Financial advisors want to know the most important key to becoming a top producer. Most think the answer must be a magical new product, an innovative new sales idea or a remarkable new marketing strategy. However, their jaws drop when they learn the truth.
Nathan Bergeland, the CEO and founder of USAdvisors Network, offered some insights.
Consider a group of NFL players are getting ready for their first preseason game. No doubt, they're working on complicated new plays, precise new patterns, the shovel and flea flicker passes in preparation for the season's first game. Do you know what these teams are spending most of their time on? I have had the pleasure of being on several championship teams and the way we got there was mastering the fundamentals of the game: blocking and tackling.
Like the NFL players, a top producer's success is directly tied to his or her ability to focus on the fundamentals-the daily blocking and tackling that every producer must master to become a winner in his or her field.
Are you spending your time working on the flea flicker when you should be picking up the phone? Are you your own worst enemy? Are you going through the same motions and expecting different results? Is it time to better understand what you should stop doing and what you should start doing? Are you truly earn the money you are capable of earning? Probably not.
I encourage you to spend the time to learn from your peers and our product partners the fundamentals of referral generation, staff training, prospecting, product information, planning, communication and sales skills. This is where the blocking, tackling and achieving your ultimate potential begins.
Inevitably, you are the only one who determines your success. You are responsible for your own self-improvement and professional development, first and foremost. Here are 12 of my fundamentals of marketing, lead generation and prospecting and sales success to help you get started.