Monday Morning Mojo

What differentiates quality? In this episode, we encourage you to look beyond the “raw ingredients” of a product or service into the subtle details and cumulative efforts which create a client’s experience. Efficiencies and scale often allow for price compressions.  Technological advances provide both advisor and client with access to resources once only accessible to a select few.  However, an advisor’s ability to counsel, coach, and influence their client and prospect decisions is the differentiator which molds the raw, often simple ingredients into a masterpiece and art form unique each to its own.  Begin the new year identifying those areas of your practice which can be viewed as a premium.  Resources: Please send comments, questions, and feedback to: mojo@cannonfinancial.com Please send First Friday Feedback submissions to: mojo@cannonfinancial.com   References: Filson Corporation: https://www.filson.com/ Rathbun’s Restaurants:  http://www.kevinrathbun.com/

Today, Phil is joined by Senior Vice President and Director of Strategic Alliances, Theresa Silcox. The two discuss their viewpoints on relationships and how to strengthen and protect those relationships both inside and outside the workplace.   In this episode of First Friday Feedback, we address the question “How to effectively navigate a successful sales interaction?” by determining if one’s sales efforts are best executed through relationship development or through the challenger approach. We also discuss the question “How does one avoid or diffuse situations where political differences create unwanted tension?” by volunteering our perspective on how to approach this delicate conversation in both a digital and face-to-face environment.   Resources: Please send comments, questions, and feedback to: mojo@cannonfinancial.com Please send First Friday Feedback submissions to: mojo@cannonfinancial.com   References: The Challenger Sale by Matthew Dixon and Brent Adamson: https://binged.it/2Cv3aqM Crucial Conversa

With this first episode of the new year, we are setting the bar high. The challenge, eliminate the phrase “good enough” from your vocabulary.    For too long, these two words have been muttered without tangible consequences. We assert, “it’s good enough,” and neglect to truly analyze the weight behind our words. “Good enough” limits innovation; it does not create a stage for excellence, but builds a heavy wall between us and our potential. Do we all aspire to be deemed “good enough” by others for the roles we are called to play in life? No, life is too short to buy into this bland and average routine.   In this morning’s episode, we urge you to elevate the areas of your life that have fallen short of your true potential. Challenge yourself to make 2018 about breaking the habit of “good enough,” because “good enough” isn’t a meaningful objective.   Resources: Please send comments, questions, and feedback to: mojo@cannonfinancial.com Please send First Friday Feedback submissions to: mojo@cannonfinancial.com

As the old saying goes, “life is too short to cry over spilled milk,” and this week we encourage you to leave that “spilled milk” and any bad experiences in 2017 behind. It is the time of year to reorganize your workspace, clean and focus your mind, and throw away any animosity related to negative experiences. The countdown to 2018 has officially begun, and each of us must take this opportunity to give ourselves a clean page on which to write our narrative for the upcoming year. In this episode, we challenge you to reflect on any mistakes from 2017, extract and compile all the lessons learned, and unfasten yourself from any bitterness you feel as you drive forward into the New Year. Additionally, we encourage you to make a list of goals for 2018’s first quarter and put them in a highly accessible location where you can revisit them daily. As you choose how you would like to spend the last days of 2017, make sure that you use them in a way that will make an impact in 2018. Resources: Please send comments, ques

'Twas the Thursday before Christmas and we have a poem to share; To remind us all of the best gift this time of year. These next few days as you prepare for Christmas Day – baking cookies for Santa, washing carrots for Comet and Rudolph, stuffing stockings, or making last minute trips to the mall to find the perfect gift for your loved ones – make sure you always remind yourself what this season is truly about. In this special Christmas edition of Monday Morning Mojo, Phil shares a childhood poem by Helen Steiner Rice entitled The Christmas Guest, which tells the story of a man who is shown what and who truly matters on Christmas Day. Quite often it is far too easy to get caught up in the whirlwind of holiday activities. This morning, we want you to pause and consider the real reason we celebrate the 25th of December. Happy Holidays!   Resources: The Christmas Guest by Helen Steiner Rice: https://www.thefamilyinternational.org/christmas/articledd6e.html The Christmas Guest by Grandpa Jones: https://www.youtub

