When was the last time you thought about your competition and whether you are prepared to out sell them? Now that we have survived another year of industry changes, it is time to look ahead to 2012. To help you prepare, ask yourself these questions:

• Do you have strong value-based relationships with the right referral partners?
• Do you set accurate expectations with your client base that you can manage and meet?
• Do you have superb follow-up and follow-through skills?
• Why do you feel you made it through this cycle while your competition has met a different fate?

A popular word today is “sustainability”. In the financial industry, sustainability boils down to being consistent and prepared. Preparation allows you to be there for your clients when they call with a question. Preparation allows you to be organized, leading to better follow-through. Preparation leads to consistency and consistency leads to more closed deals. If you are prepared, you will be more confident and never doubt that you have what it takes to be better than your competitors. Just remember to focus on what you can control, not what you can’t. Ask yourself if you are prepared enough or did you just put in the bare minimum. You will get out, what you put in.

The end of this year will determine who is prepared and sustainable in the New Year. You can choose for yourself what direction to take. Prepare for it, believe in it and be committed to being the best in your market.

We are firm believers in one’s environment, leadership, and people collectively succeeding or failing. Will you succeed on your own? The reality is we can be more successful collectively, as long as we are prepared.

Let me know how this topic IMPACTs your business. Hammerhouse — a leading strategic and development growth partner — will continue to strive to create value by reporting on the trends and best business practices in our industry. If you want to find out more, give us a call. If someone has forwarded this IMPACT to you and you would like to start receiving these personally, please visit our website www.teamhammerhouse.com and sign up under our Contact Us page.