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for advisers and leaders in financial advice

  • Writer's pictureJason Dunn


High-performing financial advisers imbue specific characteristics.

High performance means high standards of personal performance, which are evidenced by a number of characteristics and it is important for advisers to understand what these are.

High-performing financial advisers are proactive and are constantly looking for opportunities to improve the ongoing value that they deliver to their clients. They exercise strong discipline in their business life and pay attention to ongoing learning and accept the challenge of continual self-development. And they are often very curious and ask lots of questions.

Your prospects’ and clients’ awareness of your capability can be limited by the exposure you have to them. It is not enough just to be a high performing adviser, you must also ensure that you are seen to be so.

Demonstrating the value you deliver to your clients is at times a greater challenge than delivering the value. High performing advisers have strong communication with their clients to ensure their value is demonstrable. I will cover Delivering Ongoing Value in greater detail in an upcoming Adviser Best Practice action.

Through working with thousands of advisers over the past 35 years I have identified a number of traits which are inextricably linked to high performance advisers, which include:

• Are pro-active, not reactive.

• Have high moral and ethical standards.

• Are leaders, not followers.

• Are confident of their own abilities and are not willing to perform at a lower level.

• Network constantly to create influence with value for their clients and prospects.

• Are willing to be involved in the day-to-day business in which they work.

• Are willing to accept targets and objectives, while at the same time setting their own goals.

• Don’t have to be driven, but always work at personal levels of productivity that truly reflect their potential.

• Accept that in order to achieve personal success it is necessary to be involved with others so they too can be successful, understanding the concept and value of “team”.

• Constantly search for new ideas, trends and changes that are taking place, and adapt and change their presentations to include and accommodate them.

• Exercise strong discipline in their life and pay attention to ongoing learning and accept the challenge of continual self-development.

Keep an eye out for my next article:

“Don's wait until review time to connect"

What will you do differently to improve your communication with prospects and clients and reduce the chances of miscommunication?

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