Practice Development
Many small firms create the own success-ceiling by not paying enough attention to developing a consistent practice. To advance to the next level, advisors must design a method of planning their “Ideal Day” and “Ideal Week” that will create a reliable consistency of activity – what needs to be done, and when it should be done to maximize time.
Advisors should set-up their calendar each week the same way – with times set for internal meetings, client meetings, case preparation and planning, and so on. Set goals for the optimum number of appointments each week, and block-off time for each. Sticking to a strict schedule, by not letting other activities interfere with what is really important, begins to pay dividends almost immediately.
We have attached a downloadable sample outline for the “Ideal Week” that is a good starting off point for advisors who want to begin developing their plan for success. The form (available in the right column) offers suggestions on how to develop a core structure of consistency – which allows advisors to work more efficiently by defining the structure that many advisors lack. The structure of an advisor’s week should always reflect both specific goals for meeting with clients and prospects, and when office work and case development is scheduled. Once established, it is easy to see what the entire day/week looks like, and allows the advisor to focus on each task at hand.
The following adage has probably been repeated, ad nauseam, because it offers such simple yet powerful advise, “Plan your work, and work your plan.”
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By Patricia J. AbramRecent market volatility has led many financial advisors to yearn for more efficient and profitable businesses. Particularly as portfolios have precipitously plummeted, many advisors whose compensation is primarily tied to assets under management have taken a direct revenue hit, with an even greater proportional loss to profits (since expenses are generally fixed). Even transaction-based advisors will soon suffer, because clients who moved to cash tend to sit on the sidelines for a long time. In either case, financial advisors have little room to cut back expenses and no control over the paramount factor of how well the markets are doing.
Research Reprint (PDF; 578 KB)