Leadership is the ability to set a direction and coordinate the actions of others in implementing what is required to realize your goal(s). Dean Harder is a long time Covenant Group client. Dean is a leader.
When Dean first became involved in our coaching program, he was already a successful financial advisor. Over the last few years, Dean has redefined his business and grown significantly. Equally, if not more important, he has transformed his life.
The breakthrough for Dean began when he set a direction of planning his work around his life, not his life around his work. Dean reduced his working hours by 40% & increased his income by 300%.
In our work, we focus on Three Games:
1. The Long Game – The single most important determinant of how much wealth you create, the difference you make, is the time horizon or timeframe in which you think and act. High performers set a direction for their lives over the next five, ten to twenty or more years.
2. The Infinite Game – High performers apply the principle, you have to do it yourself and you cannot do it alone. They harness the time, energy, creativity and intelligence of others to play a bigger game.
3. Your Game – High performers focus on only doing what only they can do. They utilize their unique capabilities and motivation to become as much as they can be.
In our work together, Dean has mastered these Three Games. Let me give you some examples.
Today, 65% of Dean’s revenue from his business comes from The Covenant Group Periodic Review Process. Successful advisors do reviews with clients. The Periodic Review Process takes a common thing, a review, and enables you to do it uncommonly well. The result is engaged clients that drive more sales, introductions, recommendations and referrals.
Jane Perkins, Dean’s very capable associate implements the Periodic Review Process. This allows Dean to only do what only he can do.
Dean has worked very hard to master his craft. Where relationships matter, so too, do conversations. Dean is the master of sales conversations. Dean understands the difference between familiarity and mastery. Most people in a sales or advisory role are familiar with what is required to attract and retain clients. But very few are masters.
Dean’s mastery of sales conversations has led to his desire to build a parallel business. Dean is passionate about teaching others what he has learned. With the help of Dr. Keita Demming, our very capable Community Manager, John Donnelly and other Covenant resources, Dean just published his first book.
Stop Pitiching – The Role of Conversations in the World of Sales is now available through Amazon. It is a powerful distillation of the art and science of mastering sales conversations.
Dean Harder’s story is a great example of leadership. It is the ability to set a direction and coordinate the actions of others in implementing what is required to realize your goal(s).
You have to do it yourself and you cannot do it alone.