When I was an advisor, I was often shocked to discover that many of the advisors I worked with didn't know their production and that very few had plans to grow their practices. Many did not know within 20% where they were in production for the month or even year.

I found this incredible. If you make a living based on performance, how could you not know your results or have a plan to improve? It's like a sprinter not knowing his time in the 100-meter dash.

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