Mike Sciortino
Executive VP, Managing Director, Head of Distribution
CMG
The Choice is yours (or your client’s)…
In our industry, we are a disciplined bunch. I would like to discuss today’s topic from two unique perspectives: yours and your client’s.
Let’s begin with yours: Webster defines discipline as “training that corrects, molds or perfects the mental faculties or moral character; control gained by enforcing obedience or order”. Simply put, it requires you to exercise self control. Often times the challenges or problems we face force us to grow and become more capable in our practices. A wise mentor I had early on used to tell me, if I don’t act, something significant wont happen; how right he was.
Now, from the client’s perspective: Every recommendation you make should be made after you’ve asked yourself this important question, “How can I present this to be in their own best interest?” Your consistent encouragement is the fuel on which their hope of achieving their goals runs. Your role is to implement the positive steps “as if” the hoped for results will become reality. As an advisor, you have a tremendous platform to deliver life changing impact. Years from now, with your guidance, your clients will be able to say, “I’m glad I did” vs. “I wish I had”. On an ongoing basis, you can inspire your clients by presenting them with a practical and attainable positive vision for their future. With your help, your client’s compelling dreams will generate the necessary obedience to push them past their fears and reach their meaningful goals.
As professionals, our constant aim should be to create things that will inspire our clients! If we exercise this discipline, we as advisors won’t have any regrets. Today, the choice is ours. We can choose to leave a trail of positive memories and experiences in the lives of those who depend on us for guidance, our clients! – Mike Sciortino
