Look at any industry or profession and one thing is certain, the people at the top know the results they want to achieve and they track everything to ensure they get there. So, if results are what financial professionals want, why don’t more financial professionals track their business? First and foremost if requires work, but more importantly it involves self-reflection. Whether you are a sole-practitioner or part of a larger agency or firm, tracking the results of your business is a reflection of your performance. It’s like looking in the mirror. Either you like what you see or you don’t. The difference between you and the person at the top is that they aren’t afraid to work hard, face their flaws, and they have the determination to make things happen for their business.
Look at professional athletes. Their performance in measured in countless ways and heavily analyzed. At any point in their season or career, the athlete, the coach and the general public can see how they are doing and identify problem areas. When performance issues arise, they address them and make the necessary changes. Or, think about your Fantasy League. If you see a problem with your line-up, do you think twice about making the necessary changes? You don’t, because you want to win the league. Apply the same mindset and intensity to your business, and imagine the results you might see.