CHAPTER 3
The Numbers You Need to Succeed
ANY ADVISOR IN FINANCIAL SERVICES can build a million-dollar practice. Reaching the million-dollar level generates an income that few other occupations provide. Only about 20 percent of financial advisors, however, survive their first two years and of those who survive, only 5 percent ever reach the goal of a $1 million or greater practice. This means that only 1 percent of financial advisors hired ever achieve the coveted goal of a $1 million practice.
If most advisors aspire to the million-dollar goal, why do so few reach it? There are two reasons:
1. A lack of deep motivation—not being willing to pay the price of facing rejection to achieve a million-dollar practice
2. Not knowing how to build a million-dollar ...
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