The last quarter of the year, the most profitable quarter for most
financial advisors, will be here soon. As a way to prepare yourself for a
strong finish, I would like to reacquaint you with the concept of the trim
Trim tabs are used in numerous ways. They are used on boats and airplanes
to adjust the flow of water or air. A trim tab can smooth the ride or
level the ride of the craft. Or in the case of the airplane, the trim tabs
(flaps) can also be used to slow the craft down.
My favorite example of a trim tab is on the rudder of a large ocean liner.
The rudder is so big on these ships that they have smaller rudders (trim
tabs) that actually get turned first to start the flow of water in the
right direction to make it is easier to turn the big rudder in the desired
direction. In essence, with a trim tab you have a single point of focus
which can determine the direction of a very large and complex operation.
How does this apply to you? Ask yourself this question: What is a
single point of focus in your operation that seems to makes everything
Your answers will vary and may include things like: marketing,
prospecting, referrals, opening cases, factfinders, planning meetings,
closing presentations, signing contracts, getting checks, etc.
It is my experience as a sales performance coach that there is always one
point of focus that carries more weight than any other part of the process
for each individual practice. Again, what is the one thing or activity in
your practice that seems to make everything else happen?
Determine the single point of focus (trim tab) that has the greatest
impact in your operation and do as many of those as you can during the
last quarter. The concept of the trim tab will give you a simple focus,
and that can make all the difference.
Sales Performance Coach to Financial Advisors