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Why Being Convicted is Great for Business | The Magellan Network Show
Today I want to talk to you about one word - certainty! Why is this word so important? If you think about it from an emotional standpoint, most human beings seek certainty. As an advisor, you have to be certain you deserve the business and will do a great job for somebody. You have to be certain you deserve success. Being certain will make or break you when it comes to doubling your business or income. To find out what you need to do to become certain watch my latest episode.

The Magellan Academy & Network

The rules and tools for success in the financial services industry are about to change radically.

I have spent over 25 years coaching only financial advisors. In that time, I have personally conducted over 50,000 individual coaching sessions. I have built a profound knowledge base of what it takes to achieve lifelong success in business and life. In my career, I have transformed 1,000’s of advisors (below are video and written testimonials by many of them).

Many of you probably paid thousands of dollars to various coaching programs with very mixed results. Most coaching programs are just that. A pre-planned process that is “cookie cutter”. Where they have salespeople having to “sell” you on their program and results. In most cases, it’s about the coach, their ego, and their money. They base their program on “practice management” or “marketing”. They make you more intelligent. What they all fail to do is help you make that “mindset” shift that must happen for you to realize your dreams and vision.

I am going to coach you, teach you, inspire you, and train you all on your mobile device every business day.

You are going to get better at business development, practice management, personal development, and your vision.

Here is what you are going to get from me each month:

 A 5-10 minute morning coach video each business day.

 3 training videos of 20-30 minutes each. This will be a deep dive into four areas I mentioned above.

 A live group coaching session where you and I can interact and work together.

Here is what you can do each month:

 Post a question to me and I will answer it.

 Collaborate and associate with like-minded advisors.

 Invite other great advisors into the network.

Your Bottom Line:
Here is the deal. I am not going to ask you for a credit card. Like I said before, coaching is personality driven. You might not like my style or tactics. So with that in mind here is my offer to you. Complete the short form below. You will receive an email with detailed instructions on how to join the network for the next 30-days. I personally approve each submission so this might take a few hours or a day at the most. I will not ask for compensation of any kind during that 30-days.

If after experiencing my work for 30-days and if you believe that I can help you, here is the deal. To remain in Magellan Network and have access to Magellan Academy, your daily investment in yourself will only be about the price of a Latte these days. One more thing, it’s a month-to-month deal. I’m not going to lock you into anything.

Take action now and complete the short form below and I look forward to welcoming you personally inside the Magellan Network.


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Watch: The PracticePower Podcast

PracticePower Academy Podcast #1126 Why Advisors Fail?
Last week I had the privilege of leading a private 2-day business planning event for a group of advisors in Scottsdale AZ. None of them have ever been through my business planning process. What’s unique about that event is participates can get private time with me to discuss their goals and plan for the new year.

Several had a great year in 2015 but failed to achieve their 2016 goals and most went backward. This brings me to my topic for today. What causes an advisors to go backward (fail)? Sometimes there are legitimate forces (health issues, personal issues, etc), they are in the minority. There are 2 main reasons what advisors stop growing or go backwards. First, they relax their standards. Second they assume their past success will equal future success.

In this podcast lets discuss:

* Why standards are so important to success.
* How to maintain or increase your standards.
* Why assuming success can cost you millions.
* What you see in the mirror every morning matters.

If you have a topic that you would like me to cover in future episodes, or have a questions please email me a

Coach Joe’s Blog

Why Being Convicted is Great for Business

Get Your 30 Days Free to The Magellan Network

Today I want to talk to you about one word – certainty! Why is this word so important? If you think about it from an emotional standpoint, most human beings seek certainty. As an advisor, you have to be certain you deserve the business and will do a great job for somebody. You have to be certain you deserve success.

On that same level think about what your clients want. Don’t they want that same thing? A level of certainty. A lot of people ask me what is the primary deliverable for a financial advisor. We always talk about certain terminologies, like having a plan, or certain asset allocation, risk management, relationships, or cash flow. Those are all accurate, but when you think about the emotion that you have to provide to a client it’s always certainty. 

