For those Financial Advisors that want to improve their businesses, consider my help and support to develop and implement the processes that are right for you to have a more successful advisory practice. Our focus will be on new levels of client service to enable business growth.
We have designed an approach for financial advisors who are motivated and want to grow their businesses by bringing organization and structure to their practices. We will detail tools and techniques that can be used by advisors to service and expand their books of business. These tools and techniques are the ones I have used in my coaching practice since 2001 to help advisors gather necessary data, interpret the meaning of findings, draw conclusions, and take the proper actions for improving client service that will drive business growth.
It is through continuing contact and holding FAs accountable for using the tools and implementing the processes that we bring about the benefits of a new model for doing business.
Each coaching engagement is specific to each FA and her or his book of business. Advisors must either take on these roles themselves or with a partner, whether a coach or another advisor, who serves as an accountability partner. There are costs and benefits to both approaches.
The first goal of our approach is to help advisors define and implement a set of processes that will save them time and energy while “ensuring” their clients are very well serviced, so little if anything falls through the cracks throughout the life of the client-advisor relationship. With a structured and organized set of processes, the advisor can have the time to devote to the primary goal of this program, helping advisors grow their practices in terms of AUM and production. The top methods to acquire new clients will also be detailed so that advisors can be successful in fulfilling their growth objectives.
We take a very pragmatic approach to practice management. As Admiral William H. McRaven said, “If you want to change the world, find someone to help you paddle." I can help you paddle.
“If you always do what you've always done, you will always get what you've always got.” Is it your time for change?
Our coaching focuses on the “Six Core Client Facing” processes that will lead you to a differentiated business by providing the highest levels of service in the industry. Cerulli Research says, “...building end-to-end consistent processes, documentation, checklists, and technology integration ensures consistent and accurate execution, improving efficiency and the overall client experience.”
With a structured and organized approach, you will have time to grow your practice.
The success of a coaching engagement is accountability and the advisor’s ability to follow through yet a Forbes article stated, “But for all the good intentions, only a tiny fraction of us keep our resolutions; University of Scranton research suggests that just 8 percent of people achieve their New Year’s goals.”
In their book Following Through: A Revolutionary New Model for Finishing Whatever You Start, Steve Levinson and Pete Greider say, “According to some estimates, 90 percent of the books purchased in bookstores never get read past the first chapter,” and that “nearly three out of four new [health club] members stop going within just three months of signing up.” In that same book, the authors state that, “we don’t have a problem knowing what we should do. The problem is that we just don’t do it!” Our coaching program will help you “do it.”
Even more critical is that David Rock and Jeffrey Schwartz, in “The Neuroscience of Leadership,” state this is so “even when new habits can mean the difference between life and death.” In many studies of patients who have undergone coronary bypass surgery, only one in nine people (11%), on average, adopts healthier day-to-day habits. The others’ lives are at significantly greater risk unless they exercise and lose weight, and they clearly see the value of changing their behavior. However, they don’t follow through. Therefore, discipline is about consistent actions and follow through. Consistent action and follow through is of value. We help you with that.
If you want to improve your business, make an appointment on my calendar to discuss if and how I can help you. A Strategy Session is free and there is no obligation. Go to www.calendly.com/davidileo
 Dan Diamond, “Just 8% of People Achieve Their New Year's Resolutions. Here’s How They Do It,” Forbes.com, January 1, 2013.
 Steve Levinson Ph.D. and Pete Greider, M.Ed., Following Through: A Revolutionary New Model for Finishing Whatever You Start (New York: Kensington Publishing, 1998).
 David Rock and Jeffrey Schwartz, “The Neuroscience of Leadership,” Strategy + Business 43 (Summer 2006).
It’s about differentiation!
There are a number of ways Financial Advisors can attempt to differentiate themselves.
Suggesting that investment management is a unique skill or offers differentiation makes relatively little sense. Daniel Kahneman, behavioral economist, 2002 Nobel Memorial Prize in Economic Sciences reports:
Virtually all investment products are commonly available. Differentiation based on unique investment product offerings cannot not a winning strategy.
As a differentiating strategy, pricing is usually a very questionable approach that may work at best as a tactic for a short amount of time. There is always someone willing to accept a lower price. Lower and lower pricing will create an unprofitable business.
 Thinking Fast and Slow’ by Daniel Kahneman
David I. Leo
David Leo is Founder of Street Smart Research Group LLC. He is an author, speaker, coach, consultant and trainer to financial professionals. David is an experienced business manager who works solely with Financial Advisors, Planners and firms who want to organize, structure & grow their businesses by attracting, servicing, and retaining affluent clients.
If you would like additional details or have any questions about his articles or an interest in coaching schedule a free 45 Minute Strategy Session @ https://calendly.com/davidileo or contact him @ David@CoachDavidLeo.com. Call 212-598-4229 (Office) or 917-379-1249 (Cell) and visit @ www.CoachDavidLeo.com