Goal Post will Move

Goal Post will Move

During our recent articles, we have been covering various topics in the planning category. We have shared planning and scheduling tips and how financial advisors can get the basics right. We have also talked about creating a default diary by blocking out your diary and making sure you have a strategy around when and where you see your clients.

We have also covered the importance of repetition from a daily, weekly, and monthly perspective with regards to your schedule. These are all important tools and techniques we need to remember and constantly implement. Our topic for this article is moving goal posts. Along with sticking to our planning, we must also be as flexible as possible.

Moving goal posts is a metaphor derived from goal-based sport. It means change is inevitable, change is going to happen. You can set up the best possible schedule and plan, but change will still happen. You may not be the one moving them, but a host of external factors will move them. Your competition may be the reason they move, your clients may move them, progress will move them, an unexpected pandemic could move them. Anything is possible.

While it is vital for us to have and implement a consistent strategy and plan, we must be able to think on our feet and adapt when needed. If we do not have any structure in place, it becomes difficult to handle change and think of quick ways to adapt. For example, you have a major client you are about to close, but instead he has to cancel your appointment to see a doctor about something which is going to change your business. Be aware that goal posts will change hourly, daily, weekly, monthly, and yearly. They are never static.

How do you mitigate the risk around making sure that you get your business done and stay aware of the fact that goal posts to move? My strategy around this is to remain exceptionally open to change when it does come my way. I do not fight my clients on it, however I make sure they are aware that I am not happy about it because I have a strategy that I am trying to implement with them. At the same time, I am very accommodating in making sure that I can see them. For example: A client who is ready to sign on a specific day, which took me a few appointments to close tells me they can no longer meet on the previously arranged day. I will respond to the client by asking:
– When can you see me?
– What can I do to accommodate you?
– How can I make sure that the business is working in your favor?
– Is there anything I need to tweak to make sure you are happy with the costings of the quote?
– Would you like me to send you the quote and we can talk through it on a call?
– Alternatively, can we set up a Zoom meeting to go through the quote and costings to make sure you are happy about them?
– That way, when we do meet to sign, we can push the button with regards to that.

Remember that many financial advisors fail because they are too rigid. Be aware that your goal posts will move. You will have to restructure your planning and your diaries. Embrace the change, it is a great learning curve and a great way for you to develop the skills you need in this business.

Luke Matthews | Hampshire Advisors

Luke Matthews

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