If you go back to 2008 or 2009, where there was a lot of uncertainty. Many clients questions were based on what should we do or how are you interpreting this? Those we’re all certainty questions. If you as the advisor are uncertain thinking you don’t deserve to be successful or you’re not sure on your value proposition that means you are incongruent. When you’re incongruent you lack the power to influence another person. You have to be convicted of your own proposition.

When people ask me how to become a better influencer they always think it’s technique. In order to influence other people you must influence yourself first. In order to influence yourself first you must be convicted that you deserve success, that you deserve clients, and that you are serving at the highest level.

Once you have those things you can be sure you’re influencing others. How much time do you spend convicting yourself of what you need to do and your reasons to be successful? How much time do you spend influencing yourself? 

If you’re not 120% locked in on what your client needs to do your voice qualities and body language will betray you. No amount of scripting or training will fix that because it comes from within.

Why should they hire you over any other advisor?

If you’re thinking I don’t know why they should hire you, then you are screwed because you are not convicted you can do a good job for them.

To fix this you need to work on yourself. You need to spend time each morning going over the 8 step protocol or the Magellan 8 so you can get convicted and influence others. How many times do you go into a situation and just show up with no purpose? Those are the results you’re going to get with prospects.

Luckily in this industry people have needs. If somebody really has a need and they’re self-driven you will get a client and get that ‘yes’. However, those are rare. Some of you your careers have subsided on this.

Here is what you need to think about…is how sure are you that you deserve to be successful? How sure are you, you need them as a client? Because if you’re not convicted internally it will not go well for you.

Let’s talk about the possibility. Image a situation you’re totally convicted. Imagine you spend every morning for half an hour totally focused on you and getting in your headspace. Imagine everyday you get up and you know you deserve to be successful. You are convicted! Imagine everyday going into meetings with clients or prospects absolutely locked in on what you’re doing. That is the game.

Let’s get honest, taking an action without the right mindset is like going to the gym for a few minutes on the treadmill and picking up the dumbells a couple of times, but you’re just going through the motions because you get to say you went to the gym today.

If you do not know why you’re here and your head is not in the game it will not matter. The challenge and solutions are right in front of you. The difference is you can’t just buy your way out of it you have to change. If you want to play this game at a high level you must change. You can not sit there and say to yourself I want to double my business or income – let’s instead talk about take home. In order to double your income, you must change!

Change your psychology, habits, behaviors, approach, standards, associations, and energy level. If you go into this game thinking is all I need to do is ‘X’, you’re wrong. You must tell me who you need to become. Until you can answer that question with certainty you will struggle to elevate your game.

If you have not done so, visit and come see how I work with you for free for 30 days. 

In Hollywood with Nathanael Westward

By Marion Meade

Hollywood has served as a novelist’s contemplate for nearly a 100. The number of writers who base intake thither includes like Fitzgerald, Mailer, Schulberg, Bukowski, Chandler, Huxley, Waugh, and O’Hara, among plentitude of others. But the aureate received for Hollywood fabrication cadaver “The Day of the Locust.”

Nathanael West—novelist, screenwriter, playwright—was one of the well-nigh pilot writers of his propagation, a mirthful artist whose brainstorm into the brutalities of bodoni biography would demonstrate unco prophetical. In increase to “The Day of the Locust” he is the writer of another definitive “Miss Lonelyhearts” (1933) likewise as two child workings, “The Woolgather Sprightliness of Balso Snell” (1931) and “A Coolheaded Million” (1934).

Lxx eld astern issue, “The Day of the Locust” is distillery the nigh substantial new e’er scripted around Hollywood. Bey that, West’s report examines America during the Bang-up Imprint, disclosure a pathologic nation beingness varnished by putrefaction, hypocrisy, rapacity, and fad.

Pic stars who get their faces on the sieve did not energise Westward. Neither was he dazzled by Hollywood as the gaudiness and jinx chapiter of the humankind. Rather, his tarradiddle goes wing to center the raw privileged works of a byzantine line and the workings stiffs who spell scripts, designing sets, and look in gang scenes.

