On this week’s episode of Quantum Growth for Financial Advisors, Jena and Jon delve into the concept of EOS, with Jon sharing his firm’s experience using it and its commonality among successful entrepreneurial businesses. They discuss the roles of a visionary and an integrator within a business and how EOS helps in defining and achieving the organization’s vision. Jon also explains the Vision Traction Organizer (VTO) and its role in clarifying the company’s vision, mission, and values.
Underestimating Long-Term Potential
Jon discusses the common tendency to overestimate short-term accomplishments while underestimating long-term potential. Using his own journey as an example, he explains how he achieved significant growth over a 10-year period, challenging the notion that 10x growth is easier than 2x. The discussion ties into the utilization of EOS (Entrepreneurial Operating System) and the importance of thinking big and differently.
Strategic Planning and Goal Setting
Jon delves into the strategic planning process, highlighting the need to envision long-term goals and then work backward to identify the necessary steps to achieve them. He introduces the concept of “rocks” as specific quarterly focus areas for individuals, emphasizing the importance of keeping the number of rocks manageable to ensure effective execution. Jon also seeks input on the key considerations for defining rocks and their role as leading indicators.
Leading Indicators and Next Best Actions
Jena and Jon discussed the significance of leading indicators and next best actions in achieving long-term goals. Jena emphasized the need to tie goals to specific actions, such as drinking more water or going to the gym, rather than focusing solely on the overall goal. Jon highlighted the importance of identifying the next best action to bring long-term visions to life, and the potential need to reduce the size of a client base or develop a junior advisor to create space for larger goals.
Setting and Achieving Goals through Rock Planning
Jon discusses the significance of picking the right rocks in rock planning, emphasizing the need to focus on habits that will contribute to long-term goals. He explains the concept of carrying forward unfinished rocks to the next quarter and the importance of hitting those rocks 80% of the time to make significant progress. Jena expresses the challenge of narrowing down the core focus and juggling multiple important tasks, seeking advice on how to decipher between important tasks.
Increasing Revenue through Client Engagement
Jon shares a strategy for increasing revenue through client engagement by focusing on financial planning fees. He advises having in-depth conversations with clients about the value of comprehensive financial planning and suggests setting a goal for the number of client conversations per week. By implementing this approach, he explains that advisors can drive new recurring revenue and potentially improve the client experience.
Accountability and Goal Setting Process
Jon emphasizes the importance of self-leadership and accountability in achieving business goals, particularly in the areas of financial planning and referral asks. He introduces a process for setting and tracking goals, highlighting the significance of identifying, discussing, and solving challenges within the team. Jena expresses agreement with the approach, emphasizing the value of tracking progress to pivot and improve performance.
- Entrepreneurial Operating System®
- “Traction: Get a Grip on Your Business” by Gino Wickman
- Identify Your Weaknesses and Opportunities to Improve Your Level of Leadership with Ray Kelly
- LinkedIn: Jon Randall (chief coaching officer at Dynamic Directions)
Connect with Kuttin Consulting Group:
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- LinkedIn: Jonathan Kuttin
- CPA Alliance Coaching
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Joseph joined Jon’s wealth management practice in 2012 as a junior associate. He quickly found a strong niche building relationships with local CPAs on Long Island and in New York City to help source new clients and professional alliances to the firm. He works with 20+ CPA and attorney partners in our close knit network and has experience developing inside sales teams to reach niche target markets within the financial services space. Joseph manages the sales and onboarding of advisors and accountants into the Kuttin Consulting Group family and acts as a general coach in helping advisors work smarter with accountants and other professionals to help realize their business and personal goals.