You know what it takes to succeed. Fill your appointment calendar with qualified prospects, convert many of them into clients, do your job, and create loyalty that motivates them to introduce you to others.
When you read something like this what kind of reaction do you have? Does it feel like a burden that you don't want to accept? Or are you able to see it impersonally as what your goals require of you?
Recently I was talking with a fellow who was thinking of leaving the profession. His motivation was gone. So he had to consider whether he could really go back to an old job, or whether he could find a way to be more successful in his current career.
Like most financial advisors, unless he was willing to take a big step back financially, there wasn't a job available to him that would support the kind of life he wanted.
Finally he decided he was just going to have to make it work. What he realized was that he didn't have any feasible options, and the most likely route to get him to where he wants to be was to do what it takes to reach his goals in this business.
Once he realized that, he crossed a threshold. He was ready to move on from bemoaning his narrow alternatives and just get the work done. In his words, he was willing to be a grown-up about it.
Each person has to find their own compelling reason. For one it might be a Ferrari, but for another it might be, “I want to keep my quality of life.”
Sometimes you just don't have the choice between something great and something awful. Sometimes the choices are harder, between two less-than-perfect possibilities.
This man chose between either making his career work despite his lack of enthusiasm, and completely changing his life to where his kids would flip burgers instead of going to college.
Sometimes the work required to be a financial advisor is difficult, and challenging, and outside your comfort zone, but the alternative is worse.
Both choices involve some level of discomfort, but at least one creates a good outcome. As Jim Rohn said, "Discipline weighs only ounces, while regret weighs tons".
Are you willing to do what your goal requires to achieve what truly is important to you?
Bill Bachrach, considered by Financial Planning Magazine as one of the most influential people in our business, is our industry's leading resource for helping financial salespeople make the transition to Trusted Advisors. Many say his Values- Based Selling® process is the top client-acquisition system in our industry. For more visit Bill's website.
Do What It Takes To Succeed - To learn more about this author, visit Donald F. Pooley's Website.
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Vwodek Wojczynski
Business Coach and Consultant Vwodek Wojczynski (pronounced Voy-chin-ski) brings fun, awareness, accountability and fresh perspectives based on his diverse experiences in life and business.
Born in Poland and educated in Greece and Canada, he is trilingual with 8 years experience in business development with clients in Canada, USA, Switzerland and Poland.
His approach is systematic and process-driven. He fuses the know-how of proven business methods with his commitment that entrepreneurs experience satisfaction and joy based on their values, motivations and strengths. He believes that businesses succeed based on their ability to generate value by providing what’s needed and wanted.
Ultimately, he trains executives and true business owners - people who work less, produce more, own businesses that run automatically after a while and make a difference globally.
His current research focus is the development of intelligent business systems and the application of emerging artificial intelligence technologies in business.
He is also an avid traveler, spoken word performer and visual artist. He resides in Toronto, Canada. - Visit Vwodek Wojczynski's Website |
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Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
it if you include these credit lines:
Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
his marketing know-how with audiences of
life insurance men
in all major Canadian cities, London,
Australia, Chicago, New
York, San Francisco, Hong Kong, and
Singapore, and now in his
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