"Rethinking the Extraverted Sales Ideal: The Ambivert Advantage"

Review of the findings in the article Rethinking the Extraverted Sales Ideal: The Ambivert Advantage by Adam M. Grant at: https://doi.org/10.1177/0956797612463706 Relate these two questions: Do you believe Extraverts make the best salespeople?Have you heard of Ambiverts? Research by Adam Grant of Wharton School at the University of Pennsylvania (DO...
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Are You Leading Your Clients?

During a recent leadership discussion with several financial planners, I was reminded that the internal leadership qualities used within their firm also applied to planner-client dynamics. Leadership in action can take a range of forms from "Emergency, get out of the house! It's on fire" to "Hey! Your house is in a wildfire-prone area, so we should...
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Five Ways to Use Inclusion Behavior to Avoid Practice Management Headaches

David F. Smith, PhD*Inclusion behavior is a leader behavior that can improve team effectiveness and process efficiency. Leadership research has determined that the one-on-one relationship between a team leader and each team member is critical to team success. Successful outcomes are associated with specific leadership behaviors. Leaders can exhibit...
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Mining the Gold That Is Your Introvert Employee

IT IS ESTIMATED that fully 50 percent of the working population in the U.S. is somewhat to highly introverted. This means that it is possible that half of the valuable employees at a financial planning firm prefer to not be on committees, prefer to not go to conferences, prefer to work alone, prefer to think&...
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Reverse Mentoring Overview

AT AN INDUSTRY conference recently, I was reminded how powerful reverse mentoring is for leadership development. Reverse mentoring is a management tactic that pairs senior members and junior members of the firm. This sounds like mentoring, but in this pairing, the junior member is in charge.I will be pre...
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Changing Leadership Behaviors is Habit Forming

Changing behavior as a leader requires targeted effort. The important leadership behaviors need to be habits, so change is creating new habits. The first step is to observe how the leadership behaviors of inclusion, respecting, rewarding, improvement, and modeling are used at the start of the change process. The second step is to create goals ...
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Five key leader behaviors that keep your best staff on your team

Five key leader behaviors that keep your best staff on your team by David F. Smith, Ph.D., CFP® Every person in a medical practice, including the physician-owner, medical director, office manager, lab technicians—everyone—has some thought of quitting their work. The thoughts may be pervasive or momentary, and action may be imminent or a "Me? – Neve...
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Understand the Behaviors of Leaders and Team Members to Improve Your Organization

Understand the Behaviors of Leaders and Team Members to Improve Your Organization by David F. Smith, Ph.D., CFP®  RESEARCH ON EFFECTIVE leadership shows that applying five specific leadership behaviors when working with each team member will improve your organization  Research also shows that team members can behave in three ways at ...
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The Inclusion Behavior

Think "Inclusion" to Build Teamwork by David F. Smith, Ph.D., CFP® GETTING THE RIGHT work done the right way is crucial to every financial planning practice—and it requires teamwork. A practice leader, office manager, or lead planner who builds a high-quality social exchange relationship with each team member individually will benefit from hav...
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Voluntary Termination Intention

by David F. Smith, Ph.D., CFP® Are They Thinking of Quitting? Yes. Leadership studies find that each employed person has a degree of what is called voluntary termination intention (VTI) and CFP® firms are not immune to this employee characteristic. VTI came up during table-talk at an FPA® Chapter meeting: "Millennials just up and leave," compl...
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Promoting Improvement: A Key to Teamwork Excellence

by David F. Smith, Ph.D., CFP® Providing great service to clients is critical for CFP® practitioner firms to succeed. Perhaps it goes without saying that having team members get better at what they do leads to excellence, but there is much more to "improvement" than job excellence. Download PDF File Here
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