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Getting to Success
on November 27, 2010
In 2001, my six year old practice was humming along. I thought I was near breaking through to a better time when I would be a step ahead instead of three steps behind every day. I thought I just needed to pack a few more clients into the practice, and work a little harder, while the market climbed another thousand points. Then I would be living the dream.
At this point, I sat for 90 minutes in a conference session where Steve Moore unpacked the INeffective Habits of Financial Advisors. He held up a mirror where I saw myself. I suddenly understood why another year of the same was not going to bring the practice under control. He showed me how my INeffective Habits would yield INeffective results with a practice that would never find equilibrium.
Under Steve Moore's teaching, I have moved the practice focus from Quantity of Clients (nearly 400) to Quality of Relationships (roughly 100). We have improved our Wealth Management Services to clients while improving business fundamentals such as revenue and profitability per client.
If you are currently wrestling with a practice that, from the outside, looks successful ("the company's dream"), but from the inside seems too chaotic, you must read this book. The welfare of your clients, your team, and yourself will best be served by looking in the mirror and changing the INeffective Habits that all too common in investment advice practices. As a former NFL Coach, Steve will coach you through the drills that yield the results you want for the rest of your career.