time, you’re feeling guilty because you should be at the office. You should be explaining to them that you’d be happy to join them for coffee except you have an unavoidable appointment.

But you can’t make yourself to do this as you are worried about what Jane and John Client might think of you and what they might say to their friends and, worse yet, that they could change to another advisor.

Now you’re sitting at the table having coffee with Jane and John Client but you can’t focus because you are beating yourself up; your A business client time is ticking away and you are reminded again that you need to work with an associate advisor to look after your B and C clients so that you can focus on your A clients.

But you hang in.

You continue with small talk and probing questions of trying to get a clue who Jane and John Client are and eventually you relent; you confess to Jane and John Client that you know you have worked with them and you just can’t remember their names. You have taken the honest approach because you can’t figure out a way to leave the coffee meeting and you know it will bug you later if you didn’t figure out the names of Jane and John Client.

It turns out last year you had invested hours in creating a plan for Jane and John, without you qualifying them, and then Jane and John stayed with their current advisor, who is their nephew. As you leave Starbucks you’re feeling uncomfortable because not only did you sacrifice the delicious Venti Vanilla Latte you had been looking forward to, but you lost precious time with your A business clients, and you invested more time on clients who are unqualified and appear to have no intention of utilizing your services. It is not how you planned your morning at all.

That’s cognitive dissonance. Cognitive dissonance is the term used to describe the feeling of discomfort that results from conflicting attitudes, beliefs, behaviors, unmet needs and/or values. It can occur in many areas of life but it can become particularly uncomfortable when one’s values conflict with one’s behavior. For example, let's assume being liked is important to you and you hire someone whom you get along with but the person is under qualified, they continue to show up late and make the same mistakes over and over again. This creates an internal conflict so, as we struggle to maintain cognitive consistency, we adapt our behavior to restore harmony.

Your business is already a mystery filled with change and unpredictability without unknowingly experiencing the compounding affects of cognitive dissonance.

Under the affects of cognitive dissonance, while you may think you are working in and on your business, really, you are not. You are distracted by problems and emotions driven by conflicting attitudes, beliefs, behaviors, unmet needs and/or values. This drains you of valuable energy which causes exhaustion and disappointment; exhaustion and disappointment cause low self-esteem which is often accompanied by the self-defeating words of “What’s the use? I quit.”

I’m here for those of you who don’t want to quit; for those of you who want to get out of denial and the trance of doing the same thing over and over again expecting a different result.

I’m here for those of you that want to get out from under the illusion of looking for something new.

James Poe
Texas Retirement Specialists
Fort Worth, TX

“I think one of Simon’s best gifts is his ability to just connect immediately”

“Simon comes to every hour with enthusiasm. I don’t know if the guy goes into some kind of a trance to prepare himself to be so upbeat but when the phone rings and it is Simon, he’s on it. I understand this is a business and I understand that’s part of what he does is to enthusiastically embrace his clients but he’s a master. I put a lot of respect into guys that are at the top of their game. I think one of Simon’s best gifts is his ability to just connect immediately.”

Let’s have a look at the Values Discovery Process

For things to change, you must change, and for you to change you must understand your values.

Most people in business are not aware of the Values that are required to be a success in today’s business world. They might not fully understand the source of what motivates them. They are not awake to the fact that their unconscious unmet needs are dominating their values and, at the same time, are generating conflicting beliefs and emotional reactions. This leads to inconsistent behaviors and action towards their personal and business goals.

Michele Jolley
Portfolio Strategies Corporation
Calgary, Alberta

“I greatly appreciate your thoughtful and insightful coaching”

“I greatly appreciate your thoughtful and insightful coaching of my personal situation as well as how you are able to bring it back to my work too. I have grown inside so much that it will show on the outside soon – and some already is. The work that I do between sessions with you is very deep, and requires me to be truly willing to do it. Thank you for acknowledging that work. As you know I don’t have anyone looking over my shoulder telling me to work better, work smarter, make work more fulfilling, and by asking you to help me do this I am realizing the potential that has been afraid to come out.”

I’ve been working with financial advisors since 1997 using values and behaviors assessments to help financial advisors discover and understand the hidden roadblocks that contribute to their challenges with creating a clear vision for the future, writing a business plan, creating a budget cash flow, managing their time, hiring a team, delegating, marketing their business, segmenting their clients and providing the right customer service.

