By: Daniel C. Finley

Groomed for Greatness

Have you ever wondered why some advisors build thriving businesses while others struggle to keep theirs afloat?   For some advisors, their success is in part a bit of luck like being at the right place at the right time or taking over an existing book of clients handed to them by a relative or retiring colleague.

However, while coaching advisors for over a decade I have gathered and identified some key qualities that all successful advisors possess. Follow their lead and you too can be groomed for greatness!

  1. A Passion to Help People

I have asked countless top producers why they are in the financial services industry and their answers all revolve around helping people.  For many, making sure that individuals have strong financial security for themselves and their families is an inspiration and motivation.

  • A Willingness to Learn

Recently, I said to a financial advisor client of mine who has 200 million dollars of assets under management, “You are good at selling but you are not great at helping people understand why they should buy”. “I want to be great!” she said, “What do I need to learn?” Successful advisors never stop wanting to learn.  Constantly evaluating your strengths and weaknesses is a good way to ensure you are consistently engaging in areas of growth.

  •  The Humility to Find Help

Great athletes know that the right coach can take their game to the next level. Successful advisors have the humility to find help for the same reason. “The value that you as my coach bring to the table is to help me to define my challenges even if I’m not sure what they are and to provide solutions that work for other successful advisors” said a million dollar producer.

  • An Abundance Mentality

Successful advisors aren’t intimidated or threatened by the so-called “competition”. “There are enough quality clients in this city for anyone to succeed if they want to” said a top producer to room full of “competitors” during an FPA statewide association meeting.

  • The Ability to Bounce Back

Years ago I literally was bucked off a horse. Battered and bruised and with a black eye a famous quote came to mind, “When you fall off a horse, you have to get right back on.” The reason is because if you don’t get back on the proverbial horse the fear of getting bucked off again will overtake you and will never “ride” again. Successful advisors are very resilient and they learn from their mistakes.

Finding Your Own Greatness:

Obviously, there are many key qualities that help characterize those who are successful but find a few, like the ones above and focus your energies on fine-tuning them. 

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