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October 01, 2008 at 08:00 PM
Although determined, Ron was unable to crack the $2M per year mark when he first joined CRP in 2002. Now, Ron is one of the most successful and accomplished advisors in the industry today, on track to finish 2008 with $25M in personal production! CRP would like to congratulate Ron for his amazing success, and ask him, in his own words… How did you get from where you were to where you are today?
“Focus.”
Early in Ron’s career, he’ll say he did it all. He was all things to all people, and took every new account that came through his door. Surrounded by opportunity, Ron did not want to miss a thing. He had a laundry list of available client services and high hopes that something, anything would stand out to a prospective client. It wasn’t until later that he realized that his firm was structured no different than any other firm… he was a retirement planner, a generalist, with no differentiation from his competition. He focused on what he did different and better, and specialized. He became the qualified plan distribution specialist in his community, and focused primarily on the exit strategies for retirement savings plans. He explains to his clients that their current broker or advisor specializes in the first half and did a great job accumulating wealth, but now that they are retiring and should concentrate on the second half, the preservation and distribution of wealth. This is his area of specialty. Now, as the “retirement quarterback” he handles only what makes the most sense of his time, the preservation and distribution planning, and outsources everything else. This specialization led his successful $15M practice to grow into an outstanding $25M practice! Solidifying the unique value he brings to his clients, their referrals and introductions now make up 80% of his new business.
