You are paid in life in direct proportion to the number of problems you solve, opportunities you fulfill and contributions you make. As an advisor, you are chosen by your clients not only by those factors but also by your differentiating factor. So, what’s your one thing? What sets you apart?
The door is wide open for you to utilize your platform to have a positive impact. As Pablo Picasso said, ” All human beings are born with the same creative potential. Most people squander theirs away on a million superfluous things. I expend mine on one thing and one thing only – my art.”
I ask again, “what’s your one thing?” Many advisors I know respond, ” My ability to serve my clients and exceed their expectations.” I would concur that this is a very worthy one thing. How do they do it? By constantly asking themselves 3 questions:
1) Is what I am about to do going to help me better serve my clients?
2) What is my biggest opportunity to serve my clients?
3) What are my three most important opportunities to serve my clients today?
In our business, opportunity lies everywhere you can add value to your client’s lives. When you give more in service than you expect to receive in dollars, you never run out of dollars, because people will always want to do business with you if they know you have their best interests in mind. All we must do is to identify the activities necessary to produce extraordinary results.
I remember one particular advisor I worked with who was a top 10 producer with his firm. His breakthrough occurred when he decided to make service his focus. He maximized his one thing, service, by creating a culture in his office that lived by the mantra, Underpromise and Overperform. He told me, “Mike, take care of your clients the best you can and your clients will more than take care of you.”
When you focus most of your time and energy doing the things you are truly brilliant at, you eventually reap big rewards due to your sustained enthusiasm, energy, and the momentum this creates. This has the potential to be most rewarding to you and your clients. John Naisbitt once said,” The most exciting breakthrough of the twenty-first century will occur not because of technology, but because of an expanding concept of what it means to be human.” This means to listen and serve willingly.
As an advisor, it’s really very basic. Clients will gladly pay for your services if they perceive value in them. However, they will not appreciate the value unless you consistently demonstrate it and share it with them in a down to earth conversational manner. There is statistical proof that the more frequent quality communication you have with your clients, the greater the possibility they will purchase more, purchase for a longer period and strengthen their relationship with you.
In the end, the greatest gift that you could ever give your client through your service to them is the expectation of their success. Your clients constantly need your reassurance that they are on the right path. They want to know they are moving from point A to Point B as planned. So demonstrate their progress. They need to believe they can, they will and they are moving forward.
As Albert Schweitzer said, ” Every person I have known who has been truly happy has learned to serve others.” That’s not a bad one thing.
Mike Sciortino has more than 30 years experience in the investment management business. Mike speaks at Conferences and writes often about how advisors can differentiate themselves, grow their practice, and improve their lives through time-tested processes. See all of Mike’s stories for CMG Advisor Central. Connect with Mike on LinkedIn.