Inspiration is based on values like communication, listening and wisdom. These are the core of all positive beliefs and feelings. Inspiration is sustainable because it is driven from within.
Motivation is based on unmet needs like recognition, safety and worthiness. These are the core of all negative beliefs and 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.”
International Values and Behavioral Analyst, Business Coach, Speaker and Author
Executive Coaching Tips for Financial Advisors
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