Step 2.
Financial advisors may “want” a vision and business plan but they hamstring themselves with a lack of focus created by the Unmet Need for perfection. Though they come to realize they need a niche and product to build a vision and business plan on, their negative ego sabotages them. The Unmet Need for perfection combined with the negative belief of, “it or they may not be good enough,” combined with the negative emotion of anxiety, keeps them trying one thing after another, finally overwhelming them.
Financial Advisors may “want” referrals but they hamper themselves with procrastination because of their Unmet Need for approval. The majority of financial advisors agree that asking for referrals is the most effective way to build their business, but their negative ego sabotages them here again. The Unmet Need for approval, combines with the negative belief of “I may make a mistake,” combines with the negative emotion of fear, and even though they may struggle through their fear to ask for a referral, their fear-based energy is picked up by the client and the client says, “No.”
The point is, you know what you need to do. You might even be baffled by why you’re not doing it. It’s simple. You have Unmet Needs.
This article was originally published in Curing The Unmet Needs Disease © Simon Reilly 2008
International Values and Behavioral Analyst, Business Coach, Speaker and Author
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