Over the years, I’ve interviewed hundreds of successful financial advisors. And they’ve shared their secrets for longevity and productivity. If you’re looking to get more focused in your work, try these six strategies for success.

1. Look for allies. You can’t reach the pinnacle of success solely on your own. You will need to find like-minded individuals who can help you grow your business. These could be CPAs, estate attorneys, or centers-of-influence among your chosen niche. Establishing relationships with the other professionals will save time in the end by introducing you to money-in-motion opportunities. One attorney or CPA who is a raving fan of your business will not only have more opportunities to refer you, but their endorsement carries credibility. As one advisor put it: “Spend your energy developing a COI source who can deliver a stream of prospects over time.”
2. Choose your clients wisely. Perhaps early in your career, you adhered to the “fog a mirror” principle – taking on any client who was alive and breathing. But this can lead to taking on too many clients with diverse needs and expectations – a flawed business model. Knowing which types of people you can serve best—and which ones you can’t – is critical to a successful career. In your marketing efforts, consider the age groups you prefer as well as whether you enjoy working with retirees or working people. Do you prefer business owners – or blue-collar workers? The best clients and prospects are a reflection of who you are.
3. Find a work/life balance. Don’t let yourself become burned out. You can’t serve your clients effectively if your life revolves around your office. A deep well of life experiences, hobbies and activities can help you withstand the stress of your job Moreover, hobbies and personal relationships frequently prove to be springboards for introductions and business opportunities. While you love your job, don’t be afraid to leave it behind and recharge as needed.
4. Put your clients’ interest first. This is your fiduciary duty, but it’s always worthy of repeating. Everything you do, from the investment managers you recommend to your selling techniques, should conform to your highest ideals and ethics. Never consider your compensation before you have first determined the absolute best available option for your client. Act based upon your moral compass. Your values are the guidelines that you use in dealing with our clients, families, and friends.
5. Measure your goals. Creating an effective business plan will give your work more focus. You won’t waste as much time in unproductive activities. Know what your goals are for the year, the quarter, the month, and this week. Set up your tracking system for your marketing goals for the year. Your gross will increase significantly. Consider front-loading the year with your highest-priority business opportunities to jumpstart your efforts. Track referrals and new assets. You will enjoy your job more when you feel that your efforts to bring value to clients’ lives are leading to more clients.
6. Follow up. Too many times, we’re too busy to follow up after a positive interaction with someone. But something as simple as a handwritten note after meeting someone can lay the foundation for a productive relationship. I know one advisor in Dallas who sent a note to an estate-planning attorney the same day she heard him speak at the local estate planning council. Not only did this lead to a productive business relationship, she wound up marrying him! Try writing at least three thank-you notes per day to clients, prospects, strategic allies, employees, or vendors—immediately following a meeting or positive interaction. It promotes goodwill and can lead to referrals.

These are the principles that will lay a strong foundation for your success.

Related posts:

1. More Advisors Wearing Investment Management Hat By Kristen French Source: Registered Rep Financial advisors at broker/dealers are increasingly taking the reins on their clients’ fee-based accounts, according to a report out from Cerulli Associates. That should continue to grow in the next few years, Cerulli says. Is taking full investment control, also known as “discretion,”.