Upload
others
View
1
Download
0
Embed Size (px)
Citation preview
Page 1
For broker-dealer use only. Not for use with the public.
Page 2
For broker-dealer use only. Not for use with the public.
″Excuses Don’t Count; Results Rule!″
Page 3
For broker-dealer use only. Not for use with the public.
Anne BachrachThe Accountability Coach™
A.M. Enterpriseswww.AccountabilityCoach.com
©2011 A.M. Enterprises
Page 4
For broker-dealer use only. Not for use with the public.©2011 A.M. Enterprises
Page 5
For broker-dealer use only. Not for use with the public.©2011 A.M. Enterprises
Page 6
For broker-dealer use only. Not for use with the public.
Successful People Produce Results.
Unsuccessful People Make Excuses.
©2011 A.M. Enterprises
“People don’t quit their company. They quit their manager.” –Tom Peters
Page 7
For broker-dealer use only. Not for use with the public.©2011 A.M. Enterprises
Page 8
For broker-dealer use only. Not for use with the public.
The Prioritized Action List (PAL) is literally a list of every single project and task you have to do and / or want to do.
It’s valuable:• for prioritizing• for reducing the feeling of overwhelm• as your source of action items to be placed on your calendar• to help your staff align their work with the priorities of the
company – form of accountability• for enhancing communication• for reducing distractions and interruptions• for increase efficiency and effectiveness
Prioritized Action List (PAL)
©2011 A.M. Enterprises
Page 9
For broker-dealer use only. Not for use with the public.
Sample Prioritized Action List
Calendar (y/n)
Task / Activity
Priority Time (min)
Category Assist Due Date
Done Notes
“There are only 168 hours in the week and how you choose to invest those hours determines your success and happiness in life.” --Bill Bachrach
“What lies in our power to do, lies in our power not to do.” --Aristotle
©2011 A.M. Enterprises
Page 10
For broker-dealer use only. Not for use with the public.
Tracking Systems/Business Metrics/ Dashboard
©2011 A.M. Enterprises
Page 11
For broker-dealer use only. Not for use with the public.
Monthly/Annual Business Metrics Tracking
©2011 A.M. Enterprises
Page 12
For broker-dealer use only. Not for use with the public.
“Doing the activity creates the energy that attracts the business.” – Cheryl Hemphill
Weekly Business Metrics Tracking
©2011 A.M. Enterprises
Page 13
For broker-dealer use only. Not for use with the public.
Effective Time Management and Calendaring
©2011 A.M. Enterprises
168 hours in a week. It is important how we choose to best use this time.
“Calendars never lie. They are 100% accurate and visible indicators of your priorities.”
--Tom Peters
Page 14
For broker-dealer use only. Not for use with the public.
What is on your calendar?
©2011 A.M. Enterprises
•What should be on your calendar to put you in the highest probability position to achieve your goals?
•Ideal Advisor Acquisition•Advisor Support
•What should be on your Advisor’s Calendar?•Client Acquisition•Client Service – Ideal Clients •Client Service - Non-Ideal Clients•Other – Education, Research, Admin. Duties, etc.
Page 15
For broker-dealer use only. Not for use with the public.
The Advisor’s Calendar
©2011 A.M. Enterprises
Client Acquisition Time•15-20+ hours / week •Referral Conversations with Ideal Clients, Bank Sources, and COIs•Prospecting activities•Follow-up phone calls to prospects•Initial Interviews
Page 16
For broker-dealer use only. Not for use with the public.
Utilize Your Calendar for Maximum Effectiveness and Goal Achievement
©2011 A.M. Enterprises
• When is the best time to get the best results?
• Know your highest pay-off activities that put you in the highest probability position to achieve your goals.
• Put your high pay-off priorities on your calendar.
• Honor what is on your calendar.
• Be a good example and role model for all your team to do the same.
• Empower your team to hold themselves accountable consistently executing the desired game plan / calendar.
“Enemy of the best is often the good.” –Stephen Covey
Page 17
For broker-dealer use only. Not for use with the public.
Focus on What You Can Control
©2011 A.M. Enterprises
Page 18
For broker-dealer use only. Not for use with the public.