In the novel’s orifice prospect, a mob of postiche foot and horse is organism herded by to scrap the postiche Engagement of Waterloo. “Stage Nine—you bastards—Stage Niner!” a indorsement whole manager shouts hysterically done his megaphone.

West’s heroes are the cheated ones dredged up from the sea of extras and bit players, the humble supporter directors and base writers. Abuzz in the desktop, lag, are the locusts, the plagues of tempestuous migrants confused from Center America, seduced by the predict of California cheer and citrus (“The Grapes of Wrath” showcases roughly of the like displaced folk). Beaten-up by adversity, these riffraff bands advert out at film premieres to lubber at celebrities and sometimes they freak and commencement busting balls for no manifest rationality.

In “The Day of the Locust,” they are low responsible a fucking mangle, so they howler and scratch scope attack to the metropolis.

By gainful court to the Hollywood car and its inconspicuous workers, Westward was capable to illumine the shoot byplay from the backside up. Thither is not lots lulu to be plant in what he called the “Dream Shit,” or in his history of American animation in the Mid-thirties. It is all wildness all the sentence, with offensive scenes that lull continue the exponent to jounce.

W.H. Auden would vociferation West’s mass “cripples.” They were not cripples to Westward, who fondly described his irritable characters as “screwballs and screwboxes.” His archetype deed for the ledger, “The Cheated,” accurately reflected their thwarting.

A aborigine New Yorker, W exhausted his betimes aliveness managing Manhattan hotels and penning in his unornamented meter. His outset ternary novels earned a hapless add of $780, barely a keep shake tied during the Slump. Losing authority in himself as a novelist, Westward in 1935 stirred to Hollywood, where he base a screenwriting job at one of the poorest studios, Commonwealth, whose biggest stars were horses and cantabile cowboys.

Concurrently that he was scholarship the wiliness of pic penning, he was forming the ideas for his adjacent refreshing.

1939 was a heavy class for fabrication. Bathroom Steinbeck’s “The Grapes of Wrath” instantly went off the gridiron, creating rut and haphazardness when it stab onto the bestseller name and won a Pulitzer (presently the playscript would turn a pic graeco-roman stellar H Fonda). Unluckily, “The Day of the Locust” was eclipsed by Steinbeck’s megahit when it was promulgated a few weeks late.

Wish his late books, it was unbought, unread, and clobbered by almost literary critics, including around of West’s own friends wish Edmund Wilson who took an unexpected pilfer at the new (it did not qualify to Misfire Lonelyhearts, Wilson opinion).

Authorship to his supporter F. Scott Fitzgerald, W sounds ilk a batsman who’s been out: “So far the box scotch stands: Commodity reviews—fifteen percentage, bad reviews—twenty 5 percentage, beastly personal attacks, 60 percentage.” Eventide worsened, he latticed, “Sales: much none.”

He went on to severalize Edmund Wilson that “the hold is what the publisher calls a definite fizzle.” This was a bump, because its glare had impressed Random Firm and the publisher Bennett Cerf. As a solution, pre-publication prospects could not birth been brighter. Turn on a dime, a pestered Cerf failed to push the style and went on to murmur that he ne’er treasured to see another new astir Hollywood.

This proven 97 of an hyperbole because he would soon issue Budd Schulberg’s What Makes Sammy Run? Who aforementioned the leger patronage was soft-hearted?

W, devastated, was nerve-wracking his damnedest to phone pollyannaish. Truly, he matt-up abominably disconnected. “I appear to bear no commercialise whatever,” he aforementioned.

“The Day of the Locust” would be West’s end leger. In December, 1940, he and his wife Eileen were killed in a car clang in the centre of the bread fields close El Centro, California. He was 37, she was 27.

That he should expire dramatically on the highway came as no storm to his friends, because he was known to be one of the world’s whip drivers.

