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″Excuses Don’t Count; Results Rule!″


Anne BachrachThe Accountability Coach™

A.M. Enterpriseswww.AccountabilityCoach.com

©2011 A.M. Enterprises


Successful People Produce Results.

Unsuccessful People Make Excuses.


“People don’t quit their company. They quit their manager.” –Tom Peters


The Prioritized Action List (PAL) is literally a list of every single project and task you have to do and / or want to do.

It’s valuable:• for prioritizing• for reducing the feeling of overwhelm• as your source of action items to be placed on your calendar• to help your staff align their work with the priorities of the

company – form of accountability• for enhancing communication• for reducing distractions and interruptions• for increase efficiency and effectiveness

Prioritized Action List (PAL)



Sample Prioritized Action List

Calendar (y/n)

Task / Activity

Priority Time (min)

Category Assist Due Date

Done Notes

“There are only 168 hours in the week and how you choose to invest those hours determines your success and happiness in life.” --Bill Bachrach

“What lies in our power to do, lies in our power not to do.” --Aristotle



Tracking Systems/Business Metrics/ Dashboard



Monthly/Annual Business Metrics Tracking



“Doing the activity creates the energy that attracts the business.” – Cheryl Hemphill

Weekly Business Metrics Tracking



Effective Time Management and Calendaring


168 hours in a week. It is important how we choose to best use this time.

“Calendars never lie. They are 100% accurate and visible indicators of your priorities.”

--Tom Peters


What is on your calendar?


•What should be on your calendar to put you in the highest probability position to achieve your goals?

•Ideal Advisor Acquisition•Advisor Support

•What should be on your Advisor’s Calendar?•Client Acquisition•Client Service – Ideal Clients •Client Service - Non-Ideal Clients•Other – Education, Research, Admin. Duties, etc.


The Advisor’s Calendar


Client Acquisition Time•15-20+ hours / week •Referral Conversations with Ideal Clients, Bank Sources, and COIs•Prospecting activities•Follow-up phone calls to prospects•Initial Interviews


Utilize Your Calendar for Maximum Effectiveness and Goal Achievement


• When is the best time to get the best results?

• Know your highest pay-off activities that put you in the highest probability position to achieve your goals.

• Put your high pay-off priorities on your calendar.

• Honor what is on your calendar.

• Be a good example and role model for all your team to do the same.

• Empower your team to hold themselves accountable consistently executing the desired game plan / calendar.

“Enemy of the best is often the good.” –Stephen Covey


Focus on What You Can Control



"You don't have to be great to get started, but you have to get started to be great."

– Les Brown

"The only security a man can have is the ability to do a job uncommonly well."

- Abraham Lincoln



Schedule Everything!


"One of the few things that can't be recycled is wasted time."

- Sean Covey


Time Monday Tuesday Wednesday Thursday Friday

8:00 Mtg w/Admin Mtg w/Admin Mtg w/Admin Mtg w/Admin Mtg w/Admin

8:30 FA time Advisor Acquisition

Unexpected Business Mgmt

Admin Time

9:00 Items Time Unexpected

9:30 Flex Time Items Time

10:00 FA Time Flex Time

10:30

11:00 Admin

11:30 Admin Admin Admin Admin

12:00 Lunch Lunch Lunch Lunch Lunch

What Does Your Ideal Model Work Week Look Like?



Advisor Ideal Model Work Week - Sample



Time Monday Tuesday Wednesday Thursday Friday

8:00 Mtg w/Admin Mtg w/Admin Mtg w/Admin Mtg w/Admin Mtg w/Admin

8:30 Client Client Client Client Admin

9:00 Service Acquisition Acquisition Acquisition Client

9:30 Acquisition

10:00 Client

10:30 Service

11:00 Check Email

Flex Time Flex Time

11:30 Admin/Email Admin/Email Admin/Email Admin

12:00 Lunch Lunch Lunch Lunch Lunch

Advisor’s Ideal Model Work Week



Live “by appointment only”



“The financial services industry is a distraction-producing machine.” --Bill Bachrach



Reduce constant distractions and interruptions that plague most offices.



• Did my calendar have the highest pay-off activities on it today so I know I am making progress toward my goals?

• Did I do what was on my calendar today? If no, why not?

