In her soon to be released book, "Living Life With No Regrets," my wife, Anne, interviewed Dennis Collier. Dennis is a registered dietician and certified exercise physiologist. One of the questions she asked Dennis is, "What is the impact of choosing not to lead a healthy lifestyle over the short-term and long-term?" His answer can have a profound positive impact on your business health and fitness also. He said, "This question really gets to the root of the cause of why people often choose NOT to do the healthy things. The key is this – there are minimal short-term consequences to making the unhealthy choice. In fact, quite often it is just the opposite: the unhealthy choice is the one that is most pleasurable. This applies to many things in life, not just health and fitness."

In another part of the interview Dennis continues, "Few individuals can honestly say that eating a spinach salad generates the same immediate pleasurable sensation as eating an ice cream sundae. On most nights, it is immediately easier to go home and curl up on the couch instead of going for a workout in the gym. It is only in the long-term, after a lifetime of such choices, do the negative consequences rear their ugly head. My friend, who has lost a great deal of weight, said it best when asked how he, an intelligent, successful man, could have allowed himself to go through life so obese for so long, 'I knew that it was probably going to kill me, but I also knew that it probably wasn’t going to kill me tomorrow!'"

Dennis continues, "The key term we could all benefit from exploring is that of delayed gratification. We need to shift our focus from the pleasure that we will immediately get from the unhealthy choice, to the more fulfilling life of abundant health and energy that will surely come to us if we choose to make the healthy choice."

And the same is true for making good business decisions, isn't it? It's easier to read an article about the market or the economy. It's easier to do research about the next great technological tool. It's easier to help your assistant do an administrative task. If you don't ask for referrals today, it isn't going to kill your business. If you don't make follow up calls today, it isn't going to kill your business. If you don't improve the value you deliver to your clients today, it isn't going to kill your business. If you don't get more organized today, it isn't going to kill your business. If you don't hire a great assistant today, it isn't going to kill your business, etc, etc, etc... String those days together, however, and after a few years you find yourself smack, dab, in the middle of mediocre-land. Mediocre production. Mediocre quality of life. Mediocre clientele. Mediocre value proposition. My guess is that you didn't enter this business intending to put down permanent roots in the heart of mediocre land.

So, what can you do about it? Take it one day at a time. The beauty of it being easy not to ask for referrals today, is that it's also easy to start asking for referrals today. Today you can make follow-up calls. Today you can improve your value delivery. Today you can get more organized. Pick one or two things and do them today. Today you can also stop doing one or more of the many things that do not move you toward your goals. Then, you can do what you know moves you towards your goals again tomorrow.

And while you're at it, feel free to do the same with your health and fitness. Make it a great day... today.

We Believe in You ,









Bill Bachrach, CSP, CPAE (Speaker Hall of Fame)
Chairman & CEO; Bachrach & Associates, Inc.
Author: Values-Based Financial Planning & High Trust Leadership

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Contact Anne Bachrach at the Financial Services Speakers Network at anne@fsspeakers.net to schedule Bill Bachrach to speak at your next meeting or conference.

As a financial professional, you know the importance of focus and how it directly affects your success, for better or worse. This is most evident when applied to your goals; the more focused you are, the more precise your actions can be, getting you closer to your goals - faster. But did you know there are different levels of focus? The level which you are focused on will determine where you’re going. So the question is - do you know where your focus is taking you?

We’ve discussed focus before, and while I suggest that focusing on a single task at any one time is ideal, I’m about to introduce an exception to that rule. The exception applies to the focus you place upon your short-term and long-term goals.

As I mentioned, there are different levels of focus, they are: Current, Daily, Weekly, Monthly, Yearly and Life. Unfortunately, when it comes to goals, having too much focus on short-term goals can cause short-sightedness. Focusing only on your short-term goals means that your yearly or life goals may never get the focus they deserve.

Let’s explore the different levels of focus.

Immediate Focus: The most basic form of focus, and the goals that are immediately in play. In the moment, focus is useful for getting from Step A to Step B, B to C, and so on. As an Advisor, this is an important tool to use when completing complex tasks that must be broken down into smaller pieces.

Daily Focus: The goals for the day. These goals range from the time you wake up to the time you go to bed and could be personal and/or professional achievements. Your daily focus should support your monthly focus. Try to have powerful daily focus every day - something that will visibly and immediately have a positive impact.

Monthly Focus: The short-term goals for the month. These should always support other short-term goals (six months, yearly), as well as long-term goals. Choose powerful monthly focus activities and be sure your daily focus supports monthly achievements.

