Can it get any more focused than stepping into the chalk, the batter’s box, for a hitter? Distractions must be blocked out as all eyes are on him to produce.
With today being the opening day for most Major League Baseball teams, all of the teams are entering the season with renewed focus and high expectations. As Aristotle said so many years ago, ” First have a definite, clear practical ideal: a goal, an objective. Second, have the necessary means to achieve your ends: wisdom, money, materials and methods. Third, adjust all your means to that end.” Sounds like Aristotle would make a great current day team owner.
As the season progresses, what will be the difference between the successful teams and the not so successful teams? You guessed it, focus. Focus on the little things while blocking out the numerous distractions.
Let’s take hitting for example. What will be the difference between the 300 plus hitter and the 260 hitter? It will be just a couple hits each week over the course of the entire season. That difference is the result of sustained focus which I will address.
For you as an advisor, it is the difference between average compensation and top producer compensation. It won’t be measured in hits but instead in sales. So how can you improve your focus?
I’ve seen it over and over. Once an advisor commits and moves forward, there is an increased level of certainty that continues to move them to action on a consistent basis. Yogi Berra, a Hall of Famer who played 19 seasons with the Yankees used to say, ” If you don’t know where you are going, you might wind up someplace else.” That’s the result when there is no focus.
1) From your client’s perspective, why should they do business with you?
2) What do you deliver that no one else can?
3) What distinguishes your firm from everyone else?
Continuing to build your business and nurture your business requires a bit of time and a lot of focus on relationships. Keep in mind that clients don’t do anything until they are inspired. So how can you accomplish that? By constantly working on staying focused. Over the years, I have observed the following 4 attributes of focused advisors:
These advisors don’t quit and are willing to pursue avenues they’ve never been down before in an effort to serve their clients the best they can.
They do their homework, practice, take full responsibility and take advantage of every opportunity that comes their way.
3) Fire in the belly.
They believe so deeply in their goals and objectives that they remain focused on achieving their desired outcomes for their clients.
They know what they want for their clients with such clarity that they take continuous forward action to achieve their goals.
Successful advisors, like successful teams, believe that their destiny is not a matter of chance but rather a matter of making a series of right choices. These choices are nurtured by ingrained habits. As the famous line in the movie “The Sandlot” , “You’re killing me smalls” implies, stay focused and constantly focused, For-Ev-ER!!
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.