In last week's blog, I talked about preparing for the big game and how quarterbacks (and advisors) need a "flight plan" to succeed.
Now, after the dust has settled, we can all play armchair quarterback and give our takes on why Green Bay won Super Bowl XLV and Pittsburgh lost. To me, it's pretty simple: attention to details.
Both teams had solid game plans. One team, the Packers, executed their game plan better. They took care of the ball. They didn't turn it over. And they made the plays to force Steeler turnovers.
As a topflight advisor. you need to keep that same game plan in check. You can always wow a client with fancy power point presentations, but ultimately, it will be your attention to the little things that help you come up big in your practice.
Earlier, we spoke with Michael Zmistowski, president of First Gulf Advisors, about this topic, and he had some interesting observations:
Communicate. "Often today, the articles we read about communications with our clients are geared to customer satisfaction, client loyalty and building trust. Nothing wrong there, but go farther by keeping in mind your communications are the foundation upon which your future business is built," Zmistowski says.
Protect yourself: Put it in writing. "Many of us are taught by compliance and experience to put as little in writing as possible for our protection," Zmistowski says. "That's not true and not safe. Follow FINRA's lead. Follow states' departments of insurance regulation. They want more and more forms signed and initialed by clients and by those being regulated. It's an energy drain. But if you want to experience a real energy drain, try talking your way out of complaints and lawsuits which will only be increasing."
Senior Market Advisor contributor Ed McCarthy writes that attention to detail, particularly when it relates to product information, is of vital importance to advisors.
"Admittedly, it's difficult to stay awake when wading through any insurance policy, but the contract is the product that you're selling so it's very much worth the effort. Of course, you could argue that prospects and clients don't read contracts if they trust you. That might be true, but the last thing you want is for a sale to fall through because you can't explain a contract feature or benefit to a prospect or applicant who drilled down into the details and wants answers to very specific questions."
"You have to read the contract," says Nancy Morith, of NP Morith Inc. "Don't rely solely on the marketing literature or the agent's handbook. Read them, certainly, but actually read the contract language and understand it. If there's something you don't understand, you go back to the company and ask them. They have marketing help lines. They have people there who can help you."
It's up to you to take care of the little details. After all, you don't want to fumble at the goal line.
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