Yearly Focus: The goals to be achieved within one calendar year. Your yearly focus should contain your annual goals, as well as stepping stones to long-term goals and your overall purpose in life.

Overall Life Focus: This is more about overall purpose in life - the big picture. This is about focusing on who you want to be, what you want to experience, and your core values. To achieve all the goals you have set for yourself, you must use all levels of focus. The reason being is, each step you take, however small, directly affects your ability to achieve your life goals. When you are consciously aware of all levels of focus, you can determine which steps will support your goals and avoid the steps that do not.

To help you apply this concept, review your Success Road Map®. Is it current? If not, get it updated. If you don’t have a Success Road Map®, you need one so call (858) 558-3200 and get an appointment on your calendar today. This is a great complimentary experience and something that will help you get laser focused on your goals and what is truly important to you in life.

Another valuable tool to help you get focused is the Wheel of Life. Take advantage of this complimentary exercise by going to:http://www.accountabilitycoach.com/coaching-store/inner-circle-store/

*Important note: If your goals are in conflict - nothing will be achieved. All short-term goals should support other short-term goals, as well as your long-term goals. Get clear on what you really want to achieve over a lifetime and then break it down into smaller steps that can be achieved yearly, monthly, and daily.

In an effort to encourage you to achieve your goals easier and faster, leave the past where it belongs - in the past. It’s tempting to replay old scenarios that you would change if you had a second chance, but focusing on the past takes away valuable energy that should be used for the present and future. Take the lessons you’ve learned from past experiences and apply them to your success. You can’t change the past so there is no need to dwell on it. Easier said than done and yet good to keep in mind.

Remember, your energy will always go in the direction of your focus, so keep it where you can make some real changes - in the present and future! Focus on what you really want in life and work toward achieving those things so you can fulfill everything you want in life.

Anne M. Bachrach. All rights reserved.

Anne M. Bachrach is the author of the book, Excuses Don't Count; Results Rule!, and her newest book Live Your Life with No Regrets; How the Choices we Make Impact Our Lives will soon be available. She has 23 years of experience training and coaching. Anne helps financial professionals keep and get more clients while maintaining balance in their life. Through her proven systems, she inspires Advisors to stay focused and take action on the highest payoff activities that lead to their ultimate professional and personal success. Take advantage of the many complimentary resources on her website (www.AccountabilityCoach.com) and subscribe to her blog (www.AccountabilityCoachBlog.com). ________________________________________________________________________
If you're looking for a cost-effective way to help you stay focused and gain a competitive advantage to achieving your goals in the current economy, click here to learn more about joining Anne Bachrach's 90-Day Goal Achievement Group Coaching Program.

Have you ever been on vacation and wished you didn't have to come back? Have you ever woken up in the morning and wished that you could just skip the office today? Are you surrounded by mountains of paperwork that seem to mate like rabbits when you are not looking?

The secret to breaking these cycles forever is systems and processes that can be executed by anyone on your team. Imagine a world where every process was documented with easy-to-follow, step-by-step directions. Anyone could tap into your company knowledge base or pick up the manual and be able to execute any process flawlessly. How would that free you up for more productive and exciting work?

What if all of your client meeting preparation was on autopilot?

What if your systems and processes were so well organized that all of your client meeting preparation could be done by your team and all that was required from you was one hour to review and make minor adjustments before presenting everything to your clients? This is not only possible, it is the way I have been running my business for the past decade. I only do work that only I can do. Everything else is delegated to an internal or external Deliverables Team Member.

Who manages all those people? I don't have time for that!

The short answer is that they largely manage themselves. Each Deliverables Team member has clear job descriptions and clear accountabilities to other team members and to our clients. Our deadlines are real because their work is reviewed by other Deliverables Team Members in regular meetings so employees who show up with shoddy or incomplete work are quickly identified. That allows the team to train them further, or replace them as appropriate, using our training and recruiting processes.

What if they could train themselves?

I long ago learned that training was both critical and time consuming. What I discovered was that I could do the training once using video, audio or print materials, and from then on my team could train themselves because our systems and processes were so strong. I am a big believer in checklists and we use checklists to drive everything. If we have done everything on the checklist, we know that we are running like a well tuned engine.

What if all the training, all the checklists, and all of the systems and processes were already created?

Well, they are. We've put them all together in a turn-key client service system called The Trusted Advisor Tool Kit™. You can learn more at www.TrustedAdvisorToolkit.com. Regardless of whether you use my system or develop your own, the key to freeing your time and your life to live it as you choose lies in creating a business model that requires as little of your personal time as possible. Otherwise, your business owns you and you personally must be there every day because you are the product. If you can shift your mindset, to your systems and processes and the client deliverables are the product, you are free to create and add the unique value that only you can bring to the business.

