Empower Your Assistant By Helping Them See What They Are Doing Right

My client is feeling like their assistant can be doing more than they are doing because they have demonstrated that they have the capabilities.

My client’s assistant is preparing client files for life insurance quotes, but my client is making the calls to the life insurance companies to get the life insurance quotes which includes additional follow up. My client is feeling distracted by this and wants his assistant to make the calls so that my client can invest their time in attracting more A clients..

Here is the strategy that I offered;

I asked my client to ask his assistant to meet with him in a week with a list of things that they do now, without the help of the advisor that they work with. Examples can look like;

• Booking appointments with A clients
• Arranging travel
• Qualifying prospects with questions in advance of meeting with the advisor
• Arranging for property insurance

The next step is for the advisor and the assistant to meet and for the advisor to acknowledge the quality of the work that their assistant is doing and to convey the trust level that the advisor has with the assistant.

Following this, the advisor asks the assistant; ‘Would you be willing to help us with going to the next level? I would like you to take care of making the calls to the life insurance companies to get the life insurance quotes? We can work together on this for the next two weeks so that we can document the process that I use to do this.”

There is a saying in coaching that just when you think that you have the solution, ask another question …

I asked my client to explain the key points of their assistant’s job description to me and they explained all the actions that one would expect that a life insurance assistant would complete and they added “bookkeeping”.

I asked my client if this was the best use of their time and did their assistant enjoy doing the booking?

The answers were; “No and No”.

I asked my clients to add in the following to their communication with their assistant; “Following through on the conversation about going to the next level confirming that you are a valued and trusted member of the team, would you agree that your time would be better spent working with me on the life insurance and that it is best to delegate the bookkeeping to a qualified part time bookkeeper?”

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Advisor.ca Name That Visionary

What do Simon Reilly, Mark Carney, Jim Flaherty, Moshe Milevsky and Terry Zavitz have in common?

Voting for Advisor.ca ‘s  Name That Visionary will commence on September 7th 2010 (just after Labour Day).

If you previously voted you’ll receive an email voting reminder on September 7th.

Round One is over. Your votes have been cast and tabulated. Advisor.ca’s expansive list of candidates is now down to just 20 entries displayed below. It is your turn to pick the Top Ten for the next phase of Advisor.ca’s poll to determine Canada’s greatest financial visionary. In the Second Round, you can only cast one vote so read the bios carefully, familiarize yourself with the candidates and make your pick.

Your votes will be tabulated and Advisor.ca’s first round of judging will determine the top ten finalists. A second round of judging will determine the order of the Top 10 nominees and an overall winner.