Great Leaders Listen....

“The major difference between the most and least successful executives is the latter's lack of awareness. Successful executives are critical of their own performance. Unsuccessful executives are critical of the performance of others." — Harry Levinson, The Exceptional Executive

How well do you respond to personal feedback?  Does your open door policy mean your people can really come to you and give you honest feedback...or is it more of a “if you don’t like the way I do things the exit door is always open?

Being aware of both our strengths as well as our weaknesses is of tremendous value.  The best way of staying aware of our weaknesses is to listen to those who are close to us and who are people we can trust.  The most valuable members of your team want you to be more successful so that they can grow under your leadership.

"Hearing 'reflective back talk' from friends, colleagues, spouses, and significant others allows us to "true" ourselves in relation to their perceptions. With this input we can integrate our internal conversations with data from the external world to enrich the process of knowing ourselves better." — Warren Bennis and Joan Goldsmith, Learning to Lead

Playing the next shot.....

While interviewing the legendary Jack Nicklaus, a reporter once remarked, “Jack, you have had a spectacular career. Your name is synonymous with the game of golf. You really know your way around the course. What is your secret?” Nicklaus replied, “The holes are numbered!”

Wouldn’t that be nice if that were true in our lives, our business and our economy as well?  Instead, we face each day not being able to see what is going to happen next.  Everyday we tee up the ball but do not really know where it will land till after we swing the club.  What is merely frustrating on the course can be devastating in real life.

Now there are times on the course when I stand over my ball and ask myself two questions.  Should I try to hit the best shot of my life?   Or do I just make sure that the worst possible option is eliminated?  My golf game has improved when I follow the second question...but if that is all I do then the game becomes boring and I have nothing to tell others in the clubhouse.

There are times to “go for it!”  When we make that incredible shot life becomes thrilling and we enjoy unusual success.  Then there are times when simply eliminating the worst case scenario is the better choice.

The longer we play the game the greater wisdom we will have in knowing which way to play every next shot.  If we take the time to carefully examine our own successes and our failures that wisdom will grow and so will our bottom line.

Embrace change....

It seems that on a daily basis in today's financial markets change is constant theme. Long standing respected companies continue to change or even cease to exist right before our and clients eyes. How can you, as an advisor, frame these events in a way that serve your clients and grow your practice at the same time?

Here is an idea to evaluate : Make some "house" calls. Float an invitation to the top 20% of your book that you would like to meet them instead of them meeting you. Go see them instead of having them come see you. Instead of offering another "short" idea, or even another "safe haven"; sit down at their kitchen table to re-evaluate their financial aspirations. 

When you take yourself out of your own comfort zone and insert yourself into theirs it will make a tremendous impact. Give it a try.....you might be surprised at the results.

"Deep Thoughts"

We all understand the cliche; “The good is the enemy of the best.”  If we settle for only the good we will not move on to the best where we really want to be.  We strive to reach the top.  We will not settle for the status quo. Good is not good enough and so we are driven to push on and press forward.

However, we all know people that have shipwrecked good parts of their lives by their passionate desire to be the best.

Voltaire said; “The best is the enemy of the good.”  We need to be careful that our drive does not drive us away from the good in our lives.  Success in one area may be coming at the cost of failure in other important areas.

Socrates said; “The unexamined life is not worth living.”  The start of the new year is always a good time to stop and take a look.  Is my life balanced?  Am I sacrificing what I have in an effort to achieve what I have not? Is it worth it?    Haunting questions that need to be asked...and answered

Add a wrinkle to your quarter....

.....to spur your production in 2009. We rarely talk about product on this site (and usually focus on process instead), but now would be a good time to find a relevant product that would seem to fit the current turbulence, real or perceived, in the markets. 

But choose wisely, as you want it to fit the portfolios of your most important clients. An annuity, a fund, a UIT or maybe even a new wrinkle to your "wrap" account of choice.

Your clients will appreciate a fresh concept and a new dialogue that can take the headlines out of the discussion.....give it a shot, and boost your production!!!

Stormy Seas

Stormy Seas

I used to have a sign in my office which said;  “Calm seas never made great captains.”

The picture was a sailboat keeled way over with strong winds putting great strain on the sails and crew.  Some had fear in their eyes and thoughts of capsizing in their hearts.

However, the captain, aware of the seriousness of the situation, had a gleam in his eye.  All his experience and training was in demand.  Every decision would be crucial.  His body soul and spirit were fully engaged.  He knew the storm would pass and right now just might be the very best use of all his sailing skills...and that is invigorating.

Maybe this perfect storm will bring out the best in you as well.  Happy Sailing!!!

How do you market the invisible?

Here is a fact : Building a brand doesn't take millions, it takes imagination.

There are countless examples of "money pits" just within the last decade of skyrocketing names that created a blip on the conscious of US consumers but never made an IMPRESSION. As an advisor you are more aware of these stories than most. 

How do you apply this to your own "brand"? Your own team?

Here are two quick ideas : 

1. Attack your first weakness - the stereotype your clients/prospects have about you/your               team.

2. Make your services visible and your clients/prospects comfortable.