Scorn West’s take to be composition another fresh, his effects included just a few notes for a report that sounds interchangeable to Missy Lonelyhearts . During the finis twelvemonth of his biography, he last began achieving achiever as a screenwriter, a extremely paying professing in the Thirty-something. Had he lived, I consider he would bear continued to sour in Hollywood as a screenwriter, manager, or manufacturer. He enjoyed the squeamish Southerly California brave, not to note a gracious fat swear invoice. Would he deliver scripted more novels? Perchance.

So again, perchance not.

In the declination chase his untimely decease, West’s fabrication was moderately practically neglected until it made a return in the Fifties. Now “The Day of the Locust” is a graeco-roman and its generator considered one of America’s pm novelists.

Ironically, it took xxxv age for a concealment adaption of West’s chef-d’oeuvre. In 1975, Toilet Schlesinger directed a big-budget product, whose salient finis showed rioters loss on a rampage and circumstance attack to Los Angeles. Plausibly, W would hold a expel of eyesight his screwballs and screwboxes on the sieve.

This clause [ In Hollywood with Nathanael Westward ] was earlier promulgated in The Populace Area Inspection [] nether a Originative Green Attribution-ShareAlike 3

.0. If you like to reprocess it delight see:

surroundings assay , try astir books , diachronic assay

Why All Advisors Must Master The Art & Science of Influence

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Today, I want to spend some time talking about an overlooked skill that every advisor needs to master to fulfill your full potential. In our space right now we have a ton of technology. We have new tools from automated financial planning tools to communication tools to presentation tools. You can literally spend hundreds of thousands of dollars every month on just tools. 

Now whether you use them or not is a whole different scenario. A lot of times what happens, especially for the younger generation because they grew up with technology is we rely to heavily on these tools. It’s easier to send a text or email than to call and have a conversation. It’s easier to sit in a boardroom meeting, put a financial planning tool up and just start showing pie charts. Then you just go into presentation mode. 

Now the problem I have with that and what I see in our industry is that we are losing our interpersonal communication. The bottom line is we’re relying on our tools to get us to a yes, with a client or prospect. If you’re a racecar driver and I give you a great car, but you’re a crappy driver, you’re not going to get a good result. If you play golf and I give you the number one driver, but your swing stinks then your results will be terrible. Well, this same scenario plays true in our world, all these wonderful technology tools are great, but if you are flawed or your psychology is I don’t deserve to be successful then it’s irrelevant. If you’re just here to sell people and you don’t have the right skill set then it’s also irrelevant. 

The question becomes what do you need to do to pull this off. I’m going to share with you a process, which I’ve developed through The Magellan Network to get someone from prospect to client. What does it take to get the yes? We are in the people business, you as an advisor and I as a coach. You and I both have similar challenges. I need to build enough love rapport with somebody in order for them to trust me and to get the truth. If I don’t get the truth I cannot make recommendations to help them. 

What do you have to do as an advisor? You have to build massive amounts of rapport to get the truth. I have to so they trust me to get the truth. Then, I go ahead and make the right recommendations. You deal in planning and money directly in life. The basis of all that is that we must build rapport. If you’re not building rapport you have no influence and for some of you you think of influence in terms of Instagram, YouTube, LinkedIn, and Facebook. That’s vocal social influence on people whether that is with them physically in the room, video chat, GTM, Skype, or Facetime the same rules apply.

Physical rapport is the foundation of all trust. Physical rapport is the foundation of all trust. 

Now, let me ask you, how much time do you spend consciously checking on that? How much time do you spend constantly building physical rapport? Physical rapport breaks down into body language and physiology. For those of you who are doing a podcast or videos you need to pay attention to how you’re connecting with your audience including your body language. For instance, how you stand, how you balance your feet, what you do with your hands will all be perceived by your audience. If I don’t have my hands going, I don’t communicate really well.

If you want to double check on this and play with this go to a network event next time check whoever it is your chatting with their body language. See where they’re at. Are they using hands, do they swing backward and forward, do thy lean a certain way? Build that physical rapport with them. The same applies to video conferencing, watch and pay attention to how they roll with you. 

