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    August 2012
    M T W T F S S
    « Jul   Sep »


    Re-energizing Advisors with the Art of High Performance

    Jim Ruta

    Ready to Run?

    If you’re not getting ready now, it will be too late later. OK, it’s the dog days of summer, as
    close to over as beginning but this is the time to prepare yourself for the busy fall season. If
    you try to get ready in September, you will miss so much prime time that it’ll be half over
    before you start. You’ll miss your chance at high performance this year.

    Traditionally, advisors do about 60 percent of their business in September, October, November
    and December – one third of the year but almost two thirds of the business. If you have any
    goals you want to meet, you meet them starting in September. You don’t miss them in
    December. Don’t run out of time on your goal by being slow out of the blocks now.

    What can you do to hit the ground running in September?

    I find that some of the best advisors I know and work with are reworking their presentations
    now to be more focused and effective. They are adjusting their sales talks to account for the
    ideas they found during the year that made them more effective. They are adding more of what
    worked and eliminating what didn’t. They are preparing or polishing professional PowerPoint
    presentations they can use in front of their prospects. They want to look more deserving of the
    business they get than ever. They make sure they cover all the important issues prospects need
    to make the right decision.

    That’s what the best advisors do. They prepare for high performance. Do you have a practiced,
    polished, professional presentation to help prepare prospects to purchase products promptly? If
    you don’t, this is the time to get to it.

    You can also prepare your contact list for September. Rather than scramble in September to
    get your best leads together, get those lists together today. Prepare these people for your
    contact. That could mean sending a newsletter, email or staring a twitter account and asking
    them to follow you for “pearls of financial wisdom from your friendly neighbourhood financial

    Maybe you do like my old friend, associate and Stanley Cup winner, Gary Dornhoefer used to
    do. Take your best prospects out to play golf over the summer, pay for it and dinner and don’t
    mention business at all. Then call for a coffee in September to talk about how you can help. It
    worked like a charm.


    Charm your business by preparing for the busy season right now… when you have fewer
    distractions and can get it done. Practice – and make perfect.

    I’m Jim Ruta and that’s just the way it is.

    The MONEY® Network