As Bill Murray so aptly described in the famous movie Scrooge, the holiday season is a time we “act a little nicer, we smile a little easier and we cheer a little more.” Some people do this naturally and constantly while others struggle with the words.   This Monday morning, we challenge you to do two simple yet impactful tasks that will put you in the holiday spirit. First, we encourage you to include some random acts of kindness in your holiday season. Whether you bring items to your local homeless shelter or pay for someone’s pumpkin spice latte, a kind gesture to a stranger will brighten both your and the recipient’s day. We also challenge you to write thoughtful letters to those individuals that mean something to you. Not just a quick note attached to a gift bag, but a heartfelt letter recounting shared experiences and explaining why that person means so much to you. To truly experience the holiday spirit, we must actively be a force for good and continue to demonstrate kindness to those we care for as w

You’re playing a round of golf and the conditions are quite favorable – the greens are slightly grown out and thus a bit slower, the weather is calm and the pin placements are all in relatively easy positions. You shoot the lowest round of your life, a score on par with the pros playing in the Wyndham Championship that week. Do you set out for PGA tour school and become a touring pro? Probably not, because anticipating that those results would have occurred with more challenging conditions would be foolish. So why do we sometimes make this mistake in business? This morning, we discuss the importance of honestly assessing our successes, because should you neglect to do so, certain consequences may surface down the road. We encourage you to look back on 2017 with an unbiased lens that will allow you to evaluate what your success would look like with and without certain conditions. Use the methods we outline in this episode to constructively appraise the strengths and weakness of your business – if you do so, y

According to Urban Dictionary, “Adulting” is a term typically used by those who “adult” less than 50% of the time, and describes an individual who seeks to carry out “one or more of the duties and responsibilities expected of fully developed individuals.” It is with humor that we observe the younger generation either transitioning into their first jobs or even getting married, and refer to their actions as “adulating behavior” as if they can easily slip back into a more carefree time of their life.   Most of us are beyond those responsibility-free days of our youth, and this Monday morning we reflect on the growth that comes with age. In hindsight, we realize that as we experience more of life, we lose some of the insecurities we had in high school. However, we must also acknowledge that transitioning into these new phases of our life can bring different insecurities. In spite of this, we must manage and own our responsibilities and embrace certain attributes that come with age and experience. Resources: Plea

Today, Phil is joined by Cannon Executive Vice President and Director of R&D, Bill Trigleth. The two share their unique perspectives on the integration of new technology, joint projects with upper management, and coping with an open workspace environment.   In this episode of First Friday Feedback we encourage you to think about technology from a new perspective; instead of simply accepting it, understand its significance in your business processes. We also advise you to thoroughly analyze upper management’s reasoning behind seemingly inefficient decision making. Finally, we suggest some creative ways to adjust to an open workspace environment.   Resources: Please send comments, questions, and feedback to: mojo@cannonfinancial.com Please send First Friday Feedback submissions to: mojo@cannonfinancial.com   References: Lori Hardwick, Cannon Curve Interview: Part 1: http://bit.ly/2jznY58 Part 2: http://bit.ly/2AeBepM Portfolio Project Management Process: http://prioritysystem.com/PDF/reasons6b.pdf Simon Sin

 It’s the season of Christmas trees and menorahs, eggnog and candy canes, where we, as business professionals, traditionally send holiday cards, nuts, and chocolates to our clients and influencers. But will these small gifts make a significant impact? We believe the answer is no.     Although these standard gifts are kind tokens of appreciation, they won’t necessarily be memorable or set your practice apart from the rest. Thus, this Monday morning, we explore the ways in which you can make a lasting impression on your clients during the holiday season. We explain how to make deeper connections and build stronger relationships through more personalized gifts, and why it is important to do so. It doesn’t take a strenuous amount of effort to demonstrate your sincere appreciation for your clients. All it involves is paying detailed attention to your client’s passions and interests, and preparing a gift that acknowledges that passion.   Resources: Please send comments, questions, and feedback to: mojo@cannonfinanc

