If you work in financial services, you’re familiar with the Pareto Principle: 80% (or more) of your revenue comes from 20% (or less) of your clients. This pattern is fractal in the sense that it applies very specifically to your day-to-day activities (20% of your actions create 80% of your results) and very generally to the industry in which you work (20% of advisors generate 80% of the revenue for their firm).

In every organization, there are a few top performers who set the pace for everyone else. The Pareto Principle as a description has been so influential because we can see the evidence of it everywhere we go. In this article, we’ll explore what the top 20% of your colleagues do differently and what you can do to join them in the top tier.

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