A Good Intelligence Strategy Underpins The Financial Professional’s Advice, MDRT Members Told

A true leader sees what needs to be done because they care. And then they step up and take action to accomplish what needs to be done.

But an intelligence-driven leader takes things even further. They use that intelligence to develop a strategy to move from the known to the unknown with the goal of winning.

Rodger N. Harding, business transition consultant with Canada Life, gave his insights on business intelligence and advisors strategies during Monday’s portion of the Million Dollar Round Table’s virtual annual meeting.

Intelligence is the science of what might take place in the future, Harding said. Intelligence-gathering is seeing what others have missed and helps manage uncertainty. Strategic intelligence gathering means answering the following questions:

• What is finite?
• What is certain?
• What is probable?
• What is random?

An intelligence-driven leader, he said, shows the following characteristics:

• Visionary. Sees what needs to be done.
• Proactive. Steps up in a timely fashion to take action.
• Intelligent. Evolves a solution either alone or collaboratively.
• Realistic. Sells the solution.
• Business savvy. Executes the solution.
• Resilient. Solves the solution.
• Delegatory. Builds sustainable relationships to ensure continuity.

A good intelligence strategy, he said, underpins the value of the professional’s advice. A good intelligence strategy also enhances and protects the advisor’s authenticity, brand and impact.