With 15 years in the industry and $44 million in total sales in 2013, our 2014 Advisor of the Year, Jason Jenkins, knows a thing or two about building a successful business. Here, he offers his top tips on becoming the best advisor not just for today, but for the years to come.
All great advisors prepare to be successful before a prospect ever walks through their door. To do this, you’ll need:
1) Education: The best advisors work to develop skills and understand all aspects of financial planning.
2) Policy & procedures: When I implemented strategic and disciplined policy and procedures, it took my practice to the next level.
3) A great team: View your staff as an investment, and only hire the best. The better you compensate them, the more productive they will be. I also subscribe to the saying, “Hire slow and fire fast.”
The following are key elements to win the client and become their trusted advisor:
1) Smart intake form: Often, these forms simply gather information, rather than trying to discover more about who the prospect really is. Always start off with key questions that spark a deep and emotional conversation.
2) Comprehensive analysis: Find what their risk, fees and current estate structure looks like. Take this technical data and try to understand what this information means to your prospect.