Advisors: Stick to the plan

Recently, Ryan, a financial planner from California, asked me, “What do I do when I’m just in the dumps and don’t really feel like working?”

In the past, I have shared the thoughts of my friend and colleague, Steve Chandler, who places people into one of two categories: Doers and Feelers. The central idea is that Feelers have inconsistent results because their actions depend on their moods. Doers, on the other hand, almost always have a system, and they work that system no matter how they feel.

As I thought about how to respond to Ryan’s question, I recalled inventor and entrepreneur Ron Popeil’s infomercials for his Ronco line of rotisserie ovens. His catch phrase was “Set it and forget it!”

Ryan agreed that he could reach his income target (aka a perfectly roasted chicken) if he could stick to the simple plan of keeping six great appointments a week and working to maximize the value he brings to clients at each one of those appointments.