Firms love setting targets. They rarely provide the support to hit them.

Does this sound familiar? Leadership sets growth expectations for advisors, teams, or offices. "Bring in $X in new revenue this year" or "Generate Y new clients."

Then they step back and wait for results. And when the goals aren't met, they're surprised.

What's missing? Support to actually get there. The goal is clear. The path to get there isn't.

Who should this advisor focus on? How should they reach these people? What activities should they focus on each quarter? Once they commit, are they actually doing what they committed to? Who is helping them stay accountable? Who is helping them reflect and adjust each quarter to meet their goals? Who can they turn to when they hit a roadblock?

Most firms don't have a system in place to answer these questions. They set the expectation and assume advisors will figure it out. Some advisors try generic tactics that don't work. Others do nothing because they don't know where to start. Either way, the firm ends up frustrated that goals aren't being met, and advisors feel set up to fail.

If you want to do things differently, here's what it takes:

First, strategy. Who should this advisor focus on? What are the best channels to reach them? Advisors don't naturally think this way, so they need help developing a clear strategy.

Second, a plan. What tactics should they focus on this quarter? And the quarter after that? A plan turns strategy into actionable steps and prevents advisors from spinning their wheels on low-impact activities.

Third, ongoing support. Who is checking in on progress? Who helps them troubleshoot when things aren't working? Who removes obstacles that prevent them from moving forward? Without this, even good plans stall.

Firms have great intentions to help their teams hit goals, but without a support system in place, team members are unlikely to achieve those goals.

The takeaway: If you're going to set revenue or client expectations for your advisors, you need to invest in the strategy, plan, and support that make achievement possible. Anything less is setting them up to fail.

If your firm is ready to provide this level of strategic support to your advisors, schedule a call to learn how OnNiche® can help.