THE FIVE FUNDAMENTALS I MENTIONED at the end of the last chapter form the foundation of a million-dollar-plus practice. These five fundamentals are the foundation, and motivation is their cornerstone.

Everyone who enters the financial services business wants to succeed. To truly succeed, however, an advisor must have more than simply the desire to succeed. There must be a far deeper level of motivation. An advisor’s motivation will be tested over and over throughout her career, and her motivation reservoir must always be deep enough to replenish her. It is possible to write down all the correct processes and techniques for succeeding in this business, but without deep motivation, none of them work. There are two components ...

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