The second thing you need to pay attention to is voice qualities. When I say voice qualities I don’t mean to speak in accents because it will not work and it will sound stupid. However, pace matters, right? Are we talking fast, are we talking moderate, are we talking slower. By the way, do not confuse pace of voice with intelligence. That’s a broad misconception people have. There are different communication styles, so what I want you to first do is check their pace. Then check if there’s any kind of rhythm or cadence to it. Some auditory people have a flow or rhythm to their voice quality. If you focus on voice qualities look for favorite words. People have habitual words. There’s always some term that you’ll hear out of somebody on a regular basis. If you could repeat those back in your sentencing, you will also build rapport provided, it is authentic. 

If you’re thinking that your financial plan will win them over you may need to reconsider. Unless you built up enough rapport with them where they’ll trust you. Then, how will you know how you got the right information?

Remember, most human beings are emotional decision makers. If you don’t have that emotional roadmap, that emotional blueprint, it is impossible to tie in your recommendation to their needs, their wants, or their wounds. Until you can do that, you’ll only be working with the intellectual information that you have with the person, not their emotional information, which is going to drive their behavior.

You can be a brilliant planner, but if you don’t master the people skills you will be highly frustrated your entire career. You’re going to be scratching your head and wondering how you sat down with these people, asked the right questions, put together a rockstar plan and they STILL wanted to think about it.

They weren’t sure they wanted to make any changes right now.

Then you know they’ve decided to stay with their current advisor, even though that person has ignored them, mistreated them, overcharged them, underserved them, but they’ll stay. Because you didn’t go deep enough and create enough pain for them to see why it’s best for them to switch.

What is it that you represent to any human being in general? Here’s the bottom line, you, as an advisor need to represent change to another human being. They hire you because it represents change in their own lives. Now they have an advisor where they did not have one before. We all know how much human beings love change. Right? Not. What I tell the people that come in my world is I ask them specifically if they’re read to change. Are they ready to get uncomfortable? 

My job, if I’m doing it properly, is going to make you highly uncomfortable. because change is about being uncomfortable.

There is no evolution without discomfort.

You cannot solve it with more logic, another pie chart, another portfolio tweak is not going to get you over that hump. That’s why a lot of you are scratching your head saying you don’t understand because you’re thinking logically and not talking to them emotionally. Since the advent of all this technology, I see the gap getting bigger, not smaller. All the people out there with all these wonderful tools which I embrace because my children will be coming into this business, but they need to have people skills.

Hire great people and be a great person with people and you will dominate and create a rockstar business. Remember, send me questions I’m happy to answer them. If you have not done so, I invite you to apply for a 30 day free Magellan Network membership. Zero cost to you, I take all the risk. Be grateful and be uncomfortable!

Why the Next 6 Weeks Will Determine Your Success

Why the Next 6 Weeks Will Determine Your Success

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It is now the end of July, and I find this window of time is very dangerous for advisors. Let me explain why. Many times what we’ll do is get into the summer doldrums or adult days of summer. You get into this July or August window, and there’s a real push to tell yourself I’m going to just hang out the next few weeks and then I’ll hit it hard after Labor Day.

The reality is if you want to have a dynamite September, October, November, December you need to create momentum today. If you downshift for the next four or five weeks it will take you 30 to 60 days after Labor Day to create momentum in business.

If we played that out your momentum will not get kicked up into the end of October. Then we’re right into the holidays. A strategy that I use with all my clients is to have them reach a goal where they make August their second-highest contact month of the year. The first highest contact month needs to be January. This is where you’re reaching out to both clients and prospects through text, email, calls or any method you can.

You just check in with them to see how their summers going with the goal in most cases is to get a meeting with them and get that penciled into your calendar. If you wait until after Labor Day,  to try and start scheduling meetings then you’re already three – four weeks out and you need to get work done. There’s financial plans, projects, analysis, application, and underwriting. 

