You cannot have an “A” Team with “B” players. A key pillar to building a profit driven financial planning business is attracting what I call “A” players. These are smart, motivated individuals who add great value and want to help you grow your business. Every Financial Advisor/Rep is looking for these individuals but very few know how to attract and hire them. They believe the attraction is about the salary and bonus. Yes, that is one element. But, there is a bigger element that is overlooked. That is Vision.
Let me make this simple:
Smart, motivated people do not want to accept and/or stay in dead end jobs.
They are looking for jobs that have growth potential. They are leaving jobs that have no future. They are leaving jobs where they were promised a future but no growth has occurred. They want an exciting future and are willing to work hard. They want to join a firm that has an exciting Vision of how they are going to grow and impact the world.
Two years ago I introduced a top “A” player to a Financial Advisor who wanted to grow his business. After the first interview she e-mailed the Advisor and told him she was not interested in the position, and thanked him for his time and consideration. He and I were both very surprised. I called her and asked her what happened. She told me that he did not have a Vision for his business. Furthermore, she told me that he failed to explain the growth of her position. She wanted to join a Financial Advisor/Rep who has a big Vision for his/her business, and who had a Vision for how every person on the team could grow. She was not going to work for another Financial Advisor/Rep who had no Vision and/or growth plan for her position.
The Financial Advisor could have avoided losing this “A” player if he had articulated his amazing, exciting Vision for his company in the first interview. This discussion should have also included how his team was going to grow and, particularly, the growth of this position.
A Big Vision Attracts “A” Players
How will your company make an impact?
If you want to attract “A” players then you must have a BIG, EXCITING VISION. Most people love joining a company that has a cutting edge Vision for growth while making a difference in the world. People love being part of a mission that impacts positive change. It makes them feel like their work makes a difference in the world. Martin Luther King’s Vision created a movement because his Vision was big and would change a nation.
“I have a dream that my four little children will one day live in a nation where they will not be judged by the color of their skin but by the content of their character. I have a dream…
Speech by Dr. Martin Luther King© 1963
Elon Musk has a Vision to impact and change the world. People want to join his company and buy Tesla because they will be part of a bigger mission to help the world.
Elon Musk’s Vision: Tesla’s goal is to accelerate the world’s transition to sustainable energy.
How will your employees grow?
Next, the Vision must include the value of the employees and how they will grow as well. Experienced “A” players are smart and aware of those Financial Advisors who want to hire “assistants” to earn a salary with little or no growth plan. These Financial Advisors have not created a Vision that includes growth for each position. Their Vision is stuck in the old model of a Financial Advisor/Rep and assistants. They must explore the new models that give their staff growth opportunities.
If you do not have a written Vision for your business then I highly recommend you start today. Think big … think exciting … think how you and your team will make a difference in the world!
DO YOU NEED HELP?
If you are stuck and/or do not know how to write a Vision statement then let me help you. Please click the button below to schedule a 30-minute Business Breakthrough call with me.