As the year draws to a close it’s the ideal time to reflect, regroup and make plans for the New Year. What went right and what went wrong? What things can you do to make sure your career is in great shape going into 2018?
Here are five ways to help you hit the ground running next year.
If you want to make your life easier and become a truly elite advisor, make sure you have repeatable processes in place. This especially applies to tasks such as prospecting, presenting, following up and servicing your accounts. Remember: Repeatable processes produce repeatable results so make your goal consistency, not perfection.
In this post we’ll look at some practical steps you can take to incorporate repeatable processes into your working life.
Feedback is essential if you are to successfully grow your career as a financial advisor. By regularly asking for feedback – from prospects, clients and influencers – you will be able to identify the areas you need to change for the better. Here are five reasons why you should seek feedback.
There are two paths you can follow in your career: One that goes uphill or the easy one, which involves simply getting through the day. Not many people take the steepest and hardest path, which is why so few really achieve success. But if you’re prepared to challenge yourself and commit to hard work, practice and persevere, you will maximize your talent and do what unsuccessful people are not willing to do.
So, step out of your comfort zone and start creating your own success story. Here are a few important self-challenges.
If you feel your career is at a crossroads, or that things are not going your way you need to adapt your attitude and learn to make better decisions. In the words of the late Earl Shoaff ‘Don’t wish it were easier, wish you were better. Don’t wish for fewer problems, wish for more skills”.
The only thing holding you back in life is you. You alone determine your future, not the outside world. So, if you don’t like where you are – get in the driver’s seat and take control.
Procrastination can take different forms. You may consciously procrastinate and avoid what you know you should be doing, or you may unconsciously put off your top priority tasks by attending to a series of ‘never ending fires’. Whatever type of procrastination you suffer from it can be ruinous to your business. Here’s what to do instead.
Prospecting is the backbone of your business. It’s the one task you cannot delegate, since people need to like and trust you personally if they are to do business with you. So you should be constantly perfecting your soft skills in order to connect with and win new clients.
Inevitably however despite all your best efforts, you will fail to win influence with certain prospects. And it can be hard giving up on them – especially if you believe there’s even the tiniest chance of them converting.
There is a fine line between giving up too quickly and not knowing when to give up.
You were probably brought up being told ‘don’t talk to strangers’. However, this rule doesn’t apply to adults, especially if you work as a financial advisor. Many advisors struggle with ‘cold’ approaching and prospecting, because it makes them feel anxious and fearful. However, unless you conquer this fear you will not be able to take your business to the next level. People are voice-activated. They are not going to talk to you. You’ve got to talk to them.
To win new business, earn loyalty and get referrals, you need to focus on what your prospects and clients are thinking. We all have our own particular ‘mental model’ or way we see the world, based on our beliefs and experiences. According to classic consumer behavior theory we tend to follow similar thought processes when we make a decision whether to purchase a certain product or service.
By understanding this consumer behavior, you can tap into your prospects’ thought processes early on and influence decisions in your favor.