Strategic Delegation

We make a sharp distinction between delegation and strategic delegation. Delegation just means giving your work to others to complete. Strategic Delegation is training others to do work that adds real value for clients, and does not include shuffling papers or filling out forms. That work may be delegated as well but we would not categorize it as strategic delegation.

With the exception of client acquisition, there is no other task that should be higher on your priority list than designing and executing the systems and processes that will allow your business to run flawlessly. It will be a gift to you, your family, and your clients. So, declare Christmas in July right now by giving yourself the gift of time. It will make your business more valuable and your clients happier!

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Follow the story of how one Financial Advisor successfully moved from being an Investment Content Expert to a Trusted Advisor delivering fully comprehensive financial services through a team of experts. You may sign up for "The Kate Wilson Case-Study" at no charge at http://trustedadvisortoolkit.com/. Mark McKenna Little is a speaker, author and Trusted Advisor who works with advisors committed to implementing comprehensive financial services.

How exactly did Shackleton get 32 men to go where no man had gone before? And once there, how did he keep them aligned and engaged during all the unexpected changes and disappointments?

Well, this is where my Third Law of Leadership comes in.

To Be Powerful in the World, You Must Learn to Co-Create and Master a Game Worth Playing.

While Shackleton held the Vision, he engaged others in making it possible. In other words, he co-created each step of the journey, from raising the money, to recruiting the men, to surviving the adventure. And he did so by painting a vivid picture and focusing not on wealth or riches, but rather on something else entirely. He focused on something bigger than himself. He focused on the challenge. Something that would make a difference in the world. The fact that 5,000 men put their hands up was certainly proof that his Vision sparked the imagination of many.

Now the amazing thing was that as circumstances changed Shackleton simply repeated a specific process again and again and again. Establish the mission, align, engage, fail, create a new Mission, align, engage, fail, create yet another mission, align, engage, and succeed. It wasn't just his mission, but theirs too, and in every case he succeeded at doing what many contemporary business executives fail to do. He was able to align and engage each and every one of his people in an ever changing hostile environment. The result was one of the greatest adventures stories of all time.

"In the face of changing circumstances and constant danger, Shackleton remained positive and decisive, which buoyed his crew. Further, throughout the 22-month Endurance expedition, Shackleton was able to bring out the best in each of his men. Each crew member contributed to the team's survival, from Captain Frank Worsley, whose exceptional navigation guided the men to both Elephant and South Georgia Islands; to carpenter Chippy McNeish, who reinforced the lifeboats; to cook Charles Green, who created meals day after day with limited resources; to Alexander Macklin and James McIlroy, the two doctors, who saved Steward Perce Blackborow from gangrene resulting from frostbite; to second-in-command Frank Wild, who served as leader of the 21 men on Elephant Island after the departure of Shackleton and companions for South Georgia...Shackleton also encouraged esprit de corps by dissolving traditional hierarchies. For example, all men were required to take shifts on watch and scrubbing the deck." (Source Shackleton's Arctic Adventure, WBGH Educational Foundation)

Engaging people requires a Leader who authentically knows himself (Law I), who understands humanity and is able to master multiple relationships (Law 2) and co-create a Game Worth Playing (Law 3) where each member of the crew feels:

1. Part of something meaningful
2. Challenged
3. Appreciated
4. Responsible for the outcome

That "Twenty-eight ordinary-turned-extraordinary men, led by Shackleton's example, survived nearly two years of unimaginable hardship at the end of the Earth," is a testament to how authentic leadership can interface with ordinary people and create extraordinary results. Values-Based Financial Planning™ can give you access to the level of leadership needed to engage clients at a deep level.

Sail on.

Thanks to Wikipedia and WGBH for their engaging material. If you'd like to read the entire riveting story of Shackleton's greatest adventure, I recommend that you read The Endurance, by Caroline Alexander. Knopf Press ©1998.

Entrepreneur, speaker, author and CEO Guide, Tom Voccola is the CEO of CEO2, a Chief Executive Consulting Firm specializing in the rapid transformation of corporate and organizational cultures. Tom is the co-founder and past Chairman of the Los Angeles area CEO Round Table for the American Electronics Association, and the author of The Accidental CEO – A Leader’s Journey from Ego to Purpose. His life's work is to inspire a new generation of leaders who transcend ego and its fear based agenda. His work gives executives immediate and authentic access to new levels of power, influence and freedom within their organizations.

