In their book “Tested in the Trenches,” authors Ron Carlson and Steve Sanduski say there are 10 things typical million-dollar producers understand should have top priority in their practices:
- Reviewing client goals and objectives, managing assets and conducting research. This should be your main concern.
- Communicating with A+ clients. Your top clients want to stay updatedm whether that’s by phone, e-mail, direct mail or face-to-face meeting.
- Staying fit. It’s hard to do business if you’re sick all the time.
- Staying sharp. Spend time on continuing education and stay on top of new laws, strategies and products.
- Cultivating A+ referrals. You have to let your clients know you want referrals. Train them to spot referral opportunities, and make good referrals part of your compensation.
- Deepening A+ and A relationships. Spend time with good clients in non-business situations by taking them out to lunch, or playing a round of golf together.
- Developing centers of influence. Look past obvious centers of influence like CPAs or attorneys and try the head of your Chamber of Commerce or a leading local philanthropist.
- Planning. By planning your day. week and month ahead of time, you’ll stay focused and productive.
- Delivering A+ and A client solutions. Explain your recommendations and respond to client questions. Help your clients through crises to build enduring relationships.
- Meeting with staff. Regular meetings with any staff members will help reduce interruptions and keep the office moving efficiently.