52epiphanies
title: Michael's 52 Epiphanies description: [AFW M.1] A collection of my most valuable 52 lessons, insights, and epiphanies garnered from 34+ years as an Advisor, Sales Manager, and Branch President over four investment firms. published: true date: 2026-06-30T08:12:34.769Z tags: editor: markdown dateCreated: 2023-11-22T21:59:08.636Z
Watch my Introduction to the Epiphanies VIDEO
- 1. Expectations + 17 SecretsAvoid these secrets at your peril.
- 2. What Would I Do?Summum Bonum. Do what's right.
- 3. Make Everything You Do World ClassAnything worth doing is worth doing right.
- 4. 50, 50, 50 MilestonesCases, income and ARR.
- 5. Prompt, Clear, Two-Way CommunicationDon't blow it on the easy things.
- 6. Set Goals ➡ Create a Plan ➡ Execute ➡ Be AccountableEveryone knows they should, but very few actually do it.
- 7. The Two Things You Can't OutsourceProspecting and client appointments.
- 8. 1,000 ProspectsNick's secret to make it to the top of this profession.
- 9. Client Appointments is Where the Action IsConduct 2 - 4 per week.
- 10. (Most) Marketing is B.S.Passive marketing is avoidance behavior.
- 11. Have an Accountability ProgramPublic confession increases the likelihood of success.
- 12. Three Things to Promote to ClientsPlan, products and planner.
- 13. Become an Expert in American FundsCommonly known, uncommonly mastered.
- 14. It's the Investor, StupidFocus on the driver, not the car.
- 15. Embrace and Preach Nick Murray’s PhilosophiesCommonly known, uncommonly mastered.
- 16. Build a Passive IncomeIf you don’t find a way to make money while you sleep, you’ll work until you die.
- 17. Build a Referral-Based BusinessWhen you gain most of your clients from referrals, you'll never have to work again.
- 18. Work!Action begets results.
- 19. Shavings Make a PileKeep hitting singles while looking for home runs.
- 20. Ego Is The EnemyIt is impossible for a man to learn what he thinks he already knows.
- 21. Follow the Money Like a PitbullNo one cares about funding the account as much as you do, not even the client.
- 22. Run your Business on a Weekly ScheduleA day is too short, and a month is too long.
- 23. Under-Promise, Over-DeliverPromise PM, deliver AM.
- 24. You Can't Steer a Parked CarYou can always learn by doing, but you can never do by learning.
- 25. Make the Big Moves IntelligentlyEarn at least $50,000+ before engaging in non-fundamentals.
- 26. You Run the System, the System Runs Your BusinessUtilize systems that enable you to run your business, instead of it running you.
- 27. What Gets Measured, Gets ImprovedBuild a quantified, fact-based and data-driven business.
- 28. Play the Long GameUpfront production is the short game. Residual is the long game. Investment income is the permanent game.
- 29. Don't Wait for PerfectJust do it.
- 30. The Obstacle is the WayIf progress stops, retreat to the previous step.
- 31. Become a Self-Improvement FreakFormal education will make you a living. Self-Education will make you a fortune.
- 32. Be Focused and Obsessed. But Don't Act ObsessedThis is your business; treat it as such.
- 33. The Power of Association and DisassociationYou are the average of the five people you spend the most time with.
- 34. Rule Your Mind or it Will Rule YouProfessionals have a specific psychology that is distinct from average performers.
- 35. Motivation Comes from Four ThingsLove. Helping others. Being somebody. Desires.
- 36. Be Tied to an Outcome, Not a MethodAlways do the right thing for your client even if it is contrary your preferred “way of doing things”.
- 37. Pareto Principle - 80/20 Rule20% of success is knowing the correct thing to do, 80% is doing it.
- 38. The Four Components of Success1) Technical Skills; 2) Product Knowledge; 3) People/Sales Skills; 4) Grit
- 39. Fortitudine VincimusBy endurance we conquer.
- 40. You Are Your BusinessYou don’t own your own business - you are your business. You are a micro-entrepreneur.
- 41. Health, Fitness & AppearanceWhy it’s smart for your business.
- 42. You're In SalesWhether you want to admit it or not, you're in the sales/persuasion/influence business.
- 43. Have a Comfortable Working Knowledge of TechnologyIt doesn’t matter how many resources you have, if you don’t know how to use them, they will never be enough.
- 44. Your Most Important Asset is Your Client BaseIt's where 100% of your revenue comes from.
- 45. Stop Trying to Manipulate Outcomes, Rather Improve Your InputsHappiness comes from the inputs. Don’t cede your identity to the outcome.
- 46. The Messenger is the MessageThe product isn’t the “product” - you are.
- 47. Be Busy and Appear BusyIf you’re not dizzy, you’re not busy.
- 48. Our Business is Simple, but Not EasyEasy is easy. Simple is hard.
- 49. Our Business Can Only Be Understood Backwards, But Must be Worked ForwardsYour best teacher is your last mistake.
- 50. $50,000-Income Game-PlanIf you follow these five steps, you will earn $50,000+ income (and multiples of it).
- 51. Stand by Your StandardsDon’t be an enabler. Respect yourself.
- 52. The Perfect Advisor17 characteristics of advisors who "Win”.