From: tpi@tpisearch.com
Sent: Thursday, June 16, 2005 9:50 AM
To: jason@tpisearch.com
Subject: News You Can Use from Turning Point, Inc. June v.2
 
A Newsletter for the Friends and Clients of Turning Point, Inc. June 2005, vol.2


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  News You Can Use
We continue with Part 4 of an 8-part series of articles from well known Professional Business Coach, Joseph J. Lukacs, entitled Success Rituals of Top Producers.  Over the coming months we will bring you the next installments in this series and they will be archived and available for viewing at our website, www.goingindependent.com, in our Newsletter section.  Happy reading!

Success Rituals of Top Producers

Part Four:"Creating Consistency"

By Joseph J. Lukacs, Success Coach to Million-Dollar Producers

One of the most important rituals you can develop for your financial advisory practice is the ritual of consistency. Throughout my eight years coaching top financial advisors, one trait really sticks out. They are creatures of habit and consistency. Everyone in this business can have a great day-occasionally. What separates a top producer from an average one is not that they are better, smarter, or more talented. The fact is, they are just more consistent. They have strategies to get the most out of every day.

 

A large percentage of advisors who contact me are excellent at building and running their business-only one or two days per week. The rest of the week they are mired in being reactive, frustrated, and unproductive. I believe most advisors know what they need to do to reach their goals. Your major challenge is to create strategies and rituals that will allow you to become consistent at reaching your daily goals.

 

Recently I had the opportunity to visit with a long-time client of mine who produces in excess of two million dollars per year. I asked him to tell me one of his strategies of success in this industry. He said, " All great careers boil down to executing your plan daily with consistency."  He went on to say that a key question he asks of himself each day is "What am I going to do today to build my business?"

 

Below I have outlined some strategies to help you become more consistent in your business:

 

Determine when you are at your best: When you have a great day in the office, what causes it? Do you arrive early? Create a list of people to call the night before? Exercise in the morning? Read a motivational book or listen to a tape? Or do you review your goals and business plan? You must determine what rituals or activities put you in a productive state. They are an important key in creating consistency in your business. Once you have determined what strategies work for you, write them down and create a daily log so you can check off each strategy as you complete it.

 

Determine when you sabotage yourself:  As important as determining what you do to be at your best is to determine your "sabotage strategies." What do you do or not do to guarantee yourself a poor day? You get to the office late. You do not create a list of people to call. You did not exercise and you're feeling lousy. You have poor eating habits that rob you of your energy. You do not review your goals and business plan on a daily basis. You come into the office and read the WSJ instead of reviewing your to-do list and goals. Or the latest strategy: you spend too much time doing research or surfing the Web. Create a list of your favorite strategies and work on being aware when you are slipping into them. For example, set a time limit on surfing the Web instead of randomly looking at sites and watching the hours go by.

 

Keeping Score: Keep a log and evaluate yourself daily. Create a checklist for yourself that includes all the elements that you have deemed necessary for your success.  As you complete each activity, check it off as complete. In addition, give yourself an overall rating between one and five as to how your day went. Give yourself a one if you did not keep to your consistency strategies and had a less than stellar day. Give yourself a five if you completed all your consistency strategies and you had a great, productive day. Keep this data and watch for trends.

 

If you're at a level four or five consistently, congratulations!  You have developed a consistent routine, and you are probably noticing a marked improvement in your performance.  If you are rating yourself a three or below, experiment with changing your consistency strategies. Try adding or deleting strategies until you come up with the right mix for you. Just don't give up!


Author's note: Joseph J. Lukacs, Business Coach, is the founder of International Performance Group LLC., a professional business coaching company delivering customized coaching and training, by telephone, to financial and insurance professionals. International Performance Group LLC. is based in Melbourne, Florida. Joseph can be reached at 321-255-2889, by e-mail to joe@ipg-coaching.com, or visit our Web site: http://www.ipg-coaching.com


 

****
Since our inception we have helped over 400 financial consultants
make the move to independence.

"I cannot express to you the joy and the increase in quality of life that I have found since leaving the wirehouse world."
Shane Merritt, Branch Manager
Merritt Capital Management


Here Are A Few of the Benefits of "Going Independent":

·         Payouts on all your business, including fee based accounts of 90% plus.