• Am I as prepared as possible for the activities on my calendar tomorrow? If no, what can I do differently next time to be even more prepared?

• What distractions did I allow to get in my way today?

• What will I do to avoid distractions that get in my way in the future?

Daily Assessment


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• What adjustments, if any, do I need to make on my calendar for me to honor my calendar tomorrow?

• What else can I delegate (and to whom would I delegate it to)?

• How can I better leverage my resources – the deliverables team members - to assist me?

• How do I feel about my progress today and honoring my calendar?

• What else has to happen for me to be the very best I can be at time management?

Daily Assessment



http://www.AccountabilityCoach.com/landing/



Used by everyone in the firm for handling obstacles, problems, issues, and for goal achievement.



Ideal Advisor ProfileClearly define your Ideal Advisor in terms of characteristics, big goals, personality, and mindset.

How much money does an Ideal Advisor generate to be Ideal?

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• Turn your ordinary people into extraordinary people.

• An extraordinary person is someone who consistently does the things ordinary people can't do or won't do.

• Success is available to anyone who will learn a few simple principles and consistently put them into practice daily.

Something to Ponder…



High-producing advisors focus on maximizing potential, time, talent, and passion/belief.



• Passion: They believe in what they do. • Focus: They are intent on generating revenue.• Time Management: They consciously choose to

use their time (both minutes and larger blocks of time) for revenue-boosting activities.

• A bias for action: They are not plagued by analysis paralysis. They aren’t gettin’ ready to get ready.

• Confidence: “If you can conceive it and believe it, you can achieve it”.

• Track their numbers every day. • Organized and delegate more of your low payoff

activities.

Top Producing Advisors


A Few Benefits:• Increase the

Relationship with your Advisors

• Increase Loyalty• Increase Retention • Increase

Productivity• Improve your

understanding of their non-work motives so you can motivate and inspire them to achieve their work goals.


Quality of Life Enhancer™ Exercise

Life QualityMore hrs per week I’d like to spend on this.

What are three activities I would do this week to improve this area of my life?

Delegate?Yes or No

Being 4 1. Exercise 3-4 times a week. N

Healthy 2. Learn about healthier eating. N

3. Learn yoga & get a massage every other week. N

Being 3 1. Read a chapter per week in a spiritual book. N

Spiritual 2. Go to Church once per week. N

3. Pray or meditate for 15 minutes per day. N

Having 5 1. Activities: golf, skiing, cooking class. N

Fun 2. Learn a new joke and tell it to somebody. N

3. Time with friends: movies, dinner party. N

Creating 1. Take the training course I’ve been putting off. N

Career 2 2. Reward those who have contributed to my success. N

Excellence 3. Find a coach/mentor. N

Serving 1. Sign up to be a youth mentor. N

Others 2 2. Volunteer for a church committee. N

3. Participate in the Walk-a-thon for M.S. N

Nurturing 1. Have a date night per week with my spouse. N

Family 4 2. Take the kids to the park (with no ‘agenda’). N

Relation-ships 3. Have dinner together every night this week. N

Financially 1. Ask friends for trustworthy Financial Advisors Y

Fit 0 2. Schedule a meeting with one

3. Establish a plan to hire an Advisor

What’s more important in life than money?


"Everything depends upon execution; having just a vision is no solution."

– Stephen Sondheim

"Ninety-nine percent of all failures come from people who have a habit of making excuses."

- George Washington Carver

Results Rule!


Complimentary Resources To Help You


• AccountabilityCoach.com/LANDING – 3 Free Gifts• AccountabilityCoach.com/fitness-health-training-activity-tracking/• AccountabilityCoach.com (under the Free Silver Membership)

• The Wheel of Life• Ideal Client Profile online Exercise• Quality of Life Enhancer™ online Exercise• Special Report called, Keys to Working Less, Making More

Money, and Having a More Balanced Life• Assessments and more (ex. Am I Coachable?)

• FsSpeakers.com – Client Appreciation Event Guidebook• BillBachrach.com (Schedule your Success Road Map®

Experience by calling 858-558-3200)


Thank You


Excuses Don’t Count and Results Rule!


AccountabilityCoach.com/Landing


Thank You


Aim For What You Want Each and Every Day!


http://www.accountabilitycoach.com/landing

http://www.accountabilitycoach.com/landing

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