Back to the basics

By Karlan Tucker

Tucker Advisors


Vince Lombardi, revered as the greatest coach in the history of the NFL, was renowned for his emphasis on fundamentals. Often, in speeches to his players, he would focus heavily on the fundamentals of the game. He always pushed them to get back to the basics. Many of Lombardi’s ideas and quotes have been used throughout sports and business alike.

Sometimes, I feel like I need to get back to the basics myself.

As advisors, we live in a world of constant change — market movements, regulation, compliance, products, products and more products! As financial professionals, it is our job to stay on top of these changes and to instruct our clients appropriately.

As important as it is to take care of my clients, I have to ask myself, “What about my responsibility to myself as a salesperson?” Well, that’s where, every now and then, I just have to force myself to go back to the basics. Investment and regulation climates may be ever-fluctuating, but people are still going to be people.

People will always love to buy, and they will always hate to be sold. They will, at times, make decisions emotionally and will do business with people they like and trust. Your clients need to be educated, but they can also easily suffer from information overload.

There are so many variables in the sales process, rendering even the most brilliant of advisors’ success directly correlated to their sales skills. This is why sticking to a well-structured first appointment is so important.