Tested in the Trenches: A 9-Step Plan for Building and Sustaining a Million-Dollar Financial Services Practice Review

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Tested in the Trenches: A 9-Step Plan for Building and Sustaining a Million-Dollar Financial Services Practice ReviewThis book is an excellent book for someone who has financial planning practice for a few years like myself. A rookie could read it and get some basics from the book. A veteran could definitely implement the ideas from Ron to really grow his or her practice.I agree with so much that Ron says in the book. Ron has been one of the most successful financial advisors in the business and his strategies for success are great.
He breaks the book apart into a few different areas. The first part focuses on do you really have passion for this business. He gives you some tips on how to figure this out for yourself. For myself, I really love this business, and I wish I had started doing this many years ago. I love learning how to get better in my field. For example, I absolutely loved studying for CFP and now I enjoy the continuing education that I take to keep my CFP certification. The CE helps me get better which assist my clients even more.
The next part is really for someone who is independent or has more flexibility with staffing within a wirehouse. This part focuses on getting the right people on your team and removing the wrong people from your team quickly.
The next part focuses on managing your growing practice. As one grows, one needs systems to keep client satisfaction in check. I look forward to implement ideas from this section as I continue to grow my practice.
The next section is on time management. The best item from here is at the end of each day to list the top six things you have to do the next day in order of importance. Then, do them. I have tried this before and will try this again. This is difficult because so many fires come up everyday. But, it is important to make sure you get the major items done every day. That is, you must put the big rocks in the jar before you put in the little rocks. If you do it the other way, you will never have space for all your big rocks.
The next section focused on marketing and focusing the clients more on your services. I think this is critical. This business has become almost a commodity business; however, the big differentiator is personal service. This is probably the most important item on which I focus. If I am able to exceed my clients' expectations, they will in return refer me to their friends.
He also has a great section on referrals. He has a great script to let clients know upfront that you will expect referrals from them. I also like that he suggests doing client seminars and encouraging them to bring guests. This is better than just having prospect seminars in which you don't if people are just there for the free dinner.
The last section talks about focusing your activities on doing items you enjoy. I enjoy golfing, so I do golfing events for my clients and prospects. Ron likes wine, so he does wine tastings. Ron does suggest that you be very good at the hobby before you have these events. Unfortunately, I am not that good at golf, but I have fun playing and so do my clients and prospects.
It is great to read a well-written book from a top producer like Ron Carson who really shares his success strategies for this business. If you are looking for some methods of growing your business and you are willing to implement some new ideas, I would highly encourage you to read this book.
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