As a financial advisor, you’re always seeking new ways to help your clients achieve their goals. But how can you achieve your own business objectives, such as doubling your business or growing by 15% each year? The answer is simple: developing the right mindset. While there are plenty of books that tell you what to do, implementing that knowledge is the real challenge.
That’s where the Top Advisor Mindset comes in. Based on our experience working with successful financial advisors, we’ve identified nine characteristics that contribute to this mindset. Here are the five most important mindset characteristics you need to develop to grow your practice.
- Confidence: The most successful advisors have the highest level of confidence in their ability to make a significant difference in the financial lives of their clients. They believe they’re offering help, not asking for business. To build your confidence, think about all the good you do for your clients and develop a positive affirmation that reminds you of how good you are. Focus on how you’re capable of making a significant positive difference in the lives of those you work with.
- Value Proposition: The most successful advisors can readily articulate how they’re different and the value they provide. Determine the four things you’re most proud of in your practice, the resources and value that your firm provides your clients, and tailor your value proposition to your ideal client. Then, develop a value proposition in 100 words or less that shows how you’re different and the value you provide. Practice delivering it in a professional, concise, and impactful way.
- Optimism: We’re living in the greatest bull market in our generation in terms of the number of individuals needing professional financial advice. Recent research survey showed 28 million individuals in the US will have $1M or more in investable assets by 2026 and 15% of those millionaires will change financial advisors. This means 4.2 million individuals will hire a new advisor. Additionally, the baby boomer demographics feed into these statistics, as this population needs help reaching “their number” – the amount of money they need to generate cash flow to maintain their lifestyle when they decide to stop working.
- Get Uncomfortable: The daily activities required to grow a financial services practice are challenging. If you’re comfortable with your current situation, you simply won’t perform the required activities on a consistent basis. You need to get uncomfortable and do the hard work required to achieve your goals. Once you survive the difficult first three years of creating your business, you’ll be on the path to reach $200,000 plus income at the end of 5-years.
- Time Management: Successful financial advisors manage their time well. You need to prioritize your activities based on the impact they’ll have on your business. Remember first things first, you also need to manage your energy by taking care of your physical and emotional health, so you can perform at your best.
In conclusion, developing the Top Advisor Mindset is critical for growing your practice. You need to have confidence in your abilities, articulate your value proposition, maintain optimism, get uncomfortable and do the hard work required, and manage your time well. By following these five mindset characteristics, you’ll be on your way to achieving your business objectives and helping your clients achieve theirs.
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