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So many times we talk to advisors with production problems, and they ask how to fix their situations. Unfortunately, you just can’t turn on or off your production like a faucet. To be honest, most advisors don’t even realize what the problem is that’s causing their lack of production. So, today I’m sharing with you three solutions that should help you resolve your production problems.
1.) Track Your Numbers
Oftentimes we mistake activity (or “busyness”) for actual productive work hours, but they are far from the same. If you do not track your numbers, you’re probably achieving mediocrity at best. Let’s face it, if you don’t measure what you do each week, you will never be able to figure out the root cause of your production problems.
I make all of my career advisors track their numbers, such as:
- Hours spent in the field,
- Presentations given,
- Applications written,
- Service calls completed,
- New appointments conducted,
- Fact finds prepared,
- Deliveries made,
- Referrals received,
- Follow-ups done,
- Educational hours finished, and finally
- Overall production.
Click here to download the tracking sheet I provide them.
2.) Make a Business Plan:
Like Benjamin Franklin said, "If you fail to plan, you are planning to fail!" You need to have a business plan that includes the numbers you want to accomplish for the year as well as the overall goals for your practice. We have found it's imperative to compare your accomplishments to your goals continuously throughout the year so you can make adjustments accordingly. Doing this annually or even a few times a year is a waste of time.
3.) Educate and Improve Yourself Relentlessly:
I can't stress this enough...If you aren't growing, you are dying. Make it a point each and every week to read blogs, listen to podcasts, attend trainings, watch webinars, and do anything else that helps you continuously improve your craft as well as your inner self.
All of these are SO SIMPLE, yet difficult to do consistently. Help yourself by teaming up with someone, such as a coach, manager, or accountability partner to ensure you stick to your plan and finish this year with a bang!
We're always here, too. Give us a call at 877-512-9287 to find out if we can help you.
2.) Make a Business Plan:
Like Benjamin Franklin said, "If you fail to plan, you are planning to fail!" You need to have a business plan that includes the numbers you want to accomplish for the year as well as the overall goals for your practice. We have found it's imperative to compare your accomplishments to your goals continuously throughout the year so you can make adjustments accordingly. Doing this annually or even a few times a year is a waste of time.
3.) Educate and Improve Yourself Relentlessly:
I can't stress this enough...If you aren't growing, you are dying. Make it a point each and every week to read blogs, listen to podcasts, attend trainings, watch webinars, and do anything else that helps you continuously improve your craft as well as your inner self.
All of these are SO SIMPLE, yet difficult to do consistently. Help yourself by teaming up with someone, such as a coach, manager, or accountability partner to ensure you stick to your plan and finish this year with a bang!
We're always here, too. Give us a call at 877-512-9287 to find out if we can help you.
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Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
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