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Largely in the past the financial services industry followed a sales oriented, transaction based, unstructured approach. Clients would stop by and chat or call in whenever they had a question and their advisor would call them every time he had a new stock or mutual fund or bond to sell them. As advisors started to switch to a fee based system it became less necessary to call their clients for every product they wanted to sell them so some advisors stopped calling altogether. Of course this resulted in the clients calling them more resulting in a lot of phone tag. Supernova provides a happy medium with structured monthly appointments like the 12-4-2 model. And turning over the scheduling to the CSA’s, BOA’s or office managers will help you manage your practice more efficiently and avoid procrastination in making those calls.

In psychology procrastination refers to the act of replacing high-priority actions or tasks with low-priority actions and thus putting off important tasks to a later time. However procrastination may result in feelings of stress and guilt for not meeting responsibilities or commitments. How many times have you looked at a phone number of someone still sitting on your desk you have been meaning to call but never got around to it?

One way Supernova keeps you on track is through the use of the Inverted Pyramid. The Inverted Pyramid changes the flow of your office so your Office Manager/ CSA/BOA is running the day to day operations instead of the Advisor. The advisor turns into the surgeon that is gloved, gowned, and handed the tools he or she needs to do the operation – in your case – the client interview and planning process, by his team. The surgeon doesn’t schedule the operation, fill out the paper work or even give the patient the anesthesia, his/her team members are assigned those tasks. He walks in, performs his task brilliantly then hands over the other details to his team. That is what you do as a Supernova Advisor. Your team will prepare your client folder and mini me folder (the folder the client gets to keep) and have 5 of them placed in your rack on your desk every morning. They will have confirmed the appointments, sent out the agenda for the call and keep you on track.

You come in, make your calls, do your in-person meeting, put notes in the folders and turn them back in to be processed and go home at the end of the day knowing you accomplished what you set out to accomplish. One advisor that went through the Supernova Training Program remarked “I have found by turning over the calendar to my assistant I have more time to concentrate on what I do best, talking to the client. But I also was able to leverage my assistant so she could take care of all the administrative tasks when she called to confirm the appointments. This not only cemented her relationship with the client but also gave me more time to take care of the large picture in the relationship. And clients tell me they are so glad they don’t have to bother me with small things like ordering more checks.” That advisor, like many others, has discovered one of the time savers built into Supernova, the inverted pyramid.

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