Camp Connelly is designed specifically for you - the Financial Advisor. With more than forty years in the business Don Connelly has done it all. Now, he’s sharing his wisdom, insight and experience with you. Learn to overcome objections, stay motivated and win clients efficiently and effectively.
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January 2010
Sales Idea: Never Doubt Yourself
I live with a nagging concern. The concern is my relevance, or lack thereof. The doubt began three years ago. My source dried up.
For forty years I went to work every day with and among Financial Advisors. I was tuned in, I was connected and I was aware. I shared my ideas, I took ideas from others and I do not recall one moment when I doubted myself or my ability to communicate. All day, every day, I knew what was relevant. That all changed when I went into business for myself three years ago. I lost my community. When you change firms or retire, the phone calls stop after two months. Probably the best analogy is that it was like going from being a wire house rep in a big boardroom to being an independent Financial Advisor in an office of one. The noise stopped, the chaos subsided and the mother lode of great ideas was suddenly gone. I was cut off. Yes, I still do quite a bit of speaking and I am around Advisors on those occasions. And yes, Camp Connelly subscribers are great about giving me a lot of feedback. But it's not the same as constantly mingling with the crowd. I fear I've lost the nuance, however slight.
Think of those people you know who speak English as a second language. No matter the richness of their vocabulary or the absolute lack of an accent, you can always tell they are speaking in a second language. Something is detectable. That something may be ever so subtle, but it is there. That subtle distinction is nuance.
Problems with living in a bubble. That's my concern. For forty years, I've never been without a great sales idea or an innovative prospecting idea. At any time, I could articulate my ideas and get immediate feedback. It was my own special form of sonar. When you are alone, you can't employ sonar. You have to assume that you are on the mark. And you can't help but think that you might not be getting it right.
Couple that lack of feedback with the speed and magnitude of the changes in world and local politics, domestic and international economics, and the financial markets in the last three years and you begin to appreciate the magnitude of my dilemma. Is my message still relevant or have I fallen prey to what Alvin Toffler called "The great growling engine of change?"
To find out, I got proactive. When in doubt, get proactive. It's the best slump buster of all time.
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