For most financial advisors, no one ever sat down and told us, “Here’s how you should go about your day.” Too many of us started our careers being judged by one single metric—new revenue generation—and the only tools we were given were a booklet in which to write down the names of as many friends and family members as we could conjure and a phone. The rest was up to us.
Day one, everything we did (in life, not just work) was designed to generate new business, and everything else was sublimated to that aim, including servicing those new clients, learning how to better serve them, and actually managing the business of a financial advisory practice. As long as you subjected yourself to one meeting per week with a dude doing his impression of Alec Baldwin’s “Always Be Closing” speech, the rest was up to you.
If you were one of the fewer who entered the business through a less sales-oriented route, you were still likely inserted into a system driven by someone else’s once-manic approach to achieving the singular goal of new revenue generation. Then the ubiquity of email, shared calendars, instant messaging, smart phones, and social media sprayed lighter fluid on the dumpster fire that was most of our days.