What are you thankful for? A game of golf or a Saturday spent watching your favorite college football team? Is it a glass of bourbon enjoyed by a fire? Perhaps you are thankful for the change in seasons – for the mountains in winter or the sandy beaches of summer.   In memory of Atlanta Journal Constitution Sports Columnist, Furman Bisher, Phil takes time this Monday morning to reflect on the people, experiences, and places for which he is grateful. We encourage you to begin this week by starting your own process of gratitude. Actively remind yourself of the many blessings this life has to offer and give thanks to the people you cherish most. Like Bisher, we are dedicating our Thanksgiving season to all the aspects of life that we treasure and hope you do the same.   Resources: Please send comments, questions, and feedback to mojo@cannonfinancial.com Please send First Friday Feedback submissions to mojo@cannonfinancial.com   Furman Bisher – I’m Thankful: http://www.ajc.com/lifestyles/holiday/furman-bisher-tha

From the sounds of Patsy Cline to the tunes of Cane Brown, country music often tells compelling stories or shares lessons learned. Whether you are a fan of country music, rock n’ roll, or pop, you can most likely relate to the narratives that many of the great country music artists tell in their lyrics.   Last week, Garth Brooks took home the Country Music Award for Entertainer of the Year, and today we reflect on the valuable lesson he shares with us in his song “Unanswered Prayers.”  In life we dream, we aspire and when faced with certain opportunities or challenges, we often interpret a particular path as the most desirable. Garth reminded us in 1991 and again today that not getting what you want can sometimes be the perfect gift; it is in these instances that the balance of judgment and humility become critical.   Resources: Please send comments, questions, and feedback to mojo@cannonfinancial.com Please send First Friday Feedback submissions to mojo@cannonfinancial.com   Garth Brooks:  “Unanswered Prayer

We, as humans, are subject to our own biases. Even the most self-aware individual can limit themselves by unconsciously acting on pre-conceived stereotypes or judgments. Biases are unfortunately built into society and our psychological nature; how do we keep them from turning into mistakes? In this episode, Phil recounts and analyzes an eye-opening experience that brought him back to a lesson most of us learned in grade school: don’t to judge a book by its cover. Although we all know this statement to be true, our actions and thought-processes do not always mirror our wisdom. Biases based on appearance can limit our capacity to grow our influence and expand our knowledge base. Don’t fall into this trap; make it your mission today and everyday to hold yourself accountable for the labels you place on others.   Resources: Please send comments, questions, and feedback to mojo@cannonfinancial.com Please send First Friday Feedback submissions to mojo@cannonfinancial.com

Cultural fit and the internal relationships we develop with our colleagues are essential to success and happiness. Whether we like it or not, the actions and behaviors of other individuals will impact our ability, confidence, and willingness to work in an environment.  In this episode, we hear from two of our listeners, both of whom share issues they are currently facing with the dynamic of their team: the first with upper management and the second with a new business partner. Despite their best effort, these individuals are losing passion and patience because their style conflicts with those they work with.  This Friday, we offer advice on finding your cultural fit, give perspective on how to engage constructively with difficult team dynamics, and recommend two great reads that can provide more insight to you.   Resources: Please send comments, questions, and feedback to mojo@cannonfinancial.com Please send First Friday Feedback submissions to mojo@cannonfinancial.com   References: The Five Dysfunctions of

Richard Thaler, acclaimed American economist, professor of Behavioral Science and Economics at The University of Chicago Booth School of Business, and founding father of the “nudge” theory has been awarded the 2017 Nobel Prize in Economic Sciences. His research in behavioral science has not only defied traditional economic theory but has re-shaped public policy and influenced politicians world-wide. We conclude today that his theories can benefit the wealth management industry as well. In this episode, we view client relationships from the perspective of behavioral economics and ask three key questions that will help you reevaluate your top clients. Thaler’s research provides a compelling case that today’s advisors must focus more time, energy, and effort into helping clients make sound decisions. By applying his models to the financial industry, we can advance our overall client relationships and the trajectory of our practices. Resources: Please send comments, questions, and feedback to: mojo@cannonfinancia

