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Time to Refocus

Fall is approaching. After the rest and relaxation of the summer months, many of us are beginning to refocus.

Advisors and industry professionals are getting back into a goal-oriented mindset, considering the year’s objectives in light of new developments or newfound clarity, and many clients are doing the same with their financial priorities.

Now is the time to refocus, and here are some questions to get you started.

Are you budgeting for the things you want?

Whatever it is you’re working towards—AUM growth, COI relationships, bigger clients—it’s important to set aside not only the funds, but also the time and the energy needed to make that progress happen. Have you spent enough time on these initiatives and was that time productive? Are you spending lots of energy on something that should be outsourced?

Looking back over the year so far, consider whether you budgeted the right amounts, whether you stuck to that budget, and whether it might benefit you to change it.

Does your process provide clarity to clients?

The perfect client process leads clients through a practiced set of steps toward clarity. They become confident about where they stand and it’s easy for them to check and adjust. They’re also clear on what you’re doing to help them and the extent of your capabilities as an advisor.

If your clients were also to take a moment to refocus, how might they assess their financial situation and the value you’re providing? In conversation with friends or colleagues, how would they describe what you do for them?

How can you recalibrate for the latter part of the year?

As you consider your answers to all of these questions, think realistically about what you’d like to see happen before the end of the year.

If there are concrete steps you can take to realign your budget with what you believe are your highest priorities, then lay out those steps. And knowing that the people you want to reach may also be refocusing—whether they’re new introductions or existing relationships—take the opportunity to give them clarity.