The ultimate year-end checklist for advisors
December 18, 2015 by Michael Dressander
The end of the year is fast approaching, but there’s still time to close out the year with a bang! The fourth quarter is historically one of the most productive for financial advisors and agents, in spite of the mid-December slow down. So for those of you more focused on the bang than the whimper, and to keep your presence strong, we have compiled a series of items found on the end-of-year checklists of our top producers:
1. Be thankful for your clients.
The holiday season is a great time to share some appreciation. While it may not be practical to reach out to each client individually, consider showing your appreciation through social media. Thank your clients for their business directly by using Facebook, Twitter and LinkedIn.
2. Keep your calendar full of appointments.
If your goal is “12” appointments, don’t try to keep 12 – keep them all. If you need to fill your time slots with existing clients, go ahead and do so and make them a combination of a review and a referral opportunity.
3. Consider hosting a “client-appreciation” holiday event.
If you don’t feel comfortable asking for introductions, you may want to host an event to celebrate with your clients. Ask each to bring a friend … the more the merrier. We have seen this done in the intimate setting of one’s home, a grand hotel and even on a yacht cruising down the intra-coastal in Florida!
4. Purge/organize. This one can be fun (and cathartic!). Get the biggest trash bags you can find and a shredder and go to town. Throw away all the stuff you no longer need. Scan items you prefer to store electronically and update your filing system. There are days when you need to “work on” your business and not simply in your business, and this is one of those activities that just has to get done.
5. Review 2015.
What worked well for your business this year? What areas could be improved? Don’t be overly harsh (which happens to be a typical trait of top producers); take time to celebrate your accomplishments as you take stock of the lessons learned. No matter how long you’ve been in the financial industry, there is always more to learn.
6. Plan for 2016.
Many Top Producers schedule a “retreat” for themselves to review their business plan, make adjustments, and identify measurable adjustments for next year. Perhaps run some ideas by your “advisory board” or some other trusted colleague. Get out a calendar and schedule your new business activities and other tactics that will help you reach (and exceed!) your goals.
Optional: Catching up on your education and professional development. Most advisors and agents have a bulging “to read” file (it’s downright embarrassing). If you have time, the slower year-end period can be your best opportunity to read business-boosting e-books and attend mind-expanding webinars. Want to learn more about using social media, becoming more persuasive, or just getting more motivated, now is the season!
7. Take time off.
We’ve saved the most important for last. As an agent or advisor who, quite often, may be a sole practitioner or part of a small agency, it is tempting to keep cranking out work during this slower period to try and get ahead. Many investment professionals make this mistake early in their career, but what they quickly learn is this: the rest of the world is rested and re-energized the first week in January, and if you don’t take some quality time for yourself, you won’t be able to meet them with the same energy and enthusiasm. Remember, the name of the game is to work smart, not just hard.
The importance of taking time off cannot be overstated, so be sure to relax, laugh and enjoy time with family and friends as the year draws to a close. All of us at Dressander|BHC wish all of you a very safe and happy holiday season!
