Practice Makes Perfect. No, Perfect Practice Makes Perfect

It is the execution of the littlest details that will make having the home-court advantage actually mean something.

5 min read

Have you ever been on the phone with a wholesaler or vendor and they’ve said more than one time, “Sorry, I wasn’t prepared … I am not in front of my computer right now…” Then they spend the rest of your time filling the silence, unable to answer your questions and asking you to tell them information that they could have Googled had they put an ounce of energy into preparing for the meeting?

It’s sloppy. Here is the question you have to ask yourself, “Are you sloppy with your client meetings?”

When was the last time that you practiced a client meeting? Full-blown dress rehearsal: You’re in a suit, sitting down in your conference room, going through the handouts, anticipating the questions, knowing how you are going to respond. 

Financial advisors are bringing in millions of dollars of revenue to go through this exercise every single time they surge™. Every. Single. Surge™ .

Practice does not make perfect. Perfect practice makes perfect.

“Again,” I can still hear my father’s voice telling me to practice over and over.  On the ice, on the court, in front of an audience, and especially when I joined our advisory firm. Continue reading…