Do you know what it takes to become a truly successful financial advisor? Are you thinking that it mainly involves sitting at a desk, crunching numbers all day, and advising clients on how to build wealth? That’s the biggest myth that people have of financial advisors, and you will find there’s a lot more to this career than you may have imagined.
The most successful financial advisors will have a huge internal passion to win in finance. They will put in the time, effort and planning, to ensure that their clients get the absolute best financial advice they can possibly give them. That’s not to say that if you want to help clients in any area, you really need this burning passion, but to get ahead of the rest, you have to be the best. It’s how you can raise your rates, and let’s face it…with the commissions being abolished for financial advisors, your pay is going to be solely based on your ability to perform. The better you perform the higher fees clients will pay you.
This is something that will truly set you apart as being the best in the field. The plans you put together will not only be in the best interest of reaching your clients goals, but you’ll have to work at planning your week. One area that can really help push your career further, is taking a bit of time at the weekend, planning your week. Most financial advisors will come into the workplace on a Monday morning to start planning their meeting schedule with clients. That’s time in the office, which you could be out meeting with clients. Successful financial advisors will plan ahead of time and in their working hours, they’ll be in meetings, drawing up financial plans for their clients, in an effort to help them reach their financial goals.
Out with those meetings with clients, the plans will be drawn up. In an effort to do the best job possible, you should have exceptional listening skills. Taking notes in an organised fashion, so that when you get back to the office, you can laser target your focus in drawing up a plan that will be in the best interest of your client, and essentially, pave the way for them to reach their objectives. It takes a strong belief in the work you do, to develop a plan that you know is going to be successful for your clients objectives.
Without passion for your work, it can become monotonous fast. The main objective of the job is to act in the best interest of your client. That means you will need exceptional communication skills. Clients will prefer to work with a customer orientated financial advisor, who has a burning passion to help people succeed. It’s not just a job, where you provide advice, and improve the finances of your clients. It’s a career where you make a real difference to the lifestyles of your clients, so you really should be a people person to be able help your clients, rather than help yourself to the fees.
The most successful advisors will not only meet people in face-to-face meetings. They’ll be out attending seminars from time to time, in an effort to increase their networking opportunities. Some seminars will be focused on the finance field, while others could be to develop an increased knowledge of their target audience, and identify key areas that they could be able to assist their clients better.
The working habits of top professional financial advisors play more a managerial role. This is mainly for the purposes of working as an Independent Financial Advisor, as the working habits will involve recruiting others. The best of the best in this profession spend their time with clients, doing what they do best and advising. A team of proficient experts, in their respective fields, will carry out the actual work of market research, prospecting, and sometimes doing the underwriting of certain policies.
This goes back to a couple of previous points, mainly about the passion for success and the burning desire to win consistently and help clients reach their financial goals. This is where the rewards really are and the more of a success you have with one client, will shine through in your next meetings. You’ll have more confidence in your abilities, and therefore, able to communicate with clients, with charisma. Being comfortable in meetings is a major skill to develop, as you can then sit and have a conversation rather than a business meeting. In essence, it will help you stop selling and instead you’ll start influencing. Never underestimate the power of influence. It leads to sales naturally, without any cold and hard selling required.
If you don’t know about this, you can set yourself apart to be the best in any segment. Some of the top paid financial advisors, will hone in on key clients they want to work with. That could be…
There’s opportunity to specialise in a number of ways when you become a financial advisor. The more specialist you become, in smaller segments of larger markets, the more you’ll find yourself networking with prospects that are in the same market as your other clients.
You can build your client list in a number of ways, and the way networking is done now, is hugely different from a decade ago. Who knows, it might be different again 10 years from now. Right now, the offline client building is only a minor way of networking. Online platforms, such as FaceBook, Twitter, and LinkedIn for professionals, make it even easier to network and find new clients who you can reach out to and offer your services. It’s about building professional relationships and maintaining those with the people you meet. As times change, you have to move with them. That’s not just in terms of how you find clients, but in the equipment and tools you use too, such as keeping your sourcing software as up to date as possible, to help you keep your knowledge of financial products and services as up to date as possible.
The above are the traits that will make for a truly successful and master financial advisor, but they aren’t all going to be essential to become a financial advisor. The skills outlined are what it will take to become the absolute best in the profession, but if you just want to make a difference, with a career in finance, you can find that employment with banks, building societies, investment fund organisations, etc, will all be able to give you a career that’s rewarding to you. However, if you have what it takes to go the distance, you could essentially become one of the rear few, top paid financial consultants in the industry and make a name for yourself among the elite.