Today’s Blog segues from the Thursday, February 15, 2007 Blog entitled Fear Of Sales, A Hard Habit To Break.
While much effort has been put in over the years to break through the fear of sales, the habit may be detrimental because it can throw the rest of your business and personal life completely out of balance. Business – vision, business plan, finance, marketing, office, products, service, team, training and web site. Personal – education, family, friends, health, hobbies, home, spouse and travel.
Those old hooks are pretty deep that relate to the past memories of going through those sales meetings with the rest of the team answering the question of, “what are you going to do this month?”. Today, this can be continued to be fueled or fooled, depending on the way you look at it, by all the talk of attracting high net worth clients causing one to undervalue current clients and over motivate oneself to get to the next big sale.
My client came to the realization that they were being motivated by past belief systems that were hooking them into unmet needs of safety of sales which triggered feeling motivated by anxiety and fear. This was contributing to them being thrown off their focus of what they really wanted which was based on their values enabling them to enjoy the benefits from building an already profitable financial advisor practice. Answering the questions relating to the ‘The Number’ & ‘How Much Is Enough?’, contribute to one being able to know exactly what their retirement goals are so that they can budget their sales activity and have balance at the same time.
On Thursday morning I was speaking with another client about the same subject. In this case, I have been working with the client for less than a year and the floodgates of attracting business have really opened up for them. I reminded my client to pay attention to where they are in relationship to their projected sales goals because I had sensed that they were over budget on sales which again, could throw the rest of the business and their personal life out of balance.
This brings us back to the question of, ‘The Number’ & ‘How Much Is Enough?’.