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August 14, 2008 at 08:00 PM
The following is based on one of Norm Trainor’s clients, Wes Barrett.
Top advisors have one simple message that describes what makes them unique. When someone asks Wes Barrett what he does, he responds by saying, “We help our clients live their perfect calendar.” Typically, the response Wes gets to this statement is “Wow, what do you mean?” This gives him an opportunity to describe his services.
My colleague and associate, Bill Whitley, calls this the “Wow” statement. The next step is to illustrate the “How”. The two most important indicators of what people value are how they spend their time and their money. Financial independence gives us the freedom to spend our time doing what is meaningful to us. Wes Barrett’s mission is to enable his clients to live their lives doing what they value. In that way, they create their own perfect calendar.
Wes uses stories to illustrate how his financial advisory firm helps clients live their dreams. One of the reasons his message is so powerful, is that he is living his perfect calendar. He and his wife, Hy, take a minimum of 150 days a year to pursue their dreams. They have travelled all over the world. Hy and Wes are fully engaged in living their lives. When they go away and enjoy their experiences, they come back to the business renewed. Wes truly believes that people are either growing or dying. There is no status quo. Horowitz, the great pianist, practiced continuously because he believed that you can always improve.
Wes is motivated to make a positive difference in a lot of peoples’ lives. He truly loves his work. He is completely focused on his unique ability, working with clients and potential clients. Planning is integral to his success. Wes and Hy plan their year well in advance and then build their work calendar around their free time. Conferences are an important part of their year. They will build their holidays around a conference in Europe or Asia.