For some reason, our failures always seem to resonate deeper than our successes. Why is that? Why are we more agitated by a loss than excited by a win? Why the Hubris? In a practice that has achieved an elevated level of sustained success, one can unwittingly and somewhat irrationally acquire a more heightened expectation to close every deal. This regrettably is not reality. In today’s episode, we discuss why this mindset will hinder our long-term growth. Regardless of how talented any one of our companies may be, there will always be those prospects that don’t connect or aren’t professionally attracted to our firm. Rather than beating ourselves up over these losses, we must exercise control over our emotions, implement decision making that reflects our long-term goals, and resolve to learn from every experience. Resources: Please send comments, questions, and feedback to mojo@cannonfinancial.com Please send First Friday Feedback submissions to mojo@cannonfinancial.com

Have you ever had an experience while working with someone where you ask yourself, “Why do I have to deal with this person?” Well today we answer that question for you. In this episode, we examine the reality of our interactions with others and assert that those encounters have a purpose beyond their face value. We can often discover the specific purpose of our interactions upon reflection; however, in the moment we need to recognize that when individuals come into our lives it’s either for a reason, a season or a lifetime. By looking at your relationships and even your brief encounters from a perspective of growth and personal development, you can gain more from your everyday experiences.  We challenge you this morning to change the way you engage with those around you; shift your perception to see the real purpose of those encounters.   Resources: Please send comments, questions, and feedback to mojo@cannonfinancial.com

In today’s episode, we evaluate our practice from the client’s perspective. What does the prospect see? What opinions do they form? When a client chooses your firm, do they feel confident that they’ve made the right decision? When one studies highly successful companies such as Disneyworld, Starbucks or Four Seasons, he or she finds that they have differentiated themselves from their competition through a process of defining what a superior experience for their customers looks like. This morning, we share three important questions that will challenge you to identify the rocks or pillars of your own unique client experience; and then, when those rocks are established and implemented, you will inevitably capitalize on a strengthened brand, heightened client experience, and an increased business value. Resources  Please send comments, questions, and feedback to mojo@cannonfinancial.com Kirby Smart, University of Georgia Football Coach, statement following 9/30/17 game: https://www.reuters.com/article/football-nc

Today, Cannon Financial Institute is excited to announce the launch of First Friday Feedback, a sister podcast to Monday Morning Mojo and the Cannon Curve. In this series, our host, Phil Buchanan, will be addressing questions specifically proposed by you, our listeners. Our aim is to focus on the issues and circumstances relevant to our audience. Thus, we invite you to steer the content and ask questions that you believe could help improve a dilemma you may be facing in your professional life – big or small.   In this episode, we hear from three anonymous individuals who are facing challenges in their work environment and offer outside perspective and advice to help guide them in their attempt to remedy the situation. We address how to approach a conflict in a team of intergenerational dynamics, discuss tactics you can employ to help overcome feeling burnt out or unmotivated, and give advice to an individual whose personal situation is inadvertently causing distress to her work life.    Thank you to those of

300 Monday mornings ago we launched the pilot episode of this podcast series. Our mission? To begin each week by providing insight and new perspectives deliberately designed to help motivate and inspire our listeners. Together, we have tackled numerous issues, discussed strategies for success, evaluated our relationships, elevated our professional performance, and continuously challenged ourselves to be a force for good. Over the last two weeks, we have invited you to reveal the episodes that have had the most impact on you; and this morning, our team has chosen the top three responses to share with you. As of today, our Monday Morning Mojo journey has given us 300 lessons to celebrate, and we are looking forward to hundreds more. Resources: Please send comments, questions, and feedback to mojo@cannonfinancial.com Jim Valvano 1983 Speech: http://www.bing.com/videos/search?q=Jimmy+Valvano+1983+Anniversary+Speech&&view=detail&mid=1A0B7879D80A71AD823D1A0B78