Let’s look at a values graph that benchmarks the six major values of today’s leading financial advisor and reading the bottom of the graph from left to right they are:

  • Theoretical – the value of information and knowledge
  • Utilitarian – the value of capitalism, money, return on investment and time
  • Aesthetic – the value of architecture, art, beauty, creativity, design, fashion and nature
  • Social – the value of empathy, kindness and people
  • Individualistic – the value of inner strength, leadership and personal power
  • Traditional – the value of rules and structure

Based on my experience of working with hundreds and hundreds and hundreds of financial advisors, this graph also benchmarks the six major values scores of today’s most successful leading financial advisors and they are:

  • #1 – Utilitarian = 61
  • #2 – Individualistic = 52
  • #3 – Theoretical = 49
  • #4 – Social = 37
  • #5 – Traditional = 29
  • #6 – Aesthetic = 24

To explain the impact of these values scores on your business let’s revisit a few of the issues that are facing today’s struggling financial advisor:

Now let’s look at the values scores of an advisor that is struggling:

  • #1 – Social = 57
  • #2 – Utilitarian = 50
  • #3 - Individualistic = 50
  • #4 – Aesthetic = 42
  • #5 – Traditional = 30
  • #6 – Theoretical = 23

You can see that while this financial advisor has a strong Utilitarian and Individualistic value, their all-too-strong Social value is dominating their profitability and leadership contributing to the following challenges:

Let’s look at the values scores of another advisor that is struggling:

  • #1 – Traditional = 63
  • #2 – Social = 61
  • #3 - Utilitarian = 51
  • #4 – Theoretical = 39
  • #5 – Individualistic = 21
  • #6 – Aesthetics = 17

Once again, this financial advisor has a reasonably strong Utilitarian value which makes sense because a financial advisor would likely have a Utilitarian value of capitalism, money, return on investment and time. Again, their all-too-strong Social value is dominating their profitability for the same reasons stated above, but this financial advisor has even bigger challenges as they have a low Individualistic value which demonstrates their low personal power. In addition, the financial advisor’s Traditional value is too high which will result in challenges like:

Now let’s look at the values scores of a financial advisor that is really pushing, they are successful but they don’t feel like they’re fulfilled even though they are more successful than 90% of advisors.

  • #1 – Utilitarian = 70
  • #2 – Theoretical = 60
  • #3 - Individualistic = 44
  • #4 – Social = 38
  • #5 – Traditional = 25
  • #6 – Aesthetics = 15

The too high Utilitarian value drives the financial advisor to seek out higher net worth clients and for a time the financial advisor is successful but it is unsustainable. As years go by, the harder they push, the faster clients and prospects seem to run away and even if they close the sale, underwriting is taking forever.

While the Utilitarian value of capitalism, money, return on investment and time are driving this advisor, the Utilitarian value is too high, and when a value gets too high it changes from a value to an unmet need.

This is where the Values Discovery Process comes in.

Values are the DNA of your vision and your business and all of the other practice management components in your practice.

Values fuel positive beliefs and positive feelings.

Here’s an example.

When I value abundance it would stand to reason that I would believe that there is an infinite amount of wealth in the world, and as a result of my value and my beliefs I would approach my day with the positive feelings of attraction, certainty, commitment and conviction. I believe that thoughts are real forces and that if a financial advisor integrates this value, these beliefs and these positive feelings into their daily practice, they will contribute to making their vision and their goals a reality.
You might think that the above paragraph is a bunch of touchy-feely garbage.

Let’s look at what unmet needs contribute to.

Again, when a Utilitarian value is too high it changes from a value to an unmet need.

Unmet needs fuel negative beliefs and negative emotions.

The financial advisor is fueled by an unmet need of safety and security, and fooled by negative beliefs that they don’t have enough money and they don’t have enough time which creates anxiety and fear. For a time, the unmet need along with the negative belief and the negative emotion fuel the advisor but in the long run it is unsustainable.  The advisor is always taking one step forward and two steps back never feeling like they are fulfilled because they always lack security, time and money no matter what level they get to.  They are always comparing themselves to another advisor who seems to be doing better.  This eventually leads to feelings of anger, anguish, defeat, despair, disappointment, dread, embarrassment, fear, frustration, guilt, inadequacy, nervousness, and/or unhappiness.

So what’s the solution?

Take Leading Advisor’s Values Discovery Process.

It’s available in three different ways to meet your budget requirements but this offer isn’t available to everyone; it will sell out because it is offered to a limited number of financial advisors.

What's Included?

Plus you will receive:

What if the Leading Advisor’s Values Discovery Process doesn't work?

This process is 100% Satisfaction Guaranteed! I know the strategies I am sharing with you will work. However, if after 30 days of payment you are not completely satisfied, let me know and I will refund your complete investment. If you're not happy, I'm not happy.

The Leading Advisor’s Values Discovery Process will help you


Carl Thoenen
Financial Advisor
Hazelwood, MO

“Simon works with you on who you are”

“I got a call from a director of sales to acknowledge the great summer and year that I am having so far. I’m definitely going to have my #1 best year ever in the business, and he wanted me to know that he had noticed. He asked me, ‘What are you doing?’ I told him, ‘I’m working with Simon Reilly of Leading Advisor who is a financial advisor business coach and speaker that spoke at our Advisor Summit back in June of 2010.

He asked about what kind of things that Simon does and how does it work with a typical phone call.

I explained that I wouldn’t have gotten the opportunity to work with a large account if it wasn’t for him. He was there at the right time to help change my thinking on it and perspective.

I highly recommend him. It’s stuff that can be done on a personal level that a company sometimes doesn’t do. Simon works with you on who you are, how you do things and how you can improve your processes and most companies don’t have the time to have people assigned to mentor someone at that level. ”