10. Production increases over the years. Production can vary with market conditions. Overall, yours has probably been increasing. If you were a company you were considering as an investment, you would look for consistent earnings growth over time. Are you a “growth stock”? Probably yes.
11. Going out of your way. Earlier we talked about success stories, differences you have made in people’s lives. You have silent victories too. There are times you moved heaven and earth to help a client. Maybe you arranged from them to get cash in a foreign country because their wallet and credit cards were stolen. Maybe you brought forms to their house to get signed because it was the last day before a deadline. You’ve done things online providers wouldn’t or couldn’t do. Why? Because you are a person who sincerely cares for their clients.
I like to think advisors are in a helping profession. You care about your clients. You want to make their lives better, help them to make progress towards their goals. It’s useful to look back from time to time and survey what you’ve accomplished, the differences you have made in people’s lives.
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, Captivating the Wealthy Investor can be found on Amazon.