·         The opportunity for you, not someone at the home office, to control your bottom line and the profitability of your practice.

·         The opportunity to build related businesses such as insurance, qualified plans, or trust companies, and keep those revenues.

·         The opportunity to eliminate your clients' perceptions of conflicts of interest with research departments and corporate finance groups - TRUE OBJECTIVITY.

·         The opportunity to charge and keep substantial fee income for planning, analysis and other services to your clients.

·         The availability of technology that is as good or better than anything you have now.

The list goes on...

This month's Registered Representative Opportunity:

Partnering with the right people is as important to their success as it is to yours. And, as the financial services industry continues to evolve, the need for financial strength, integrity, vision, and support becomes paramount. If your broker/dealer does not give you a feeling of security, maybe its time to take control of your career.

Our client is committed to providing you with the tools you need to succeed, along with a competitive commission structure, so you can realize your financial goals. They offer you a full range of top-quality products and services to give you the freedom to engineer the best solution for your clients. And, recognizing that technology is a driving force in the changing face of the financial services industry, they are devoted to delivering the technology and systems to make your practice more efficient.

TECHNOLOGY:
Our client recognizes that technology is a driving force in the changing face of the financial services industry. Their commitment to technology helps you keep up with your clients spiraling expectations and keep pace with industry changes. This BD is embracing technological advances. They're devoted to delivering the technology and systems to make your practice more efficient. They're committed to helping you move to a paperless environment.
CLIENT SERVICES/SUPPORT:
This BD differentiates itself from other broker/dealers through the level of service and support provided by a dedicated home office support staff. Experienced and knowledgeable individuals in all departments take pride in working with Affiliate partners to achieve mutual success.
PROFESSIONAL DEVELOPMENT:
As competition increases and practices evolve, continuing your professional development is critical to future success. As a Broker/dealer partner, our client provides many opportunities through multiple mediums for Affiliates to stay ahead of their competition and gain the needed knowledge to manage a successful practice. Through the company web site, workshops, symposiums, and retreats you have plenty of opportunities to network and continue your professional development.
COMMISSIONS:
They support their Representatives independence by providing a highly competitive commission structure, which is determined by how an Advisor affiliates with this BD. Affiliation options are based on an Advisors previous 12-month Gross Dealer Concession and Fees. Minimum production to affiliate with this BD, under home office supervision, is $100,000 of previous 12 months gross dealer concession. If your production is less than $100K, other affiliation arrangements can be made.

If you know someone who might be interested in the above opportunity or who might be ready to go Independent, please have them visit www.goingindependent.com (go to our Opportunities section and click on Hotjobs) or contact Jason Burke directly at 727-725-8876.


Turning Point, Inc.
405 2nd Street South
Suite A
Safety Harbor, FL 34695
(727) 725-8876
(727) 669-8263 (fx)
www.tpisearch.com
tpi@tpisearch.com

Here's some additional information from Turning Point, Inc...

FREE BENCH-MARKING TOOLS:
Are you interested in comparing your practice to others in your sector of the industry?  At TURNING POINT, INC., we have a strategic alliance with a well-respected firm in the consulting industry, Tiburon Strategic Advisors.  Through them we are able to offer the following FREE industry reports:

www.BrokerBestPractices.com
www.BankBrokerBestPractices.com
www.IndependentRepBestPractices.com
www.FABestPractices.com (Financial Advisors)
www.InsuranceAgentBestPractices.com

By clicking on any of these links, you will be taken to a webpage where you can Preview these reports, take a short survey, and then print the entire report when you're done. It's that easy.

TURNING POINT in the MEDIA!
Mitch Vigeveno of Turning Point, Inc has been quoted in several articles in 2005 (including Investment News and Horsesmouth.com).  Please visit our Media page to read what Mitch had to say!

TURNING POINT PARTNERS:
Are you getting the most out of your business?  Are you operating at peak efficiency?  How about your marketing, your compliance,  or your HR?  We have some friends who can help you out.  Just visit our Partners section in our website for links to a variety of services that are helpful to building your business!

Quote of the day:
"When in doubt, tell the truth."
Mark Twain (1835 - 1910)

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