Trip Higginbotham, CFP, Westshore Financial Group

10/27/2021

Intentions are great, but they're useless without action.

We can have the best intentions to be successful. But unless we prove it with our actions, we'll never reach that goal of greatness. For example, we can have the kindest thought to do something nice, but unless we act on it, that kindness dies with us. We can have the most innovative idea in our industry, but unless we're willing to try it out, it's useless. The thing that all great advisors have in common is that they aren't afraid to take action. They'd rather fail than die with great intentions. Our success isn't built from great ideas or the best intentions. It's built from the bricks of our actions.

10/25/2021

Want to get ahead in your career? Choose to have a great attitude.

Early on as a financial advisor, I wanted to have all the answers. I thought leadership was about being the most prepared or having the most wisdom. Now I realize it's more about my attitude than it is my aptitude.

In our business, attitude means staying determined and disciplined. We can't control who will say yes or no to working with us, but we can control how many people we see. We can control how well we follow our business processes. We can control the experience we create for our clients. We must also have the hope and expectation that if we do the work, we will see the results.

Positive thinking will let you do everything better than negative thinking will. - Zig Zigla

10/22/2021

Every day we wake up we have a choice.

Will we take this life for granted, or view everything with gratitude?

How do we view success? Making money? Family? Health? The ability to experience another day. How do you view the world around you?

We have the power to perceive something as wonderful when others may see concern. We have the power to perceive an opportunity to grow when others see failure. It's up to us whether we choose to look for miracles or stay focused on misery. There's beauty all around us waiting to be seen but we have to be intentional to look for it.

"When it comes to life, the critical thing is whether you take things for granted or take them with gratitude." ― G.K. Chesterton

10/20/2021

I was excited to speak on our national leadership web call regarding attracting and retaining diverse financial advisors. Guardian's Inclusion & Diversity team works hard to provide opportunities and resources for our financial advisor community to reflect the client community we serve. If you are looking for a new opportunity in the financial services industry, please reach out so we can meet!

09/22/2021

If you are just starting out in the business, have the courage to tell clients you don't know the answer to their questions. We think we always must know the answer or pretend we are wise, experienced advisors, even though we've only been in the business for a few months. A better approach is to position yourself as the head of a dynamic, highly experienced team of professionals. Your primary job is to be available for your clients. To understand their lives, what they need and what makes them happy. Then you leverage the other individuals on your team for expertise in specific areas. This is a strategy that allows you to be truthful and transparent with your clients and your clients will appreciate the multidimensional dynamic of your team. Clients don't expect you to have all the answers, they just want you to be able to go and find out the answers, so they don't have to!

09/20/2021

You know the old adage that clients don't care about what you know until they know that you care about them. Who do you show up as when you meet with a client? Are you perceived as knowledgeable? Professional? Salesy? Rushed or disorganized? Or does the client see you as caring and highly interested in what they have to say? Eager to learn about them and provide consultative advice? I would argue a client list of people who know you care and are advocates for you will be extremely valuable to you as you grow your business. Showing up as someone who cares increases the value of your practice while building long-term, mutually beneficial relationships.

09/16/2021

Do you have a client service model? How often are you connecting with your existing clients? We spend all our time pursuing new clients when, in reality, existing clients are more valuable than new clients. Existing clients can be sources of additional business and can produce multiple new clients through referrals and introductions. Be careful to balance your time between new client acquisition and serving your existing clients.

As we always say, if it's not on your calendar, it won't happen. Make sure you are blocking out time on your calendar to connect with your clients and be intentional with your existing client communication today.

09/01/2021

I learned a long time ago that we are NOT in the financial planning business. Instead, we are in the marketing business with a specialty in financial planning. How are you known in the community? Is that how you want to be known? How are you marketing? One-to-one, or one-to-many? Your success is based upon your ability to find people who would benefit from the services you provide. Do you know exactly who you are looking for? If not, you need to define them. This is a fundamental piece of the coaching I provide to my advisors.

08/30/2021

I believe that the strength it takes to be successful doesn't come from your motivation, it comes from having a purpose greater than you. For me, it used to be helping clients be financially successful, but now it has become helping advisors grow and find success in their business. What is your purpose? Until you can articulate that, you will not have the strength to be successful.

08/25/2021

Every day without realizing it we come across a number of mechanisms designed to protect us. From the airbags in your car to the stop sign at the end of the road, we understand the importance of protection. Yet when it comes to your finances, protection is often overlooked or minimized. Check out this article that offers 5 easy ways to protect you financially.

livingconfidently.com

08/23/2021

If your prospecting activity is low, it can probably be traced to one of three things:
1. Do you have a specific time on your calendar to set aside to prospect?
2. Do you love and are you confident in what you are saying to your prospects?
3. Do you have a follow-up process? (70% of meetings are set with follow up)
It's not what you do ONE day, it's what you do EVERY day in this business. Have a weekly plan for your prospecting activity and execute one day at a time!

08/20/2021

TIME is our most precious commodity. It is even more precious than money because it is non-renewable. If a client or prospect is spending their time with you, they are giving you the ultimate gift. Don't neglect that gift. Be conscious of their time. At the beginning of a meeting, ask them how much time they have allotted. Use a meeting agenda so you are intentional and efficient with your time. End your meetings on time. Clients will see you as a professional when you respect their time.