Last month I walked you through the case study of Minute Clinic to demonstrate how very critical it was that their TouchPoint was aligned with, reinforced, and amplified their Overpromise of "You're Sick. We're Quick." This month I'd like to show you how to apply that kind of alignment to your financial services business.

The most critical step is, of course, to create your Overpromise so you are clear about EXACTLY what it is that you are aligning to. I've covered how to create your Overpromise in previous articles so let's assume you're clear on your Overpromise and are ready to move on to alignment. In the Bachrach and Associates, Inc. Ideal Life Turn-key Business Model, the Overpromise is to deliver fully comprehensive financial services that are completely aligned with the client's values.

Product TouchPoint Alignment

Product TouchPoints include The Financial Road Map® Experience, The Quality of Life Enhancer Exercise™, The Values Based Quality of Life Newsletter, The Values Based Financial Planning™ book, The Five Critical Reports, Ten Client Deliverables™ and a completely transparent, fully disclosed, high integrity pricing model.

Systems TouchPoint Alignment

Systems TouchPoints include three meetings per year with each Ideal Client (defined by the Ideal Client Profile). Each meeting has its own unique agenda and checklist, including scripts and processes for managing each client interaction in an office environment conducive to private conversations about the client's most important goals and most deeply held values. Referrals are generated through a standardized referral process.

Human TouchPoint Alignment

Human TouchPoints are an extensively trained CEO orchestrating a Best-in-Class team of Subject Matter Experts in each of the five financial disciplines including financial planning, money management, tax, estate planning and insurance. Other Human TouchPoints include the extensively trained and highly competent Administrative Manager and Director of Client Services. The entire team's focus is to ensure the accomplishment of each client's Financial Road Map® and the realization of the client's Ideal Life.

In a Category of One

What is the point of Overpromising and Overdelivering? Isn't it to stand out from the crowd by creating unique value for a unique group of clients?

Who is your Ideal Client? What makes your business unlike any other? Is your business aligned to Overdeliver at each type of TouchPoint around a unique Overpromise? If not, review this newsletter series, and start by getting clarity on your Overpromise. If you are clear on your Overpromise but have not aligned your TouchPoints, that's where your focus needs to go. Exceptional alignment will bring focus to your team and clarity to your clients. Alignment will make your business more successful and profitable, and if your business is truly remarkable, you will have more clients than you can imagine. Alignment must become your mantra.

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Rick Barrera is a nationally acclaimed marketing consultant and author, known throughout the Fortune 500 for his extraordinary speaking ability and his unique approach to brand building. His consulting focuses on helping companies design unique client experiences that drive high levels of referrals. Rick's research on the strategies used by breakthrough brands like Apple, American Girl, Starbucks, Chico's, Lexus, Tivo, and Google will change your thinking about marketing forever.

His impressive client list includes Abbott Labs, AutoZone, Bayer, Caterpillar, IBM, Intel, Merrill Lynch and Verizon. His newest book, Overpromise and Overdeliver: How to Design and Deliver Extraordinary Customer Experiences is both a Wall Street Journal and Business Week best seller.

Click here to learn about upcoming and archived Webinars to help you better serve your clients and build your business in today's economy.	Click here to learn about Audio downloads of interviews and speeches by Bill Bachrach to help you better serve your clients and build your business in today's economy.	Click here to access articles to help you better serve your clients and build your business in today's economy.	Click here to learn how a complimentary Success Road Map consultation can help you make this your best year ever - especially in this economy.	Click here to receive your complimentary copy of the 'Roadmap to Success' book authored by Bill Bachrach, Ken Blanchard and Stephen Covey.
Click here to subscribe to our monthly Electronic Newsletter; with content-rich articles from five industry leaders to help you build an Ideal Client Community in any economy.

The Trusted Financial Advisor (tm)
ISSN 1543-432X
A monthly publication dedicated to helping transform the financial services industry from salespeople to Trusted Advisors. Bachrach and Associates, Inc.

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(c) 2010 Bachrach & Associates, Inc.
All rights reserved.
The following are registered and trademarked and intellectual property of Bachrach & Associates, Inc.: Financial Road Map®, Success Road Map®, Values-Based Selling®, Values-Based Selling® Academy, Values-Based Selling® Academy 2, Trusted Advisor Coach®, Values-Based Financial Planning™, Being Done™, Values-Based Financial Professional™, The Values Conversation™, High-Trust Leadership™ and The Quality of Life Enhancer™. All rights reserved.