We’ve all heard ‘consistency is key’.
But how does that apply in your financial services business specifically?
It is not in simply doing the same thing over and over.
It is about knowing what is working and doing it.
I’ve seen advisors with the best of intentions.
They plan on calling back.
But don’t.
They are going to email a prospect.
Then forget.
Something more pressing takes precedence.
Often this looks like you have a ‘hotter’ prospect or new lead.
Other times, you’re ‘putting out fires’ and client concerns.
So you stop doing what is working.
Consistency is no longer important and it begins to take a toll on your business.
We had an advisor who was converting his 1st appts (new leads) to 2nd appts like clockwork.
His process was dialed-in and his results were new financial clients.
He was confident in himself and what he was doing.
Then he decided to change things up.
Try different leads.
This in turn affected his conversion.
He started changing what was working.
The ‘small stuff’ became less significant.
“Little things often make big differences in business.” ~Richard Branson
Naturally as a salesperson you have to adjust to the new lead (marketing process, conversation, etc.). And consequently, sales start suffering.
You are not moving as many people to 2nd or 3rd appointments.
Fewer people interested. Less apps submitted. No new business. 🤷♀️
The reality is – it is those little things that make the biggest difference.
It is no secret 7 figure earners do things better than 6 figure earners.
They are more effective in their processes, and they are more consistent in
doing the little things.
‘Little’ things top advisors do Consistently:
- Perform Annual Reviews.
- Mail birthday or holiday cards.
- Send Monthly email campaigns.
- Honor their schedules/commitments.
- Monetize their strengths & outsource the other stuff.
As a solo financial advisor or independent agent, there are only so many hours in the day. You must manage your business, convert leads, nurture clients, continue professional development, etc..
You don’t need to be an expert marketer, fantastic copywriter, or your own personal secretary.
But you should be skilled in (compliant) selling AND an expert delegator.
If it does not make financial sense – you need to eliminate it from your routine. Or delegate it to someone or some software.
When growing or managing your financial services business – be consistent in processes which produce the greatest ROI.
Tasks that need to get done, but are lower on the $$ generating totem poll can be outsourced or automated.
Focus on what you control, what is working and do it consistently.
Your financial clients, prospects & leads will benefit (as will you).
It’s simple, but not always easy. 😉
So be vigilant.
Business is not stagnant and neither are you.
However — when you have processes & systems that work, consistency is key!
