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PRACTICE MANAGEMENT News You Can Use
This issue's article is by Joseph J. Lukacs, Business Coach and the founder of International Performance Group LLC., a professional business coaching company delivering customized coaching and training. | | 
“Developing Self Confidence” Chapter Four, Part Five
(from Chapter four of his new book, Practice Power - 12 Steps to Take your Business to the Next Level, reprinted by permission)
by Joseph Lukacs
How Do You Want to Be Perceived?
Advisors always tell me they want to project themselves as professionals. That’s great. Unstoppable self-confidence and clarity go hand-in-hand. Not just self-clarity but how you want other people to perceive you; your peers: your clients. You need to be clear on what you expect and to help you bring that clarity into focus, I want you to write down the answers to the questions in this exercise on clarity:
- How do you want to be perceived by your clients and prospects? When they think of you, when they sit down with you for the first time or interact with you, how do you want them to think of you? Don’t use the word professional because that is not clarity. That is not a distinction. That is just a vague term, so I need you to give me some detail. For example: “I want my clients to think that I am trustworthy, that I communicate with clarity. They have to know with absolute certainty that I have their best interests in mind, that I am really in their corner, that I care, that I am passionate about what I do, that I love what I do and that I am really committed to helping them achieve their goals.”
- How would you want someone to shape their perceptions of you as a professional? Begin with the end in mind. What is your definition of a professional? Strive for clarity here because the way you define a strong self image is absolutely critical to your self-confidence. What message do you want to send to others? Once you know that then you can take action to make things happen. Move onto the next paragraph when you are finished with your answers.
Now you have a clear definition of how you want to be perceived as a professional by your clients. I hope your answers to the previous questions contained some of the following words:
- Passion. Do your clients feel that you are passionate about what you do?
- Confidence. Are you confident about what you do?
- Personal integrity. This is the ultimate act of congruency. It means that you “walk your talk.”
Some examples of personal integrity include:
- You have your own financial plan.
- You have your own budget.
- You practice what you preach.
- If you recommend a product or service, if you are eligible, you also own that same product and service.
It’s all about personal integrity. It enables you to communicate with other people and be confident and congruent and have unstoppable self-confidence at your disposal.
If you haven’t done so al ready, I would suggest writing a mission statement. Not as a marketing piece but as a statement that clearly defines why you are here, how you want to be viewed, how you do things, how you live your life, how you get up every morning and what you are really all about. It will help you crystallize things for people and put you in a confident place. 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 JJL@jpginc.net, or visit our Web site: http://www.jpginc.net
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This Month's Registered Rep Opportunity
This B/Ds mission is to provide the highest quality products and services to their professional financial planners so they can help their clients achieve their financial goals. Their success is measured through the valuable relationships they have with their Reps and their clients, the sponsors of the products and services they offer, and their staff. Each day they strive to provide Value, Service and Reliability to all they serve.
Putting Reps First
Putting Reps First is their motto, because they believe that strong home office support can increase your business and better serve your clients. While other broker/dealers strive to become as big as they can as quickly as they can, theyve implemented a smarter strategy. Their policy of controlled growth has allowed them to maintain a steady increase in the number of Reps, while watching Rep revenues more than double within six years and company revenues almost triple.
Their Principals
They concentrate on retention of qualified personnel, providing personal service, and giving their Reps access to the principals of their company. The same principals who have gone on record that the company will survive them. Theyre not being bought. Theyre not being absorbed. Theyre not being told who to work with. They have a core staff of experienced financial experts, and a few energetic upstarts who provide differing viewpoints and keep us up on industry changes. Like you, theyre independent. A boutique firm where the Reps voice can be heard.
Product Support
A core group of quality supporting vendors believe, work, and assist the company system, providing their Reps with access to unique benefits: keynote speakers, special due diligence meetings exclusively for company Reps, and seminar support. But, unlike broker/dealers with a short list, they dont attach proprietary vendor relationships to their Reps. They understand the importance freedom of product choice makes to Reps in the independent channel, and fully support that freedom.
Technology
As an independent broker, you understand the need for access to competitive technology. At this B/D, they want to put their Reps on a level playing field with the big corporations. By becoming a member of their online network, youll be connected to their internet, intranet, and premium extranet servicesa major advantage in streamlining your operation. If you are an advanced technophile, youll appreciate their wide range of options and access. Not a computer geek? Youll still get all the downloadable forms you need in an easily accessible manner. | If you know anyone who would be interested in this or other rep opportunities, please have them contact Jason at 727-725-8876! | |
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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 |
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Here are some additional opportunities from Turning Point, Inc.:
For a FREE "Guide to Moving Your Book", please visit: www.goingindependent.net. TURNING POINT in the MEDIA!Turning Point's President, Mitch Vigeveno, was recently quoted in Ian Katz's new Bloomberg article, "Bear Stearns Brokers Get $2 Million Offers as Savings Vanish." (3/19/08) This article was syndicated around the country. 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:
William Faulkner (1897 - 1962)
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