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Practice Management > Building Your Business

Three habits of highly effective producers

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Over the last 15 years of working in the financial services industry, I’ve had the opportunity to interview and study many top producers. In this first half of a two-part series, I’ll discuss the seven strategies that you can employ to get to the top and stay there. The more you can master each strategy, the more likely you will achieve and retain Top-Producer status.

  1. Commit to building a referral-based business. Don’t dabble in referrals. Master referrals. Network strategically with centers of influence. Ask for referrals from satisfied clients. Create a reputation for yourself in a narrow target market.
  2. Understand who fits your business and who doesn’t. You need to be willing to say “no” to prospects who aren’t a good match – or work with an associate who is better suited to their situation. Make sure your centers of influence know your ideal client profile so they only refer prospects who are a good match.
  3. Deliver value first, make the sale second. If you want to stand out from your competition, have a process that’s designed to deliver a valuable experience to the prospect first. If you provide a valuable experience, they’ll want to become your client and give you referrals.

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