You Want Referrals But You Need

It’s 3:30pm Wednesday, July 2nd and I’ve had a fabulous day of writing the Workbook for The Cure For The Unmet Needs Disease as I have been banished by my editor.

Well maybe banished is strong word. 🙂

Over Monday and Tuesday, I thought that I would give it a go to review the first two or three chapters that my editor has completed but we both agreed that I should leave it alone because my editor is taking copy from chapters in the latter part of the book and bringing them forward so I will wait till my editor is complete on the first draft.

At the same time, the possibility of my ego [ me – ego – no way! ] or just the simple fact that I have delivered the Removing Your Roadblocks Speaking Presentation over eighty times which is what the book is following, was challenged because my editor has enhanced my work for the better by restructuring and editing at the same time. A rough example is what was in Chapter One is now in Chapters Two & Three. The bottom line, the work is excellent and I am pleased.

The Outline of the Workbook for The Cure For The Unmet Needs Disease is completed and I’m well underway and it would not surprise me to have the Workbook done by Friday. This should be no surprise as I have gone through the process with hundreds of coaching clients over the years.

You Want Referrals But You Need

In the back of my mind, I am reminded that I am going against the grain because “people buy what they want, not what they need” is almost like sales doctrine or scripture.

Here are some examples;

Financial Advisors may “Want” a Vision and Business Plan but they sabotage themselves with a lack of focus created by the Unmet Need of Perfection. Even though they come to the realization of a niche and product to build a Vision and Business Plan on, their ego sabotages them with the Unmet Need of Perfection combining with the Limiting Belief of “It or they may not be good enough” combining with the Limiting Emotion of anxiety. The end result is they keep on trying one thing after another creating more and more overwhelm.

Financial Advisors may “Want” Referrals but they sabotage themselves with procrastination because of their Unmet Need of Approval. Event though they know that 85% of Financial Advisors agree that asking for Referrals is the most effective way to build their business, their ego sabotages them with the Unmet Need of Approval combining with the Limiting Belief of “I may make a mistake” combining with the Limiting Emotion of fear. The end result is even though they may struggle through their fear to ask for a Referral, their fear based energy leaks out onto their client that they are asking for a Referral from, and their client says NO!