If you’ve read my blog for the last 11 years, you know that I’m a big believer in being productive, spending time prospecting, and being focused on people! These are the key business tasks that make a big difference in growing a financial advisor’s income. Having a Power Hour will help you maintain the right FOCUS on these key activities.
The 3 P’s:
- Productivity – Do you avoid prospecting, which results in lower productivity?
- Prospecting – Are you procrastinating about calling prospective clients?
- People – Who are the warm prospects or clients that you need to call?
What is a Power Hour?
A power hour is a block of time reserved for exclusively contacting prospects and clients.
How to organize your Power Hour:
Designate one hour per day as your Power Hour. Give yourself one hour where you do nothing but make the calls you’ve been avoiding. Feel the satisfaction from getting the nagging calls off your list.
Your Power Hour Mantra:
- Make the calls!
- Do the follow up!
- Get it done and out of the way!
Here’s the nitty gritty for how you do it:
- Figure out a time each day when you should do your Power Hour.
- Block time on your calendar.
- Make a list of who you need to call.
And then DO IT!
Once it’s done, imagine the feeling of accomplishment you’ll have. You can go about your day knowing you got the tough part of your day out of the way.
- Use your Power Hour mainly for contacting prospects. Do it without excuses! Before you even sit down in your chair to begin your Power Hour, make sure you’re set up for success. Do what you need to do so that you won’t make excuses to pause or stop your Power Hour. Hit the restroom. Get a bite to eat. Tell your team members that your Open Door Policy is on hold at the moment. Ensure that nothing will distract you.
- Don’t allow incoming phone calls to take you off task. Set expectations with clients and centers of influence that during your designated Power Hour time, you will not be available.
- Exit your email program. Email is a huge distraction with it’s dinging and pop up messages. Your avoidance gremlin absolutely loves email because you get to put off what you don’t want to do which means you may not get back to your Power Hour.
- Have absolutely no distractions. No open Internet browsers. No Facebook. No LinkedIn. No Twitter.
- Don’t answer your phone! Don’t do it! If you allow any activity to interfere, your avoidance gremlin will win!
- Gather your list of warm prospects and phone numbers and just dial, dial, dial!
YOU ARE DIALING FOR DOLLARS!!!
Just like you should create your Ideal Work Week, your Power Hour should be scheduled and taken seriously. Put your schedule of Power Hours in your calendar, on post-it notes, on your computer monitor, whatever you need it to be to stay committed to your success!
If you maintain a commitment to complete your Power Hour daily, you will see improvements in your prospecting results!
Don’t have a list of people to call???? Here are some questions we can coach around:
- Do you have a list of warm prospects? If not, start one.
- Do you need to get out of the office more frequently to gain exposure to a new set of people?
- Do you need to step outside your comfort zone to grow your practice?
- Do you need to let go of the fear of prospecting?
- Do you have sales call reluctance? It’s a “thing” and I can help you with it!
- Do you need to call your own clients more frequently rather than when there’s an emergency? Then, put your clients on your list!
Don’t know what to say during your calls? Work with me and get my Phone Prospecting Procedure that will help you cover the key points in creating rapport, building relationships, and asking for the business. Request a consultation to learn more!