"My client managers aren't as good as I am with clients."

"My client managers never seem to come away from a client meeting with more work."

Sound familiar?

In too many firms, success is dependent on one or two "rainmakers", which is why we often challenge those same firm's owners about how much time, effort, and money they invest in their client managers.

Doing joint meetings might sound like a big investment in time, but how else will they learn? We encourage a coaching model that goes something like this...

1. I do, you watch (and participate if you're comfortable)
2. I do, you participate (on pre-arranged agenda items, or ad-hoc, as you feel comfortable)
3. You do, I participate (I've got your back, should you need)
4. You do, I watch (but I'm here if you need)

Your client managers need mentoring, support, and training. It's your job as a leader to train them so they're better than you. Not the same – better! That way you can sell and retire, knowing your firm's future is in safe hands.