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February 2008
Sales Idea: Self-Confidence Is Not Conceit.
The First Step to Excellence in this Business is Self-Confidence.
The more confidence you possess in your ability to succeed, the higher you will go and the better Financial Advisor you will become. Simply put, you will go where most Advisors are afraid to go. You would think most people in life are afraid to fail. In fact, it's quite the opposite. Most people in life are afraid to succeed. That includes people in our business, too. If an Advisor doesn't like to prospect, he'll have lots of company. If an Advisor is afraid of rejection, she won't be alone. Succumbing to mediocrity, giving up, and even accepting failure, gets you lots of company.
Don't Be Afraid of Rejection.
I often ask myself what makes a great Advisor. I keep coming back to the same answer: a good self-image. But then I realize that my doctor friends and airline pilot friends and other successful, responsible friends also have great self-images. So self-image alone must not be enough. What can a successful sales person do that most people can't do? The answer is bounce back from rejection. Say no to a doctor and you will induce a mild form of shock. Saying no to most people would knock them flat. But saying no to a successful sales person is like throwing a grape at a battleship.
Think about the biggest producer you know. How confident is that person? Do you think for a moment that he or she dwells on the possibility of failure? Do they think it is even possible for their career to revert to mediocrity? Do you think rejection slows them down? Of course not. What's the biggest factor in making that back slide impossible? The answer is self-confidence. Failure simply is not an option. To win as an Advisor, one has to embrace rejection and realize that when you get shot down, you are one step closer to success. That's what separates you from people in other walks of life.
How Bad Do You Want It?
Just by being in this business, you have proven to me that you have the raw talent to succeed. But talent by itself is not enough. How high can you go? That's the question. Can you become an excellent Financial Advisor? Can you break into the top ten percent in your firm? At the risk of answering these questions with a question, let me ask you — How badly do you want it? If you want success badly enough, then, yes, you can become an excellent Financial Advisor. The only thing in your way is you.
"Some people have greatness thrust upon them. Few have excellence thrust upon them . . . They achieve it. They do not achieve it unwittingly by doing what comes naturally and they don't stumble into it in the course of amusing themselves. All excellence involves discipline and tenacity of purpose." Thus wrote John Gardner.
Excellence. Discipline. Tenacity of purpose.
These are three core ingredients of excellence in any walk of life.
I was in the back of the room when the sports psychologist Bob Rotella was speaking to a group of Financial Advisors. During the course of his presentation, he commented that if someone is playing golf for a living, that person is a great golfer. An Advisor asked an intriguing question. If everyone's great, why do the same people seem to win every week? Mr. Rotella commented that of all the players on the PGA tour, at least 90% are just happy to be there. For a chosen few, being there is not enough. According to Rotella every player on the Men's PGA Tour hits somewhere between 11 1/2 and 12 1/2 greens in regulation in a typical round of tournament golf. He said nobody has ever averaged greater than 12 1/2 greens over the course of a year. So depending on your attitude, the glass is either half empty or half full. It's not the 12 1/2 greens you hit. It's the 5 1/2 greens you miss. How do you feel about that? Do you feel entitled walking up there? Are you going to grab this tournament by the throat and win or are you going to say, oh, I'm in trouble. The best players are the ones who can handle the greens missed. They rally to get up and down better than other people.
Don't Be Complacent.
Well, if everyone in our business has the raw talent to succeed, why are the best producers usually the same people year after year after year? The answer of course is that too many Advisors lack enough self-confidence to go to the top. Their goals are too low. They seem content to take whatever business happens to come their way, and by no means are they interested in proactively prospecting. Closing the sale does not seem to be a high priority. Letting the prospect go home to think about it seems to be the normal way to do business. They are just happy occupying the desk.
But that's not true of everybody in our business.
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