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Category: Sales · 3 min read

5 Things That Successful Financial Professionals Do Differently

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on November 21, 2019

author profile photo

on November 21, 2019

financial professional sitting down with two of his clients

We’re all unique human beings, but, as Maya Angelou says it, “We are more alike, my friends, than we are unalike.” It’s an interesting dynamic. We have a lot in common, but we have some key differences, too, in how we act, live, and think.  

The same is true when it comes to the differences between financial professionals. We’re more alike than unalike. However, there are a few key attitudes and practices that set successful financial professionals apart from the rest. Let’s take a look at five of them.  


1. Approach Every Situation Positively  

Your mindset has a major impact on how you view each situation that comes your way, good or bad. Adopting a positive mindset is key to handling each day with confidence and success. This means seeing the good in a bad situation, asking “How can I?” instead of “Can I?”, and not letting bad news ruin your attitude. It’s focusing on what’s going right, instead of what’s going wrong. And your clients will be able to pick up on it, too. Positivity is contagious, and by harnessing it in your day-to-day work, you can handle whatever comes your way.  

Adopting a positive mindset is key to handling each day with confidence and success.

2. Stay Focused on What Matters 

It’s easy to get distracted throughout the day. There are always little interruptions or side conversations that tear us away from focusing on what truly needs to get done. These distractions aren’t beneficial for anyone. If you realize this, and work hard at eliminating them from your work day, you’ll be able to stay focused on what matters. This may mean silencing your cell phone, avoiding social media, and shutting your office door. Whatever it takes to shut off the distractions.  


3. Care About Clients 

Listen to this: A Gladly customer service report found that 74% of people said that quality customer service is very important, and may be the most significant factor when making a purchase.1 Your clients and prospects expect to be treated with care. They want a great experience where you go above and beyond what they expect, and it’s vital to them that you follow through. Successful financial professionals realize this and adjust their customer experience appropriately. They care about their clients. How? Here are a few ways: 

  • They treat them like family 
  • They personalize and customize every communication and meeting 
  • They actively listen to their clients 
  • They remember their life milestones 

Here are some more tips about enhancing your customer experience that also goes in-depth on the ideas above.  


4. Learn From Failure 

Failure is a natural part of expanding our boundaries, skills, and business. I say this a lot, because I truly believe it: “If you’re not making mistakes, you’re not working. We just try not to make the same mistake twice.” In order to grow, we’ve got to get a bit uncomfortable and take some chances. The best financial professionals turn their failure into a learning experience. They own it, remember it, and become better because of it.  

The best financial professionals turn their failure into a learning experience.

5. Have Clearly Defined Values That Set Them Apart 

You started your business for a reason. What was it? Thinking through these questions might help guide your answer:  

  • What value do you provide to your clients?   
  • What is it that you do for them to help make their lives better?   
  • How do you benefit them?   

If you can answer these questions and identify a reason you’re in business, then you have the start of your company’s value proposition. This is what sets you apart from your competition and explains the key benefits you provide to your clients. Clearly defining your value proposition is critical to your company’s overall branding and messaging. Your value proposition can influence every email you send, every social media post you write, and every meeting you have. To create your value proposition, follow these steps.  

The most successful financial professionals are just like you. They have similar struggles and challenges, but they stay focused and positive, and are constantly working on improving themselves and the lives of their clients. You can, too. Why not start today? 



1. Gladly. “2018 Customer Service Expectations Survey.” 2018.  


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Written By

Mark Williams

President and CEO

Mark Williams is the President/CEO of Brokers International. Over his more than 25 years of financial services experience, Mark has been both a producing independent agent in the field and a home office leader consulting to agencies and field marketing organizations. Currently, Mark is focused on the future of the insurance industry, from the disruptions of InsurTech and robo-advisors to the changing demographics and needs of customers. He also is an avid mentor, helping financial professionals navigate the industry.

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