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Building a loyal, passionate, engaged Staff

Financial professionals have four desired outcomes from their business: they want to enhance the value of the practice, increase the revenue and profits, increase their personal satisfaction and improve their lifestyle. To meet these goals and lead a successful practice, you need to create a team of loyal, passionate people. Three C's will help you engage your people.

Friday, October 22nd 2010, 11:54AM


The people who join your team want to belong to something special. They need their own reasons for doing the uncomfortable and the inconvenient, but they need an even bigger reason to put their heart and soul into your business.

One financial planner I work with gives potential new employees his manifesto and business plan at the beginning of the recruitment process and asks them to read it prior to the first interview. He asks them to write a one-page personal contribution document on how they could best assist his team in achieving his manifesto. At that first interview, the business owner discusses the potential new staff member's interpretation of the manifesto and personal contribution document to gauge their level of excitement.

You want people who are excited about contributing to your business and being part of a bigger picture.


Create a culture that brings out the best in your people. Just like each of us is designed with a variety of genetic attributes, every business has its own type of DNA. It is these characteristics that build your culture, which continues to shape the characteristics of your business.

If you don't tell a story that engages people, if your manifesto doesn't reach them, your team will just go through the motions. New people will treat working for you as a job. Instead, give them an opportunity to be passionate, a vehicle to pursue their dreams and a place for them to contribute.

The power comes from involving your team members. As you engage your people, you will move one step closer to having more passionate people working with you rather than for you.


The final key is about using collaboration, harnessing the power of people who want to create and be part of a dynamic business. Most teams get along, do what's required and work well together. With a collaborative team, you can create a better service experience and enhance your business's operational effectiveness.

Involve your team in the process of working on your business so they can take ownership of the challenges and successes. This type of effort requires a commitment, but first it requires a commitment by you to let go and involve the entire team.

Keith Abraham, CSP is one of Australia's most in-demand conference speakers, business growth catalysts and innovation facilitators, working directly with some of the world's leading brands. In addition, Abraham has worked with more than 200 high-profile financial advisors, helping them increase their business.


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