Don’t Make the Majors Minor

AdvisorBlast – Quick Tips to Accelerate Your Practice
In this issue: When everything is “top priority,” the reality is that nothing is.


In recent weeks, as I was helping a coaching client work through what he wanted the end of the year to look like, he commented about how frequently in our industry high achievers get highlighted as people to emulate. He acknowledged that being inspired by what others have done can be useful, but said, “I want to be more inspired by who people are – by their character and the influence they have had on others in their life journey.”

I like his approach! So, this month, rather than focusing on plans to simply do more, I wanted to focus on ways we can be more.

Becoming someone of influence, whether in your clients’, family’s or community’s eyes, means making some tough decisions. Sometimes the most challenging decisions are ones that mean you can’t help everyone: you can’t attend every meeting and event, you can’t fulfill every request for participation, you can’t truly deepen every relationship. Though you may be capable of doing many things, doing a few things excellently has much more impact than doing many things at a lesser level.

Just because you can visualize a successful outcome of a goal, does not mean that you should necessarily pursue it. You have a finite amount of time and energy each day. If you get excited and go after everything you can visualize, you’ll likely be pulled in so many different directions that you may not see even one goal through to fruition, let-alone complete many with excellence.

Before you get back to that pre-vacation feeling of low energy and being swamped, recognize that it’s OK to say “No thanks” and focus on only a few major things.

What are those two or three key activities that need your focus now? To guide your thinking:

What are those core items in your business that you’re doing well, but with a little more focus, could do excellently?

  • Do you need to avoid adding another major item to your “to do” list until your client service model is completed and on your “done” list?

  • How often do you allow non-essential activities (otherwise known as distractions) to deplete your finite energy, time, and focus?

  • Would it be more beneficial to politely say “no” to some invitations, using that time instead to strategically and deliberately relax, connect with loved ones, and recharge?

  • Instead of frittering away the last half hour of the day doing something brainless because you’re energy is so low, should you clear your desk, decide what to begin on tomorrow morning, and head out for some physical activity?

  • Do you need to make a lunch appointment with your spouse through the week to let them see that they’re at least as important as your career?   

Now, complete this for yourself:

To be incredibly successful in this profession that I love, I need to begin and complete ________________ (name the task).

It will be immensely helpful when completed, and should take ____________hours.

I can’t do it all now, but by committing __________minutes each day, with my door closed and permitting no distractions permitted, I should have it completed by  _______________ (date).

Put this some place where you can see it each day to help keep you focus and remain so, on what really matters, and is going make the greatest impact.

Here’s to being more, rather than always doing more!

Copyright Paul Kingsman 2013

As a motivational speaker and executive coach, Paul Kingsman helps financial services professionals successfully grow their businesses by taking practical daily steps to achieve outstanding long-term results. Combining his experiences as an Olympic medalist and his background as an advisor, Paul understands how to stay focused over the long haul, as well as the unique business challenges faced by advisors. Through his professional speaking and executive coaching he equips them to overcome distractions so they can get the money they need, the clients they want, and the time to do what they love.

To find out more about how Paul can equip you or your team to achieve outstanding results, visit or email him at

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