Being successful in nearly any endeavor is all about the fundamentals, isn't it?
As a leader you know the fundamentals rarely change, and they stand the test of time.
Back in 1987 Dr. Larry Skurnick did a great piece of work for the College of Financial Planning. He defined eight things that every advisor must do no matter in which discipline he or she works. Here are the top 3:
- Evaluate client needs
- Explain financial planning concepts
- Clarify client goals
All 3 of these have to do with great communication. Twenty five years later one could argue that these are still the top 3 things that advisors must do. Great communication opens doors, builds trust and solidifies relationships.
As a manager and field leader you face pressure to hire recruits who can hit the ground running, yet so few are naturally gifted as great communicators.. and those who are gifted have the potential to become extrodinary. You know veterans who could break through production ceilings with just a little nudge and tweaking of their skills.
The good news is that communication skills can be taught.
New advisors can get off to a better start. Veteran producers can reach new levels of excellence.
Reference
Skurnik, L. (1987). Job analysis of the professional requirements of the Certified Financial Planner. College for Financial Planning: Denver, CO.