Now you’re really pushing it and you’re giving away six to eight prime weeks of production. I want you to have vacation time, I want you to build families, and I want you to go fishing, boating, golfing, or anything else you would like to be doing.

Over the next couple of weeks, I want you to go ahead and reach out to everyone. This will make you a lot of money. You’ll be grateful come December that you listen to this advice. That’s the first thing you need to do.

Second thing is pay attention to your habits and rituals. This will always matter. If you’ve committed to coming into the office to get work done make sure you hit it hard. Don’t just come in do a little project and hang out. You need to decide to go to the office and be a rockstar. What I mean by that is you commit to what you say you’re going to do. You do your daily game plan, you do your morning rituals, you set up meetings, and do introduction conversations.

If you’re not willing to do that, don’t come in and make excuses. Maintain your standards. If you say you’re going to come in at your normal early time, do your morning ritual, and leave at one o’clock to go play nine holes, be with the family, or go to the pool that’s okay. Just maintain your standards.

Your bank account is about two things, your mindset and your standards. If you have low standards for yourself, your team, or your clients it will reflect in your bank account. Don’t sit there and say you’re going to come in and play office. If you lead a team, and they see you playing office, you basically give them permission to do the same thing. Leadership in our space is by example, not by proxy. You need to make a decision. 

Currently, I have clients on an Alaskan Cruise and in a Safari in South Africa. They’re doing all kinds of great stuff. I encourage it. I’m all about the bucket list of my clients. In order to play you need to honor your business and honor your standards. It’s easy to get seduced into average. It’s easy to come in with the best intentions. Then next thing you know, the TV’s on, the internet calls your name, your emails dinging, or you’re on your mobile device. Your phone will either make you a lot of money or cost you a lot of money. 

What box do you want to check on this? Listen to books on tape, motivational and inspirational items that’s going to feed your mind and get your mindset right. Don’t feed into things that are going to become a distraction. Be aware of where you’re being seduced at. 

In the summer you also need to execute a mid year review process. You want to go ahead and basically benchmark where you’re currently at vs. your plan for 2019. What must you do different or better? If you’re saying you don’t need to do anything different, that you can be the same person, that you don’t need to change your behavior, and that you don’t need to change your standards that’s how you’re going to operate. This is why you’re stuck in stagnant.

Here’s what I want you to think about. What are you willing to commit to making the next six weeks work? That commitments going to be I’m going to reach out to everybody and I am going to set the stage this month. Not when fall happens. I’m not going to sabotage my success by getting distracted. 

Next, if I’m going to go play, I will have the rule and the rule is going to be when I’m in my office, I AM IN MY OFFICE. If that means I want to get out at noon, or I’m going to take Mondays and Fridays off and just work Tuesdays, Wednesdays, Thursdays then maintain those standards. If you’re going to take a long weekend and go to the lake house or shore I’m cool with that. Why? Because Tuesday, Wednesday, and Thursday we’ll rock it out. At a high level Monday and Friday, we go and play. That’s our summer game. You have to have a set of rules around this. 

A lot of advisors have this haphazard and have no calendar discipline or no daily game plan discipline. The reason is most people get distracted. I want you to think about this for yourself for a second. Now, this may be a little epiphany, what attracted you to this business? What attracted you to this profession?

Maybe you wanted freedom, flexibility, to make a lot of money and help people. Those are going to be somewhere in your top 10. The problem though, is that you take freedom and you apply it in a negative way. Freedom does not mean we don’t have benchmarks. In fact, I can make an argument to you that the more discipline and the higher your standards are the more freedom you will have. Why? Because your business grows economically. You hire the right people and you lead them properly.

And if you have the right people in the right seats, guess what? You don’t have to be the storekeeper. You don’t have to be the shopkeeper. You go somewhere else. You pay your people well, to go sit in and answer the phones while you go off on vacation with your family.

