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When major change happens around us, outside of our businesses, changes that feel larger than life, advisors might feel they have less control of their future than ever before. For instance, the changing government landscape, a new direction, a new leader, new disruptive technologies, and big changes that could impact the industry, are all big shifts that can trigger a fight or flight reaction within us. It’s human nature.
But what if you could shut out the “noise, ”keeping abreast of the landscape changes, without succumbing to hopelessness, anger, or other negative thought patterns? You have limited time and energy. A mindset shift may help you stop outside forces stealing these resources from you.
First, it starts with your self-talk: “Yes, these big shifts are happening around me and may impact me,” you begin, acknowledging the doubt, and continue, “but rather than zooming out, I’m going to zoom in on my super power, my market, my ideal client and what I can control within my own practice.”
This “zooming in” exercise is the opposite of what most advisors think about during times of significant change. Your thinking space is where your super power lies.
Zooming in brings your focus to the elements within your control. Then you can start pulling the “growth levers” in your business that will move it forward, while others have their focus scattered on things they can’t control.
As an advisor and business owner, you need to realize you can create your own economy – an economy that you control and can leverage.
“Create your own economy” means thinking about and executing the correct behaviors and activities that add a turbo charger to your business. Ask yourself these questions:
Are there “holes” in your sales process that have caused you to lose qualified opportunities that were a fit, but wanted to still “think about it”?
Are you spending 80% of your time managing your book of business, while feeling that you are underserving your business by slipping out of your rainmaker role?
Are you carrying too many small clients who take up too much of your time, when you’d prefer to focus on higher net worth clients instead?
Is your time being invested in opportunities and marketing that no longer lead to desired outcomes?
If you can zoom in and focus on solving the above four questions, you are stimulating your own economy! You are growing, you are simplifying, you are future-proofing your business.
But you may need to ask for help outside your industry to get fresh thinking that challenges your current long-term habitual daily activities. As long as you are open minded and willing to solve your toughest road blocks to growth, you will create your own success – you can do this!
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.
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Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
