42
For Advisor Use Only
March/April
2014
Practice Management
which the junior advisor will handle portfolio analysis,
trading, and client meetings (with senior advisor oversight).
The junior advisor will begin to develop scripts, participate
in client events and workshops, and implement the 20-point
system for him- or herself. Together, the junior and senior
advisor will continue to work through mock client cases
and meetings, as well as manage the junior advisor’s pipeline.
Participant Experience
Participants in the first Junior/Senior Advisor Intensive
have given the experience high marks. Donnie Robinson,
associate advisor at Atlanta Financial Associates, Inc.,
described his involvement as a junior associate in the
program as far exceeding his expectations. He said, “It
was something we had wanted to do for quite some time,
but in such a small office, we don’t have the training in
place to get someone up to a full-producing advisor.”
Working alongside his mentor Julie Andrews, Donnie
said he gained skills, tools, and a network that contributed
to his development. Donnie also uncovered truths about
himself that helped him overcome reservations he previously
had. “When you think of the people who are most successful
at selling, they are generally going to be higher on ‘quick
start,’” Donnie said when referring to his Kolbe
™
survey
results. “That was always a concern of mine, but once we
started discussing survey results as a group, there were two
very successful senior advisors who had similar results as
mine.” Through this, Donnie said he learned that “you just
have to rely on your strengths.”
Senior advisors participating in the Junior/Senior Advisor
Intensive also noted significant benefits from their
participation. Julie Andrews was most surprised by the
value she received from her interaction with other senior
advisors. She stated, “There were a couple of senior
advisors who had [groomed a junior advisor] previously.
It was interesting to talk about what worked and what
Figure 1 illustrates the production levels of the solo advisors without a continuity agreement on file. Of the advisors in
this highest-risk age group, 33 are over age 60, 123 are between ages 50 and 60, and 80 are under age 50.
“What was apparent is that there is no one
path to success . . . but there is a common
thread with regard to how [the senior
advisors] approach their lives: with an
unyielding compassion, kindness, and
selflessness that serving their clients well
is the greatest reward this profession
can provide. My dream is to develop a
practice and live my life in accordance
with those values.”
— Mike Aroesty, D.B. Root & Company
(junior advisor to Dave Root)
Chairman’s
Leaders (excluding Chairman’s)
President’s Club
Winners Circle
Business Experience
$200K–$425K
Figure 1. Solo Advisors Without Continuity Plans
6 10
14
33
22
151
Continued >
