The one thing all professional advisors have an equal amount of is time.

We all have 24 hours in a given day. The concept of time-management is a bit of a misnomer. We can’t manage time itself; we can only manage the activities we choose to engage in each business day. The more you value your time, the more your clients will, as well.

Of the many benefits that come from defining your process and procedures, your ability to project scarcity is high on the list. The Law of Supply and Demand says that if something is in scarce supply, the demand typically increases. What do you supply? Time! And you have to be unreasonable - both in terms of how it is allocated and the optics in terms of how it is valued.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

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Have your clients buy into a panoramic and all-encompassing process that puts every piece of the financial puzzle together. Learn more at www.paretosystems.com

Whatever your goals are, if you want your business to serve your life rather than the other way around, you have to get your business out of your head (and your assistant’s head) and start documenting your procedures. I know it sounds like work, but the payoff can be massive.

Learn how to document and organize your process with Total Client Engagement: www.paretosystems.com/total-client-engagement

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Every action you perform three or more times, or which has three or more steps in the process, should be documented in your playbook. That is the Rule of Three.

Get everything out of your head and the heads of your team members. The benefits of a playbook go beyond just consistency and continuity. The efforts compound over time creating momentum - regardless of who is deploying them. If a business is driven by maverick talent who operate daily out of their heads, the value is lower than a business driven by the procedures contained in a playbook. The faces on your team may change over time but your processes remain.

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Stephen Covey, the legendary author of the book The 7 Habits of Highly Effective People, advised that you should always begin with the end in mind … I suggest that you apply a mindset of building a business with the intention of selling it for maximum value at some point in the future.

Even if the thought of selling your business hasn’t crept into your mind, or is a distant vision for many years down the road, it’s a good idea to apply the philosophy of maximizing the equity value in your business on an ongoing basis.

Excerpt from The Advisor Playbook

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Knowledge is knowing a tomato is a fruit. Wisdom is not putting it in a fruit salad - Miles Kingston

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