I’ve got several clients that are thinking about sabbaticals. For instance, one of my clients says they want to take at least four weeks off. They want to pick their family and go on vacation for four weeks, while their team runs their business. They want to be available for only 911s if necessary. But by and large, they are unplugging. They will not be monitoring their email and they will have their phone forwarding. They asked me if it was possible and I said everything’s possible. We need to test it, try it and plan it to see what works. 

Fast forward now five years later, it’s a reality. Five or six of my clients have now done this. They will take sabbaticals in the summer to be with their families and go on vacations. They’re able to leave their office for a long period of time and yet they run multimillion-dollar businesses.

Why? Because they understand to get their freedom they need to plan for it. It doesn’t happen by accident. You cannot be loosey goosey around your scheduling and your standards. 

I hope this makes sense for you. Get your calls done, get your faults figured out, and let’s make it happen. If you want to put a sabbatical in your world in the future for 2020, let’s get it done. Remember, as a financial advisor, all things are possible. I’ve got clients doing all things. So come to me with a question. I’m happy to answer them for you. 

The last thing come play my coaching game with me for the next 30 days at Come experience what we do and see if it makes sense for you. I’m not the right coach for everyone. I always openly admit that, but you just might be surprised what happens in that 30 days for you. 

Leadership Skills Every Financial Advisor Needs

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I am getting ready to host our annual Magellan Leadership Conference in Orlando, Florida, and I thought it would be a great time in this episode to talk about leadership. Let’s face it being an advisor in this space leadership is not a part of your syllabus. You get your Series 7, Series 63, Series 65, CFP, CFA, CMI or whatever else, but there’s not really a leadership course.

I have developed several different benchmarks and characteristics around top leaders from the industry. First and foremost is the vision. If you’re going to lead a team, you’ve got to have that strategic vision, which is code for a five-year strategic plan in writing. You need to sit down with your team on an ongoing basis. At least quarterly, you need to talk about where we are in terms of the plan and how everybody fits into the plan. You lead by announcing a vision to your people. 

Secondly, leadership requires energy. Physical, mental and emotional energy. The way we get energy is we do our morning ritual, we take care of ourselves because think about this in your own space. Let’s say you come into the office and you’re tired. So, you get into the office and one of your team members has not been performing up to par.

The right thing to do is to sit down with that person, have a meeting, coach them, communicate with them, and reapply expectations. This requires you to really have some gas in the tank, or you’re going to just show up and say you can deal with that tomorrow. Leadership requires mental energy to lead, physical energy to engage, and emotional energy to make sure everyone’s on course.

The third element of leadership is rituals. What are your rituals when it comes to the team?

What does your daily team huddle look like? What does your weekly team meeting look like? What does your monthly team meeting look like? And what does your quarterly strategic team meeting look like? There are four different meetings every advisor needs to operate inside of to maximize the effectiveness of their leadership and their team. 

Daily Huddle – What happened in the last 24 hours? What’s going to happen in the next 24 hours? 

Weekly Team Meeting – We go over our weekly game plan to achieve our monthly goals

Monthly Team Meeting – We go over the new monthly game plan. What’s working, what’s not working?

Quarterly Team Meeting – We talk about the strategic plan, we look at our marketing, we look at our branding, and we look at how we’re interacting with each other.

You lead from the front. When I walk into a situation with a new client the challenge is determining if it’s a partnership or a team. First, ask yourself this question are you leading and communicating proactively? Or are you just talking? Maybe you spend a few minutes every morning going over prep issues or challenges but never get to run the business at a high level. You need to practice your leadership skills daily as part of your ritual. One main part of the ritual is that you praise publicly and correct privately. 

If you’re going to lead you have to lead by your own. Again, you know, your own habits, your own behaviors, and your own rituals. You need to walk the talk. If you say you’re going to have a team meeting every Wednesday or a daily huddle at a certain time every day, DON’T cancel! I have clients on vacation and they will still call in to check on their team meetings. Not every day, but they’re checking on the weekly even when they’re on vacation to make sure that they’re leading effectively. 

