 By
Janet Arrowood
What do successful financial advisors do that
sets them above so many of their peers? After all, most advisors
go through similar training programs, work with a similar variety
of products, and offer essentially similar services. Their secret?
A month-by-month plan that ensures they keep in close contact with
all their clients and prospects, and pay particular attention to
their top clients, and perform the task that enables them to manage
their practices efficiently.
You manage your daily and weekly contacts with
your clients and prospects using a contact management system: a
palm pilot, contact cards, a daytimer, or perhaps some specialized
client management software. But to really manage your business you
need a long-range calendar that breaks your major activities into
manageable chunks you can fit into a given month.
These activities are as varied as your practice,
but here are some of the highlights:
- Quarterly meetings or calls to your top clients—your
“A” list clients
- Prospecting
- Tax-planning and IRA meetings
- Retirement planning meetings
- Long-term care insurance planning meetings
- Getting your continuing education (CE) and
NASD-required firm element credits.
- Joining and renewing memberships in professional
and business organizations.
- Building and implementing a networking and
marketing plan—seminars, mailings, open houses, etc.
The list looks daunting, but it doesn’t
have to be. We’ve divided the key activities of a top advisor
into monthly events. Then, to make the list even easier to implement,
we broke down the monthly activities into weekly ones, so you have
about one major task each week (and lots of client meetings and
contacts!).
So click
here to download the 2005 Financial Advisor’s 12-Month
Guide to Success. We start by ending the year right, with what to
do this month.
December 2004
Focus on the Fundamentals
YAT Spotlight: Mike
Bennetti, LUTCF
Impacting Lives
The Financial Advisor’s
12-Month Guide to Success
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