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Marathons have a beginning and an end. For financial advisors, production is a different story. It’s a continuous process. There is a temptation to “put the year on cruise control” in December. We all know people who “sandbag” business for January. When I was in production in our firm’s flagship office, I got some very sensible advice from our sales manager: “People who finish the year strong start the next year strong.” Why? Because it’s a continuous process.

Let’s assume you have a couple of hundred clients maximum. They are utilizing managed money. You aren’t buying and selling stocks all day. Your primary focuses have been adding new clients, deepening relationships and providing great service.

Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, Captivating the Wealthy Investor, is available on Amazon.