Laura and I had the pleasure of having our friend Bob Gignac, author of Rich Is A State Of Mind over for an overnight visit Wednesday night May 4 as Bob was in town to speak at Canada Life’s Education Day on Thursday May 5 in Parksville followed by Canada Life’s Education Day on Friday, May 6 in Victoria.
Given that Bob is a financial advisor speaker, we have a lot in common and our visit gives us a chance to trade stories about our business conquests.
Laura mentioned that we have perspective clients from time to time say that want to work with us and even make a deposit and they are never to be heard from again. Laura said; “they get cold feet”.
Bob joked that we should get socks made up with our logo on them to send to the clients that get cold feet.
Here is an explanation of that the three arrows represent in our logo.
Inspiration is based on 1) values like communication, listening and wisdom. These are the core of all 2) positive beliefs and 3) feelings. Inspiration is sustainable because it is driven from within.
Motivation is based on 1) unmet needs like recognition, safety and worthiness. These are the core of all 2) negative beliefs and 3) emotions. Motivation is not sustainable because it is driven from the outside trying to medicate the unmet need with people, places and things.
What are the practice management issues that many advisors are facing? No business plan, no goals, in overwhelm and not asking for referrals just to name a few.
“Simon’s Clear Your Roadblocks Speaking Presentation was blunt, upfront, honest and he told the real truth. He shared insights to help financial advisors understand the roadblocks and take action towards creating new business rather than resting on their service commissions and trailer fees. Some say that my position as the Advocis Ottawa 2009 Program Chair will be a challenging one. Simon’s presentation helped me to understand how to be more proactive and inspired me to take action now to get 25% of the 2009 Program Chair work done in 2008.”
John Saikaley, Desjardins Financial Security, Advocis Ottawa Program Chair (2009), Ottawa, ON
Business Plan and Goals – The unmet need of safety generates the negative beliefs of “I don’t have enough time” and “I don’t have enough money” which fuel the negative emotions of anxiety and fear … hence, the advisor is addicted to survival. It is impossible to build a strong set of values, vision, business plan and goals with this happening. A learned advisor said; “most financial advisors are addicted to selling and they will not take the time to build a vision, business plan and goals”.
In Overwhelm – The unmet need of control generates the negative beliefs of “I am out of control” and “no one can do it as good as me” which contributes to the negative emotion of fear. The Law Of Attraction is absolute and with the unmet need of control fueling the negative beliefs and negative emotions, the financial advisor unwittingly will not delegate and if they do, no one will ever be able to do the job as good as them. The unmet needs become their jailor.
Asking For Referrals – Ninety percent of advisors agree that asking for referrals is the number one way to build their business and only fifteen percent actually ask for referrals on a consistent basis. The challenge is the unmet need of approval which generates negative beliefs like “what if they say no” which fuel negative emotions like uncertainty and worry.
“Values are like turtles, they only come out when it is safe”. Unmet needs will dominate ones values, vision, business plan, goals and ability to grow until the unmet need is met from within.”
Free One Page Business Plan Webinar May 25th – Register Now!
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Announcing Leading Advisor’s One Page Business Plan(TM) Free Webinar and the One Page Business Plan(TM) Webinars!
“If you don’t get the words right, you might build the wrong business and may never get the numbers right.” The date for the One Page Business Plan(TM) Free Webinar is:
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Who should attend?
- Do you have too many scattered ideas?
- Do you need to focus on a few?
- Do you need to jumpstart your business right now?
- Do you have no time or interest in writing a 50 page business plan?
- Do you need to determine if you’re focusing on the right things?
- Do you need an effective blueprint to keep yourself and team focused?
Then consider a fresh, simple approach to business planning that will enable you to focus on what is important…the One Page Business Plan(TM) – a powerful tool for building and managing a business. It’s short, it’s concise, and it delivers results quickly and effectively. There can be no question as to where your business is headed when it is in writing, especially when you have the key essentials about growing your business clearly specified on a single page.
Is this another ho-hum course on business planning like the ten others you have attended – no way! I know how to capture the essence of any business in just a few minutes using the innovative key word and short phrase techniques using the One Page Business Plan(TM).
To Register for the One Page Business Plan(TM) Free Webinar:
Call Laura at 250 248-6012 / 1 877 248-6012 or e-mail Laura at lreilly@leadingadvisor.com and you will receive your GoTo Meeting Webinar Link, Phone Number and Access Code.
- Wednesday, May 25th at 12:30pm EDT
International Values and Behavioral Analyst, Business Coach, Speaker and Author
Executive Coaching Tips for Financial Advisors
Speaking at a City Near You