I spoke at a meeting last week for a branch of a well know financial planning firm here in Canada
A couple of things struck me on the drive home that I want to share with you, as I think there’s an important lesson here for all of us.
While it’s great that, despite a horrendous year in the
stock market, their reps still delivered outstanding sales, I couldn’t help
thinking that in order to have really provided value to their clients, an astute
advisor could have stepped in BEFORE the crash to protect their clients money.
Now, before you say “that’s nice, but nobody knew the crash
was coming”; that is simply not true. The simple truth is; we didn’t
want to see it coming…
It’s great to know our products; that’s important, but to
deliver the kind of value that makes you the ONLY choice in your line of
business; that puts you in what Joe Calloway calls a Category of One.
And believe me; if you could have saved your clients from the pain of watching 30%
of their portfolio evaporate; you'd have no need to worry about competition.
Something to think about for all of us:
What’s the value I’m bringing to the table, and what do I need to do to best deliver it?
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