By the time you’re reading this blog, I’ll be in sizzling Las Vegas for a week of Senior Market Advisor Expo. A glance at The Weather Channel tells me the thermometer will hit 107 today. The good news is it will dip below 105 by Friday, so be sure to pack an overcoat.
Our opening keynote speaker on Wednesday is advisor coach Dr. Kerry Johnson. A former professional tennis player, Johnson toured the world in the late 70s in the heyday of Connors and Borg, Evert and Navratilova.
These days Johnson works with and mentors a different type of peak performers–top advisors. In doing so, he has noticed these peak producers share several common characteristics. Following, in his own words, are a couple of those common traits Johnson has observed:
Put your activity on a point system. Low activity is the single biggest reason producers fail. In my interviews with million-dollar commission producers, I have discovered they combat this problem with tremendous self-discipline. Nearly all daily–and sometimes even hourly–goals for themselves.
Top producer Belen DeJesus of Manila, the Philippines, is one of the highest-paid sales pros in the South Pacific. DeJesus realized early on that if she were to make a living in the competitive financial services industry, she must not only set hourly goals but also develop a system for keeping herself committed to those objectives when her enthusiasm waned. Her method was to make 10 phone calls in the morning before her first a cup of coffee. She would force herself to ask each client for referrals before she left the closing interview. Forgetting to ask meant depriving herself of participating in a favorite hobby for that week.