"You don't have to be great to get started, but you have to get started to be great."
– Les Brown
"The only security a man can have is the ability to do a job uncommonly well."
- Abraham Lincoln
©2011 A.M. Enterprises
Page 19
For broker-dealer use only. Not for use with the public.
Schedule Everything!
©2011 A.M. Enterprises
"One of the few things that can't be recycled is wasted time."
- Sean Covey
Page 20
For broker-dealer use only. Not for use with the public.
Time Monday Tuesday Wednesday Thursday Friday
8:00 Mtg w/Admin Mtg w/Admin Mtg w/Admin Mtg w/Admin Mtg w/Admin
8:30 FA time Advisor Acquisition
Unexpected Business Mgmt
Admin Time
9:00 Items Time Unexpected
9:30 Flex Time Items Time
10:00 FA Time Flex Time
10:30
11:00 Admin
11:30 Admin Admin Admin Admin
12:00 Lunch Lunch Lunch Lunch Lunch
What Does Your Ideal Model Work Week Look Like?
©2011 A.M. Enterprises
Page 21
For broker-dealer use only. Not for use with the public.
Advisor Ideal Model Work Week - Sample
©2011 A.M. Enterprises
Page 22
For broker-dealer use only. Not for use with the public.
Time Monday Tuesday Wednesday Thursday Friday
8:00 Mtg w/Admin Mtg w/Admin Mtg w/Admin Mtg w/Admin Mtg w/Admin
8:30 Client Client Client Client Admin
9:00 Service Acquisition Acquisition Acquisition Client
9:30 Acquisition
10:00 Client
10:30 Service
11:00 Check Email
Flex Time Flex Time
11:30 Admin/Email Admin/Email Admin/Email Admin
12:00 Lunch Lunch Lunch Lunch Lunch
Advisor’s Ideal Model Work Week
©2011 A.M. Enterprises
Page 23
For broker-dealer use only. Not for use with the public.
Live “by appointment only”
©2011 A.M. Enterprises
Page 24
For broker-dealer use only. Not for use with the public.
“The financial services industry is a distraction-producing machine.” --Bill Bachrach
©2011 A.M. Enterprises
Page 25
For broker-dealer use only. Not for use with the public.
Reduce constant distractions and interruptions that plague most offices.
©2011 A.M. Enterprises
Page 26
For broker-dealer use only. Not for use with the public.
• Did my calendar have the highest pay-off activities on it today so I know I am making progress toward my goals?
• Did I do what was on my calendar today? If no, why not?
• Am I as prepared as possible for the activities on my calendar tomorrow? If no, what can I do differently next time to be even more prepared?
• What distractions did I allow to get in my way today?
• What will I do to avoid distractions that get in my way in the future?
Daily Assessment
©2011 A.M. Enterprises
Page 27
For broker-dealer use only. Not for use with the public.27
• What adjustments, if any, do I need to make on my calendar for me to honor my calendar tomorrow?
• What else can I delegate (and to whom would I delegate it to)?
• How can I better leverage my resources – the deliverables team members - to assist me?
• How do I feel about my progress today and honoring my calendar?
• What else has to happen for me to be the very best I can be at time management?
Daily Assessment
©2011 A.M. Enterprises
Page 28
For broker-dealer use only. Not for use with the public.
http://www.AccountabilityCoach.com/landing/
©2011 A.M. Enterprises
Page 29
For broker-dealer use only. Not for use with the public.
Used by everyone in the firm for handling obstacles, problems, issues, and for goal achievement.
©2011 A.M. Enterprises
Page 30
For broker-dealer use only. Not for use with the public.
Ideal Advisor ProfileClearly define your Ideal Advisor in terms of characteristics, big goals, personality, and mindset.
How much money does an Ideal Advisor generate to be Ideal?
Page 31
For broker-dealer use only. Not for use with the public.31
• Turn your ordinary people into extraordinary people.
• An extraordinary person is someone who consistently does the things ordinary people can't do or won't do.
• Success is available to anyone who will learn a few simple principles and consistently put them into practice daily.
Something to Ponder…
©2011 A.M. Enterprises
Page 32
For broker-dealer use only. Not for use with the public.
