401(k) Specialist Issue 1 - 2018 - 44

401(k) THE CLOSE
How to Adopt the Habits of Top-Performing
401(k) Advisors
By Ross Marino
expense of one's family, health or anything
else they hold dear.
We'll speak with those who have broken
the code and found the right balance, and
as a result are making an impact on the
people who work with them, their family
and-importantly-the clients they serve.
While we cannot necessarily replicate
what they do, we can modify and tailor it
to our individual situation based on our
understanding of why they do it.
The high achievers with whom we speak
are hardly in a rush to hang up the phone.
Quite the contrary, while it's never about
shining the spotlight on themselves, they
understand that sharing their success
makes us all better.
Some say success is often defined by the
" DOUBLING THE SIZE OF A BUSINESS IN THE NEXT FIVE
YEARS IS A WORTHY TARGET, BUT DOES THE ADVISOR
KNOW WHAT SYSTEMS ARE REQUIRED TO HANDLE THAT
AMOUNT OF BUSINESS? "
INDIVIDUALS AND TEAMS at the top of
any profession share certain characteristics.
Yes, they work hard and might have
interesting stories about how things just
" worked out, " but there are habits and
processes in how they make decisions that
drive success.
What makes them tick? How do they run
their practices and their lives, and what
insight can we gain?
It's for this reason we're launching " a day
in the life " of top-performing advisors.
Too many professionals are focused on
achievement-style goals: increasing their
revenue, number of clients or some other
commonly measured metric. Yet high
44
ISSUE 1 2018 | 401kSpecialist.com
achievers are habit-driven. Doubling the
size of a business in the next five years is a
worthy target, but does the advisor know
what systems are required to handle that
amount of business?
High achievers understand what they
need to do currently-and position themselves
accordingly-to be more productive
in the future.
A key question is how much is instinctual,
and therefore how much can be taught.
It's the subject of many motivational books,
and yes, there are definitive steps we can
take to improve efficiency and therefore
achievement. But it would be hard to label
anything a success if growth came at the
ability to say " no " ; no to distractions and
no to anything that isn't in keeping with a
laser-like focus.
We absolutely agree, but with a caveat.
The reason they can say no is that they first
understand when to say yes. They comprehend
the difference between what's important
and what's urgent, and they understand
the best use of their time. If they say no
without strategy or forethought, they're
simply freeing their calendar and wasting
time. Think of it this way-living a healthy
lifestyle by refusing to eat sugary foods is
great, but fail to replace it with a healthy
alternative and all we do is starve.
A healthy, high-achieving personal and
professional life is our goal, and we'll feature
important conversations on the subject in the
magazine and online at 401kspecialist.com.
We can be reached at elite@rekonintel.com for
those that would like to join the discussion.
Ross Marino is founder and CEO of Rekon Intelligence.
http://www.401kspecialist.com http://www.401kSpecialist.com
401(k) Specialist Issue 1 - 2018

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