COACHING OTHERS TO SUCCEED by Dr. Rick Jensen
Your ability to delegate is dependent on your ability to coach
Have you ever had one of those days when you’ve worked 8-10 hours, yet didn’t seem to accomplish anything substantial? Likely, such days are caused from you getting bogged down by “necessary non-essentials” – those tasks and activities that are begging for your attention, relatively simple to execute — yet not the best use of your valuable and limited time. These non-essentials include tasks such as emails, incoming phone calls, paperwork, social media, or a host of administrative demands.
Top performers understand that, although necessary, these activities are better completed by someone else. In the world of financial services, advisors know that their time is best spent building relationships with clients, prospects, and centers of influence. However, to do so, advisors must recruit, hire, and coach associates to take care of their necessary non-essentials. Too often, advisors hire staff, but then do not provide staff with the necessary training, tools, and on-going coaching to effectively and independently take tasks off of the advisor’s plate. The result – a decline in business growth due to the advisor spending less and less time talking with people with money.
How can you minimize the time that you spend on “necessary non-essentials?” Have you effectively hired and coached associates to whom you can confidently delegate tasks? Have you provided them with the tools and training needed to succeed? Consider the following actions to improve your productivity via coaching and delegating to others:
1) List the top 2-3 essential activities that you should be spending time on each day.
2) List the other less essential activities that take time away from those you listed above.
3) Determine how you might coach others to assume responsibility for these necessary non-essentials (hire an associate, partner with a junior colleague, hire a part-time assistant, take on a college intern, etc.).
4) Schedule time each week to train and coach others.
Take responsibility for others’ success – if those around you fail or underperform, recognize that it is likely because you did not effectively coach them. The more you coach others to take care of your “necessary non-essentials,” the more time you will spend on activities that are higher priority and revenue generating — ultimately increasing your productivity.
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