High-producing advisors focus on maximizing potential, time, talent, and passion/belief.
©2011 A.M. Enterprises
Page 33
For broker-dealer use only. Not for use with the public.©2011 A.M. Enterprises
• Passion: They believe in what they do. • Focus: They are intent on generating revenue.• Time Management: They consciously choose to
use their time (both minutes and larger blocks of time) for revenue-boosting activities.
• A bias for action: They are not plagued by analysis paralysis. They aren’t gettin’ ready to get ready.
• Confidence: “If you can conceive it and believe it, you can achieve it”.
• Track their numbers every day. • Organized and delegate more of your low payoff
activities.
Top Producing Advisors
Page 34
For broker-dealer use only. Not for use with the public.©2011 A.M. Enterprises
A Few Benefits:• Increase the
Relationship with your Advisors
• Increase Loyalty• Increase Retention • Increase
Productivity• Improve your
understanding of their non-work motives so you can motivate and inspire them to achieve their work goals.
Page 35
For broker-dealer use only. Not for use with the public.
Quality of Life Enhancer™ Exercise
Life QualityMore hrs per week I’d like to spend on this.
What are three activities I would do this week to improve this area of my life?
Delegate?Yes or No
Being 4 1. Exercise 3-4 times a week. N
Healthy 2. Learn about healthier eating. N
3. Learn yoga & get a massage every other week. N
Being 3 1. Read a chapter per week in a spiritual book. N
Spiritual 2. Go to Church once per week. N
3. Pray or meditate for 15 minutes per day. N
Having 5 1. Activities: golf, skiing, cooking class. N
Fun 2. Learn a new joke and tell it to somebody. N
3. Time with friends: movies, dinner party. N
Creating 1. Take the training course I’ve been putting off. N
Career 2 2. Reward those who have contributed to my success. N
Excellence 3. Find a coach/mentor. N
Serving 1. Sign up to be a youth mentor. N
Others 2 2. Volunteer for a church committee. N
3. Participate in the Walk-a-thon for M.S. N
Nurturing 1. Have a date night per week with my spouse. N
Family 4 2. Take the kids to the park (with no ‘agenda’). N
Relation-ships 3. Have dinner together every night this week. N
Financially 1. Ask friends for trustworthy Financial Advisors Y
Fit 0 2. Schedule a meeting with one
3. Establish a plan to hire an Advisor
What’s more important in life than money?
Page 36
For broker-dealer use only. Not for use with the public.
Page 37
For broker-dealer use only. Not for use with the public.©2011 A.M. Enterprises
Page 38
For broker-dealer use only. Not for use with the public.
"Everything depends upon execution; having just a vision is no solution."
– Stephen Sondheim
"Ninety-nine percent of all failures come from people who have a habit of making excuses."
- George Washington Carver
Results Rule!
Page 39
For broker-dealer use only. Not for use with the public.
Complimentary Resources To Help You
©2011 A.M. Enterprises
• AccountabilityCoach.com/LANDING – 3 Free Gifts• AccountabilityCoach.com/fitness-health-training-activity-tracking/• AccountabilityCoach.com (under the Free Silver Membership)
• The Wheel of Life• Ideal Client Profile online Exercise• Quality of Life Enhancer™ online Exercise• Special Report called, Keys to Working Less, Making More
Money, and Having a More Balanced Life• Assessments and more (ex. Am I Coachable?)
• FsSpeakers.com – Client Appreciation Event Guidebook• BillBachrach.com (Schedule your Success Road Map®
Experience by calling 858-558-3200)
Page 40
For broker-dealer use only. Not for use with the public.
Thank You
©2011 A.M. Enterprises
Excuses Don’t Count and Results Rule!
Anne BachrachThe Accountability Coach™
AccountabilityCoach.com/Landing
Page 41
For broker-dealer use only. Not for use with the public.
Thank You
©2011 A.M. Enterprises
Aim For What You Want Each and Every Day!
Anne BachrachThe Accountability Coach™
http://www.accountabilitycoach.com/landing
Page 42
For broker-dealer use only. Not for use with the public.