January 28, 2019

Focus on the third screen 

What is on your third screen? I use three screens to accomplish my work. Two for work tasks and the third screen to focus on the most important people that I work with, and would like to work with. Let me explain. As a financial advisor, what is your daily and weekly focus?  How much will you grow your financial advisor practice this year? Five percent, ten percent, twenty percent or more?   When you look at how much you want to grow as a financial professional, you look at your revenue. When you look at acquiring new ideal clients you look at the number of new clients you can acquire. There is a big disconnect on how we think we will grow and what actually happens. Change your thinking. What if it only takes one or two or three clients to help you hit your ideal revenue goal and growth this year?

Focus on ideal revenue per client

While it is great to acquire new ideal clients challenge yourself by focusing on new revenue per new ideal client. Let’s say you want a 20 percent growth in revenue this year. This equals an additional $200k in revenue this year. The best-case scenario may be one new ideal client. However, that may not be realistic having $200,000 from one client.  So here is how to change your thinking. Take your revenue average for your top 10 ideal clients and use that as a guide. Let’s say the top 10 clients generated an average revenue of $8k each per year. Now grow them by 20 percent and make the goal $10k per new ideal client per year.  For example, you would like to acquire 20 new ideal clients at $10k in revenue per client. Now you are growing your revenue per client each year using this formula. Don’t get the same type of clients every year and expect different results. As Albert Einstein once said,” Insanity, doing the same thing over and over and expecting different results”.

Add more value to new ideal clients

How are you going to go from $8k in revenue per year clients to $10,000 in revenue per year clients? Simple answer. Add more value. How will you add more value? Join me on my webinar this week as that is what I will discuss are ways to add more value. Make your own list of strategies to add more value.

Ideal Client acquisition webinar using Beneficiary Audit and Fee audit processes. Join us for this exclusive web training and learn how to deliver a beneficiary audit and a fee audit process to acquire more ideal clients, and deliver more value. 

Join Grant Hicks, CIM for an exclusive webinar LIVE on January 30 for this exclusive training session by clicking https://attendee.gotowebinar.com/register/2582491525706708482

Make a list

Most advisors have great and sophisticated Contact Management systems (also known as CRM systems)  They are designed to make advisors more efficient and save time.However, when I ask a financial advisor that I coach to recall their top 10 or 20 ideal prospects for the year, it is buried in a CRM system, and difficult to find easily.  I ask them to show me the list. Some financial advisors I work with can recall the list,  but for most financial advisors, it is not a clear list of ideal prospects. This is what I call the 3rd screen.

The third screen

Make a list of top opportunities clients prospects and centers of influence of the ideal prospects you want to acquire this year besides the names put the potential revenue. Now add up the potential revenue and it should be $200 to $400k potential. Now does this list motivate you to grow your business? This is what I call the 3rd screen. I use three monitors the 3rd screen has the list of top clients top centers of influence ( also known as COI’s these are accountants, lawyers realtors and other people your ideal clients work with)  and top ideal prospects. This is where I want to focus my time and energy every day. This is what I look at the first thing on my desk. This helps me focus on spending time with my ideal clients and prospects. This is time blocked the first hour of every day. Communicating with ideal clients and prospects to help me reach my goals. My other two screens spend the rest of their day trying to distract me from the third screen. Most days they do a great job as this is a very distracting business agreed? Maybe I should call it my first screen since it about pay yourself first.  

What’s on your third screen

You do not have to have 3 monitors but you should have the list printed and on your desk at all times. This is your job help the people in the list get to their goals with your brilliant planning and advice and guess what you will reach your goals and get to your ideal revenue growth per year. Make the list and have the revenue besides each name. This will help you focus on you to your revenue goal this year by focussing on the 3rd screen.

You're invited 

Ideal Client acquisition webinar using Beneficiary Audit and Fee audit processes. Join us for this exclusive web training and learn how to deliver a beneficiary audit and a fee audit process to acquire more ideal clients.

Join Grant Hicks, CIM for an exclusive webinar LIVE on January 30 for this exclusive training session by clicking https://attendee.gotowebinar.com/register/2582491525706708482

Let’s work on your business. Start by emailing us. Why not? grant@ghicks.com 

Enthusiastically yours,

Grant Hicks, CIM, President
Advisor Practice Management
www.advisorpracticemanagement.com

Suite 1625-246 Stewart Green, SW
Calgary, Alberta  T3H 3C8
Cell 403 970 8895
Email grant@ghicks.com   

PS Where do you want to be in 3 years?

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