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Outcomes

title: Be Tied to an Outcome, Not a Method description: [AFW M.1.36] Michael's Epiphany #36 published: true date: 2026-06-30T08:08:51.423Z tags: editor: markdown dateCreated: 2021-05-16T04:56:41.267Z

"Stop trying to manipulate outcomes, rather improve your inputs." -Nick Murray

Read Nick's ATY 136 May 16 - Outcomes, Not Alpha PDF

Read Ryan Holiday's The Daily Stoic Book, September 19 - FLEXIBILITY OF THE WILL PDF

Watch Be Tied to an Outcome, Not a Method VIDEO

The guiding tenet of this principle is that you should always do the right thing for the client (that is the "outcome", not "closing the sale"), even if it is contrary your preferred "way of doing things".

  • Remember that the end-goals is not proving yourself right, but doing the right thing.
  • Don't let the System get in the way of Success.
  • Don't let Procedures get in the way of Progress.
  • Don't miss the forest (the client's well-being) for the trees (your "way of doing things").

This issue can manifest itself in three primary ways (in our business):

  • Products that you recommend (or refuse to).
  • The methodology of dealing with your clients.
  • The tools and systems that you use.


Examples of this Principle

  • "I must go through my entire presentation." Don't sell past the close.
  • Refusing to recommend products such as a Term-VUL life insurance (because it's not "pure" term), Reverse mortgages, fixed annuities etc.
  • Not "selling" on the first visit, even though the client wants you to.