Opening Day

I’ve always loved Opening Day in baseball. There’s something about it that makes me hopeful.

Every single team starts the season 0–0.

It doesn’t matter if they won the World Series last year.
It doesn’t matter if they finished in last place.
It doesn’t matter if they had a record-breaking season, or a rebuilding year.

When the first pitch is thrown, everyone starts fresh.

I’ve been thinking about this lately as it relates to our work as advisors.

Some of you are coming off a huge year from 2025. The momentum feels great. New assets came in, referrals were strong, and your pipeline is healthy. It would be easy to assume the wins will keep rolling.

On the other hand, you might feel like you’re behind. Maybe Q1 isn't turning out the way you hoped. Maybe you’re still trying to regain the rhythm you had last year.

Opening Day is a great reminder: None of us get to coast, and none of us are out of the game.

The season starts 0–0 for everyone.

Let's also remind ourselves that we have long season. In baseball, players show up for 162 games. We'll show up for at least that many appointments between now and the end of the year. And what’s true for us both? The fundamentals matter. The practice matters. The daily work matters.

The advisors who win the season are the ones who keep showing up to do the little things well — over and over.

If you think of your advisory practice like a baseball season, now is the time to ask yourself: Am I in game shape?

Here are a few fundamentals that can help you get — or stay — there:

• Reconnect with your top clients.
  A simple check-in call, coffee meeting, or handwritten note strengthens relationships and eventually can lead to new opportunities.
• Practice tough conversations.
  What to do during volatile markets, how to help a client after the loss of a loved one, how do you help a client navigate a long-term care situation—advisors who practice these tough conversations will sound more confident when it matters most.
• Ask for referrals intentionally.
  The best hitters don’t stand in the batter’s box hoping the ball comes to them. They swing. Make referrals a weekly commitment.
• Sharpen your expertise.
  The game continues to evolve. Great advisors are always learning something new.
• Tighten your systems.
  Winning teams execute the basics well. Look at your workflows, follow-up processes, and the overall client experience.What needs improvement?
• Build your pipeline.
  Prospecting is like batting practice. The more consistent you are, the better your results over time.
• Protect your energy.
  Athletes train, recover, and pace themselves for a long season. Advisors need the same discipline. Take care of your physical and mental health—all season long.

As we approach Opening Day, here’s my question for you:

What are three fundamentals you want to commit to practicing consistently this season?

Pick them.
Write them down.
Get them on your calendar.

And start swinging.⚾