When it comes to reviewing your performance, do you typically look at how many people you met? How many cases you closed? How much revenue you brought in? Or how many referrals you received?

Sure, all the above are important to keep track of, as they are metrics of growth. But I believe that if we are not careful, we can become overly focused on the quantitative side and neglect, what I find to be equally important, the qualitative side of the business.

Here is a different take on how you can review and view your business:

When you review your activity rate, don’t just check how many appointments you had that week or month. Instead, ask yourself, Am I meeting the right people? Who are the right people?

Apart from qualifying the usual needs and means, ask:

• Do I like them?
• Do they like me?
• Do they share common values with me?
• Do they give me repeat business?
• Do they give me referrals?
• Are they my ideal clients?

These questions will help you narrow down characteristics of your ideal client so that you can work more effectively and achieve higher levels of work satisfaction.

When you review a closed case, don’t just look at the case size and stop there; review by asking the client for feedback. Ask, “Mr. Client, What did you like about the process? What did you not like about the process? Why did you choose me?”

What you, as the advisor, think is important may not be perceived the same way to the client. Conversely, what the client values as important may not be perceived that way by you.

Focus on the latter so that your client will have a better experience and more satisfaction.

When you review a case that you lost, do not just simply move on to the next prospect, but pause and think:

• What could I have done better?
• Did I say something wrong?
• Did I not listen enough?
• Did I not ask the right questions?
• What is the learning point here?

Lastly, when planning your activity, instead of asking, “Whom can I close today?” ask, Whom can I help today?”

Instead of asking, “Whom can I get a referral from today?” ask, “Whom can I care more for today?”

Instead of asking, “How much sales target do I need to do today?” ask, “Whose lives can I impact today?”

I believe that asking yourself those qualitative questions will not only help improve your productivity but also create better relationships with your clients and improve your satisfaction in the business.

Nadia Wijatno, CLU, ChFC, joined the financial services profession 12 years ago to help people achieve their financial goals in addition to finding fulfillment herself. Though she began her career advising recent graduates, her client base has evolved over the years to include upper management executives, entrepreneurs and their family members.