CHAPTER 16

Time Management and the Client Associate

HOW AN ADVISOR SPENDS HER TIME WILL DETERMINE how likely it is that the advisor will become a $1 million-plus advisor. Time is all an advisor has, and how you use that time and your energy determines your success. You have only a limited amount of energy; how many hours you work each day is less important than how many of those hours are productive. The advisor who is committed to a million-dollar practice must devote his high-energy hours to the right activities, or else the opportunity for that day is lost.

One of my favorite expressions in our business is “the right activities lead to the right results.” As a financial advisor there are many things that are beyond your control: markets, client ...

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