5 Financial Advisor Habits That Stick

We all have habits.  Things that we do without even thinking about them.  Consider your morning routine.  You might get to work at roughly the same time every day, get coffee from a breakroom, say good morning to a coworker, and sit and check your email.  You might do these things in the same order and the same way each day without even thinking about them.  I know this is the case for me for so many things.

Normally, when people think of habits, in addition to thinking about their routines, they also think of bad habits.  They think of things in their lives that they want to change.  This is actually a good way to think about habits, because changing bad habits can have a positive impact on your life.  Check out 19 Bad Habits Financial Advisors Can Banish for ideas for habits you can change.  If you need more help banishing bad habits, consider business coaching.  If you take some time to turn these things around, you can see a great change in your business.

In addition to routine habits and bad habits, there’s another kind of habit: good habits.  Good habits are things that are positive in your life that you decide to do consciously until they become part of who you are and you do them without even thinking about them.

There are a lot of good habits that you can develop, and below are five that I think a really important.  These are habits that can stick, once you develop them, and they can have a dramatic impact on your business.

The keys to developing these habits, are to focus on them consciously, to do them on a regular basis, to keep doing them even if you slip up, and to keep at them until you do them naturally.  It might take some time, but it will be worthwhile.

Habit 1: Financial advisor prospecting

There’s gold in them there hills!

We all know the importance of prospecting.  Prospecting is what leads you to having new clients, and new clients are like gold for your business.

Getting new clients is key to being a financial advisor and is instrumental in sustaining and growing your business.  It’s particularly important to be on top of if you are a leader at your organization, because you are responsible for the performance of others.  Let’s face it, if you don’t regularly get new clients, your business can’t grow as it should.

A lot of times though, it can be easy to neglect prospecting.  It’s something we think can do later.  You know, “I’ll prospect tomorrow, when things are less busy.”

Generating leads though is one of those things that requires effort.  It’s important to focus on and to do regularly if you want success.  This can particularly be true, if you want more affluent clients, as they might require more effort for you to reach.

To help you with prospecting and lead generation, here are two ideas that can help you to become more effective at it and to develop it as a habit that sticks in your practice.  Think of them like the pick and the shovel for your gold mine.  They’ll help you reach those new client’s you are looking for.

If you need additional advice, I can help through sales and prospecting coaching.  You might also consider my prospecting program: 90 days to new clients.

Daily prospecting through time blocking

 
One thing you can do to prospect more effectively and develop it as a habit, is to prospect each day you go to work.  A good way to develop this as a habit is through time blocking.

With time blocking you set aside a specific time each day, for example an hour every morning, that you will spend on prospecting.

By setting aside a time for prospecting you will find you are more likely to do it.  If you make that time early in the day, it can be even better because it is less likely something will come up and cause you to put it off.

Database prospecting

 
If you’re curious how you can prospect for a set time each day, a great technique is to focus on your database.  Your database consists of contact information for your clients, prospective clients, business associates, and other people you know as a financial advisor.

You can set aside time each day to contact people in your database.  You might call them, ask how they are doing, and find out if they might want to discuss something business related, or if they know someone who might need your services.  You could also spend that time doing things like creating and sending a newsletter, inviting people to an event, or sending birthday or other cards.  There are many ways you can contact people, and you can find those that fit your personality and your business.

Habit 2: Know your financial advisor numbers

As a financial advisor you have all sorts of numbers related to how your business is doing and how it is growing.  These numbers can be things like how many current clients you have, how many clients you add for a certain time period, how many prospecting calls you make, the performance of a type of marketing you did, and more.

A good habit to develop is to know your numbers.  You could create a list of numbers that are important to your business and check and update them regularly.  By doing this, you can understand how your business is doing, understand if what you are doing is effective, and recognize trends that are happening in your business.

To develop this habit, you might set aside time, maybe once per week, during which you can review your numbers and see what insights you can discover.

Habit 3: Touch a piece of paper only once

A simple business habit that you may have heard about is the idea of touching a piece of paper only once.  The idea of this, is that if you get some piece of paper, whether it be a letter, a report, a newsletter, or whatever, that rather than reviewing it and setting it aside for later, that you deal with it right then and do whatever has to be done with it.

This can be a good habit to develop and it can actually be expanded to things like emails, phone message, and more.  The basic idea is that once you get something you need to work on, that you stop then and deal with it, rather than setting it aside, and spending more time when you have to go over it again.

Habit 4: Check email and phone messages only at set times

Although it can be a good habit if you get an email or a phone message to deal with it right when you get it, it can also interrupt your work if your email is always open and you check your phone each time it beeps.

A good habit to develop, that can help you limit interruptions to your work, is to only check your email and phone messages at set times.  For example, you might check them four times per day, at set times.

By developing this habit, and dealing with what arises when you first see it, you can avoid interruptions and become more productive in your work.

Habit 5: Focus on gratitude and appreciation

A good habit to develop, not just as a financial advisor but for anyone, is to focus on gratitude and show appreciation.  There are so many people in our lives that have a positive impact on us.  It can be a good thing to let them know you appreciate them and what they do for you.

There are many people you can show appreciation to.  They include clients, coworkers, staff, vendors, business associates, and even yourself.

Showing appreciation can be as simple as saying thank you.  It might involve something as little as sending an email or a card.  On certain occasions, you could take it further and maybe have an appreciation event, for example a client appreciation event for your current clients.  Whatever you do, whoever you show appreciation to will be grateful for what you did.

With this in mind, I’d like now to thank everyone who reads my blog.  I always try to have information that will be helpful to you and I really appreciate you taking the time to read what I have to say.  Thank you all.

 

We all have habits.  Some of them are routine, some of them are things we need to change, and others are good habits we can develop.  By taking time to develop the good habits listed above, you can create a positive impact in your business and your life.

About Suzanne Muusers