Four Questions For Your Annual Business Planning

As we turn the page to 2014, what comes to mind but New Year Resolutions. Many make them, but few keep them. Why? Psychologically there are several reasons. One is that they are not our own. They are what someone else thinks would be best for us. Second, they are too ambitious. Too hard to achieve, so we give up easily. Finally, they are usually stated in the negative. For example: “I will lose 20 lbs. in the next 3 months”. Instead, try stating it as something you own, something that is reasonable, achievable, in the positive, and in the present. For example: “I am very happy with all the energy I have since I now weigh 175 lbs. Because of my conditioning program, I will get to see my daughter’s children get married”. Now you have something that connects you to something that is really important to you. Not to someone else. It is stated in the present and is positive.

How does this idea of New Year Resolutions translate to the FA Supernova practice? As you put together your business plan for the new year, you may want to review your practice’s physical condition.

  1. Are you as lean and mean as you need to be in order to defend your practice against new competition and attract new business from old competitors?
  2. Has your practice gotten a bit bloated? No matter how disciplined you are by your Min/Max, unqualified people slip into the practice.
  3. What might a resolution look like that would get your practice back on tract? “I have a lean and profitable practice based on high-quality service and exceptional results for a qualified clientele of 100 that likes, respects, trusts, and pays me.”
  4. What does a typical Min/Max look like? We focus on what we want vs. what we don’t want. For me, I know that, based on the Supernova model, the most clients that a Supernova FA can have is 100. Your maximum number may be different, but it must be something that you can reasonably service. Set too high a number, and you will be frustrated and quit your goal. Your minimum should be whatever it takes to reach your goals, deliver exceptional service and love your practice.

In 1973 I decided that it was critical to make myself happy in order to keep my attitude positive. Therefore, all of my clients had to pay me my minimum, like me, trust me, and listen to me. I knew even then that my attitude was critical to not only the growth of my practice but also the retention of my clients. My clients sensed it when I was down.

Everyone wants a leader, a coach that is always positive even in the face of real challenges. Cool under fire and always constructive. Great leaders and coaches surround themselves with highly qualified, positive and talented people. Why should your clientele be any different?  That is your team and you are the coach. Their results are your results. Pick a bunch of negative losers, no matter what their wealth, and you have a losing team that will make your life miserable. On the other hand, pick a talented team of positive wealthy people, and you’ll have fabulous business always ending with a smile. Harder to build but worth it. Try it, you’ll like it.

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