The Top 10 Goals of Elite Advisors

By Ayo Mseka

As I started putting together this issue of Advisor Today, I came across an article that is in line with what many of you are probably thinking right now—goals and resolutions for 2018. The article was written by author and keynote speaker Duncan MacPherson and highlights the top 10 goals of “elite” advisors, based on what hundreds of financial professionals share with MacPherson and his team each week.

After drilling down on these conversations, MacPherson and his team have identified the following goals as the top 10 goals of top-producing advisors:

1. Right-size their business to restore liberation and order to their lives as they focus on their best clients.

2. Transition to a fee-based model in a professional manner so that clients focus on what they are worth rather than what they cost.

3. Align with another advisor to create scale, efficiency and an environment that is more profitable and fulfilling.

4. Be better prepared for market volatility to ensure they thrive rather than survive in any market condition.

5. Buy a business from a retiring advisor and predictably integrate it into their existing business.

6. Switch to a different firm in which the culture and core philosophy are complementary to theirs.

7. Sell their business for maximum profit.

8. Create organization and structure to unlock efficiency and profitability.

9. Acquire high-level clients by “attracting like a consultant” instead of chasing clients like a salesperson.

10. Develop outstanding branding strategies so that they are perceived and described as professionals with a process.

As you go through this issue of Advisor Today, you will find more goals for success by other high-achieving producers, such as in the feature story on resolutions to keep, and in the “Back Page” article by former NAIFA President Juli McNeely.

When reviewing these resolutions, goals and objectives, pay close attention to the one shared by Greg Gagne, because it states a very compelling truth: “The number one resolution I would suggest is to do it now and take action now. On many occasions, we hang in a “get-ready-to take-action phase, but never move forward with the action itself because we think we are not ready or because of a distraction that we use as an excuse not to go forward. But moving forward is one of the most important aspects of creating success. Whatever you are thinking of working on does not need to be perfect before you implement it. Implement what you are thinking now, and then seek perfection.”

These words of wisdom have helped Gagne keep many of his resolutions over the years and may explain the reasons for his industry success. So, after reading this issue, roll up your sleeves, get cracking on your resolutions, and watch great things happen to you and your practice.

I wish you much success as you carry out your New Year’s resolutions in 2018!