This is not a job, this is a responsibility. So don’t think you’re going to hire somebody, and then hope it works. That’s normally the result you get. Leadership is also about how you handle adversity. The only way you have a zero adversity business is if you have no business. 

Things are going to happen it’s unavoidable! Clients are going to leave, markets are going to tank, technology is going to break, phone systems aren’t going to work and if you go crazy in this unresourceful state, what do you expect your team to do? It’s easy to lead when things are going well, but the challenge is when things aren’t going well can you stay in a resourceful state? There are only two states, resourceful and unresourceful. Unresourceful is when you’re pissed off. You’re angry. You just want to close your door, but that’s not leadership.

Next part of leadership you need to think about is does everybody know exactly what their roles are? In other words, if I’m a junior advisor, do I know exactly what my duties responsibilities and areas of responsibility are? If I’m an assistant, do I understand the same thing? If I’m a relationship manager? Do I understand the same thing? If I’m a receptionist? Do I understand the same thing? In other words, there’s no ambiguity.

What a lot of team leaders do is they talk with fluff. Fluff is we’ll do this right away or I need this done or this is a priority. What does priority mean? If I had 10 team members in a row and I said give me the answer in terms of hours and minutes on the word priority. In other words, when something is a priority what is the timeline to get this done? From those 10 team members, I will get 10 very, very different answers on when it’s due. That’s a problem.

We like to think that our stuff is interpreted the way we see it in our mind. What we need to do is communicate with a specific time. For instance, I need this by 4 o’clock today or in the next 24 hours. Now we’re getting specific communication, not fluffy communication. Do not delegate with fluff, delegate with specifics. 

Give them the timeline, don’t leave it up to them, because they will interpret it based upon their own rules, not yours. We want to be precise in our communication and delegation as a leader. 

You need to sit there and be the team coach. What does that mean? Well, at least quarterly every member of your team has a sit down with you. We don’t call it a performance review, we call it a coaching session. You go over with them things that they’re doing well, things they could improve upon, ask them what you could be doing to lead them more effectively. Imagine doing that every 90 days, proactively for 30 minutes. You’re having one-on-ones with your team every 90 days. If you’re a leader and you’re not doing that you need to start doing that. 

We want to be having those one-on-ones and make sure we’re communicating, we’re caring, we’re course correcting, and we’re coaching.

The last thing is you need to embrace the fact that you’re in the people business when it comes to your team and it’s all about culture.

What is your team culture? What is your leadership style?

If I were looking to join your team, and I had my choice between going on your team or going to your competitor’s teams, what makes your team superior? Why should I come join you? Why should I contribute to this?

Don’t tell me it’s about the money. Money is important, but it’s not the primary or sole factor that is going to sway their decision. 

I look in this economy today, and we have a shortage of talent in our industry. You need to bring your A-game to your leadership because people will leave if they don’t like the vibe or they don’t like the way you run things. There are always other options out there for them. There are no shortage of opportunities in the space right now, for somebody with experience to go and make a difference. 

I’m not saying that to scare you, it’s just the truth. I hope this episode gave you some benchmarks and guidelines on leadership. I gave you a 10-minute overview of an eight-hour program just to get the conversation started. Leadership is not talked a lot about in our space and it needs to be spoken about.

With that being said, thank you for listening and watching and remember if you want to come step in my game for 30 days and come play visit

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—Douglas Chapman
Senior Financial Strategist, Phoenix Life Insurance
Joe's guidance, knowledge, and support has helped me radically change my professional and personal life. I would not be where I am today without him more.
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Joe’s advice and creativity has been a crucial component of my success in the financial services business. He understands what it takes to succeed more.
—Fredrik Borstad

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Joe is not only a great source of information but he is a great inspiration as well.

— Douglas Chapman
Senior Financial Strategist, Phoenix Life Insurance

Joe’s guidance, knowledge, and support has helped me radically change my professional and personal life. I would not be where I am today without him.

— Brooks Cory

Joe’s advice and creativity has been a crucial component of my success in the financial services business. He understands what it takes to succeed.

—Fredrik Borstad