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How to Train Your Stunt Double to Maximize Your Practice
Monday, April 22, 2013
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Stunt doubles step in for the main character and do really important work, specifically, work that is not in the main character’s set of abilities.

Stunt doubles enable the actor do what they do best – acting – while the stuntman masters the tasks where there’s no need – and no benefit – for the highly compensated actor’s involvement.

To the point , I’m talking about “Creating a Business Team Approach.”

Over time, advisors in growing businesses often find that they’re doing more and more of their own stunts. This is where your stunt double (or stunt team) comes in really handy. In a perfect world, advisors complete their tasks, and then “CUT!” – The stunt experts step in to take over, creating a seamless and masterful scene (hopefully in just one take).

If you’re an advisor who gets involved in the administrative, processing and follow-up aspects of running your business, implement these simple tactics to empower your stunt double – and create a team approach to running and growing your business.

  • Prepare your team members for their roles.
  1. Create written job descriptions for each position, including required skills.
  2. Create training plans for each team member to ensure they have the skills and keep them up to date.
  • Give team members the script.
  1. Share your business plan and goals with your team members.
  2. Help them understand how their performance helps the business grow, which will give them more opportunities for growth and salary increases.
  • Put the face of your team out there.
  1. Add team member biographies and photos to your website.
  2. Craft a professional bio and use a professional head shot photo.
  • Create tangible proof of the value of your team.
  1. Create business cards for each team member with a formal job/position title.
  2. Encourage team members to include business cards with personal notes, business correspondence, and when interacting with new business relationships or strategic partners.
  • Encourage your team to be seen and heard.
  1. Introduce service team members to new clients at the first meeting.
  2. Create the opportunity for your team member(s) to make a great first impression and speak with your new clients.

Positive Outcomes You Can Expect:

When you create a team approach to running your practice, work is done by the most qualified individuals on your team. That means you’re getting the most for your payroll dollar – higher paid team members aren’t doing work that can be done by team members on the lower end of the scale. Your team members will be more engaged and satisfied with their jobs, because they understand how giving a stellar performance benefits them. Best of all, you get to do the work that you love to do, with fewer interruptions, and you can confidently take a vacation day.

Quotes from advisors who have empowered top-notch stunt doubles:

“My clients don’t even ask to speak with me anymore.”

“My office manager gets invited to more client events and parties than I do!”

Chris Kirby, Senior Business Consultant, Securities America Financial Corporation. Chris is a business consultant for Securities America's Practice Management Group and serves as a consultant/coach for the firm’s Business Consulting Service, helping advisors manage a more efficient, profitable and satisfying practice.

(1) Comment
All of the best practices of training your "stunt double" that Chris talks about are foundational pieces to building a succession plan, which the independent financial advisor sector could certainly use more of. Great tips and strategies that applied over time, will benefit the advisor's business, the broker-dealer/custodian, and most importantly, the clients.
Posted by David G | Tuesday, April 30 2013 at 8:21PM ET
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