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Navigate by Putting your Team in Place
In the Your Team department, we provide coaching sessions to help build and grow your team.
A vital part of the Navigate stage of the Encore approach is organizing your team. As the financial environment continues to deepen in complexity and clients needs and objectives grow in intricacy, teaming is becoming even more important. In order to effectively run a team, organization is key so that each teammate knows his/her role and the team's goals and so that you get the most out of each member of the team.
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Is your vision for success riding the roller coaster of up and down markets?
Rob Brown
As a financial advisor, your vision for success should be a personal decision that doesn't ride the roller coaster of up and down markets. It shouldn't be overly influenced by outside expectations and observations. Engaging in your vision should be all about developing and maintaining a passion and commitment for your business that reflects your personal interests. This coaching session covers five important strategies for keeping yourself and your practice on track through both good and bad times. . . .
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Does your office need a spring cleaning?
Rob Brown
Spring cleaning sounds both boring and obvious. Yet, when taken seriously, it can add to your productivity and help you take your business to new levels of success. This coaching session, inspired by the results of one of my clients, offers specific tips for getting better organized. Armed with these ideas, you'll be better equipped to less stressfully achieve your goals. . . .
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How to Show Confidence in Your Team through Stressful Times
Rob Brown
Over the last couple weeks I have been detailing six strategies for surviving and thriving during the current market turbulence. So far we've covered client care and referral ideas, this week we'll look at ways to strengthen your team. You need to be aware of the way recent events are affecting your teammates. The same stress you and your clients are feeling could be impacting the folks who help you run your practice. . . .
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Leadership Corner: Are you an "Activity Coach"?
Rob Brown
There is a tendency in the financial services industry to establish goals without quantifying the building blocks for achieving them. For financial advisors this tends to lead to frustration and a lack of accomplishment, so in our training of branch managers we encourage Activity Coaching. This article outlines a 5 step process for this strategy. Take some time to relate these steps to each of your advisor relationships. Ask yourself if establishing activity-based goals would allow you to become a better coach and help your advisors achieve their financial and personal goals. If it would, just take it one step at a time and you will be on your way to greater revenues, increased profitability and more loyal advisors. . . .
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Eight Tips for Successful Meetings
Rob Brown
As a financial advisor you are almost by definition in a leadership role. Regardless of whether you work for an investment advisor, major firm, regional boutique, or independent broker-dealer, you are in charge of your own destiny. You are responsible for finding clients, managing clients and creating an efficient practice with various team members. This invariably means you are involved in many client and team meetings. This coaching session offers eight tips for making your meetings more successful. . . .
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Leadership Corner:Maximizing the Success of your Sales and Service Assistants
Rob Brown
So often we see great sales assistants leave our firms and we question why there is no loyalty left in today's corporate world. Could it be that we are partly responsible? How often do we hire service assistants without really thinking about who they will be working with and what the actual needs are? How often do we move an assistant from one advisor to the next without really talking to them; instead just reacting to the particular circumstance? This coaching session, from our leadership series, covers five critical themes for maximizing the success of your sales and service assistants. . . .
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Communication is Critical to Sales Assistant Success
Communication can make or break any relationship. As financial advisors we make great plans, develop prospecting and marketing strategies and then forget to share them with our assistants, the very people who can help us become more successful. This lack of communication is not intentional, it's typically completely subconscious. Yet communicating with your assistant, indeed your entire team, can boost your revenues at extraordinary rates. This coaching session provides several tips for improving the way you communicate with your assistant. . . .
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Leadership Corner:
Helping Your Advisors Develop Successful Teams
As the financial environment continues to deepen in complexity and as clients needs and objectives grow in intricacy, teaming is becoming even more important. There are many opportunities for your advisors to strengthen their practices through teaming, but they need your guidance. This article, part of our ongoing leadership series, reviews five steps that will help industry executives, managers and coaches assist their advisors as they attempt to build successful teams. . . .
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Quitting is Easy - How NOT to Quit
Jim Domanski
This coaching session takes a closer look at the phenomenon called quitting. It looks at why we quit and what we can do about it. Treat this article introspectively. Look at yourself and see if you have the tendency to give up. If so, resolve to change your behavior and watch what it does to your results. . . .
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Every Successful Advisor Needs a Mentor
Rob Brown
Your work as a financial advisor is too important to go it completely alone. Whether you work independently or in an office filled with other producers, having a mentor can make a tremendous difference in both your level of accomplishment and your personal satisfaction. Whether you hire a coach or lean on a peer, you need someone to help you stay focused on the business of doing business. . . .
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Does your assistant help keep you on track for reaching your goals and delivering superior client service?
Rob Brown
Late last year, I had the opportunity to speak before a group of over 100 sales and service assistants. One question continually came up during my keynote presentation and the breakout session. Recently, during my travels and coaching sessions, I've been getting the same question from both assistants and their advisors. Sometimes it's difficult to find the right balance in the advisor/assistant relationship. For advisors it can be tough to relinquish control, while assistants sometimes hesitate to ask for more responsibility. This post contains a paraphrased version of the question I've been hearing as well as my response. . . .
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4 Sales Assistant Ideas for Boosting Business and Productivity
Rob Brown
I hear from assistants who are struggling to convince their advisors they could be better utilized. Instead of sitting back and waiting for the phone to ring, they would like to be more pro-active with clients. Rather than waiting for their advisor to decide on a monthly marketing campaign, they would prefer to create one, and once approved, be able to run with it. In the end, this type of activity would be better for advisor, team and clients alike, however it doesn't happen often enough. This article reveals 4 easy to implement SA activities designed to build high performance teams. . . .
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Make Sure Your Assistant is an Indispensable Part of Your Practice
Rob Brown
Here's a question from one of my subscribers: "I've hired a new assistant and I think she's going to be great. One small problem, I don't know where to tell her to begin. She came to me from outside the industry, so I really need to show her the ropes, but I don't have time. Where do I start?" (Ed, Wealth Manager, Tennessee) This quick coaching session contains several answers to this question. The ideas apply to new assistants as well as those who have been on your team for years. After all, most top advisors owe a big portion of their success to a dedicated assistant. . . .
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Teaming Part 6: How do you establish plans and procedures?
In part six of our teaming series, your official team is launched; you now move beyond the formal agreement to explore your team's first strategy session. This coaching session and accompanying activity will cover some important components of developing your team's working plan and processes and includes decisions you need to make upfront to set the stage for both immediate and long-term success. . . .
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Teaming Part 5: How do you create a formal team agreement?
This is the fifth in our series of coaching sessions on teaming. We move from the trial period into formalizing your team for the long-term. We cover the importance of establishing a formal team agreement and specifically look at four components including: roles and responsibilities, leadership and decision making, compensation structure and an exit strategy. . . .
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| "Benefits to working with Rob Brown and EncoreAdvisor.com: vacation in Hawaii, 2 family vacations this year and a new car. Great tools to grow your practice."
Ron - CPA, CFP
RIA
Omaha
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AR
Wealth Advisor
Scotia McLeod
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Greg - CPA/PFS, CFP
Wealth Manager
California
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Raymond James
Florida
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Dennis
Morgan Stanley
Alabama
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Independent Rep
New York |
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