Are You a Sales Person or a Business Owner?

Building a successful Advisory practice is not very complicated, but it does take a tremendous amount of energy and effort. You need to utilize proper strategies, techniques and also become relentless with consistency to succeed. What I want to instill in the newly developing advisor is a sense of ownership. This more business type mindset can be the difference between having lasting success or coming up short. I once managed a program where I was charged with developing new Advisors. I brought in an executive to speak to a class where he explained that his role was to assist them when they had their initial struggles developing and managing their business. His experience showed that many of the advisors he worked with started off strong but eventually struggled and failed to continue growing their business. After hearing this I spent several years researching this very concern. What I found was that it was very real and happened to many advisors between the 3rd and 5th years of their careers, dependent upon how fast their initial growth was. This caused me to spend a great deal of time working with advisors that had either broken through this plateau or never encountered this period at all. This book is a culmination of the strategies that have proven to provide advisors with success in managing their business. It is hard-work but needs to be consistent work. It is very tedious work but such is the risk that could provide you with your ultimate reward. You see everyone in this business starts off with the idea of wanting to be good at what they do. But it is the elite performer that puts in the effort that goes along with becoming great! I wish you all the success that this business can provide you in the future.

Rasheed has provided training/coaching in sales, customer service, effective communications, presentation skills, business development, business management and leadership to well over 12,000 advisors and professionals in his career. Rasheed first developed many of the concepts and strategies he shares in this book, first as a recruiter and then as a financial advisor for nationally known financial services organizations. Recognized as a Master Trainer, Rasheed has received many significant awards in his 18 years as a speaker, trainer and coach. Born in Brooklyn, NY, Rasheed now resides in Charlotte, NC. He has 2 children (Jasmine and Khari) and one granddaughter (Janiyah) that reside in Chesapeake, Va.