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September 18, 2015 at 12:00 AM
You just heard an inspiring talk by a great producer and thought: “This producer isn’t any smarter than I am, and doesn’t seem to know much more than I do. What is his secret?”
Chances are the producer didn’t — or couldn’t — give you some crucial details about his path to success.
1. Prospect regularly
The producer suggested prospecting regularly. Hardly a shocker, but the fact is only about 11 percent of all producers prospect every week.
Have you made a 100 percent commitment to prospect regularly?
What the producer didn’t tell you: He has a foolproof system for capturing the names of future prospects that depends on using a printed fact finder. Also, he sets aside specific hours each week to prospect.
2. Have a usable business plan
The producer said one key to his success is having a usable business plan to guide all of his business activities. He monitors it on a regular basis. Most advisors don’t have access to an easy-to-use planning process.
Do you have — and use — a printed business plan?
What the producer didn’t tell you: He uses a one page business plan and this was the 4th planning process he had tried — the first three were too cumbersome to be helpful.
3. Discover your target market
The producer said: Choose your target market and stick to it. Commit to working with ideal clients at least 50 percent of the time.
