The key to your life and business is relationships. People stay in relationships that focus on the relationship and they leave relationships when they do not.
Attract: You Are the Difference
All relationships are a reflection of the one you have with yourself. If you show up and are confused or lack confidence, who will be attracted to you? Only people who are themselves confused and lack confidence.
The top insurance professionals use what I call the authentic mindset. They are clear about who they are and confident of what they will and will not do. They align their intentions and actions to produce the results that will impact someone.
I developed my first focus formula to learn how I observed certain things. The formula has four steps: look, see, tell the truth, take an authentic action. The first thing I did was look at my relationships. What did I need to learn? I needed to learn how to relate to people, not how to sell to them.
The next thing I learned was how to see–see my relationships for what they were, examine my beliefs and behavior and identify the common denominators of successful achievement. I started to observe how clear, competent, capable and talented people were with others.
Then I had to tell the truth, separating fact from fiction. I had to be truthful about what was working and what was not with a view to be more effective and productive.
My authentic action was to develop the first generation of my personal value statement. Therein, I articulate my values and qualities about myself and share with you what actions I would take in your life.
So, when people ask me, “What do you do?” I say: “People work with me because of my passion, dedication and commitment to serve as a resource for their financial security.
“I show a genuine interest in helping you preserve and protect your lifestyle, assets and loved ones, and share a process that aligns intentions with actions. The benefit is the comfort, confidence and contentment you will feel knowing that you have honored your agreements to the people that matter most to you.”
Connect: Your Process of Relating to Others is Your Real Product
We advisors have a ‘one size fits all’ communication process. The problem with that is we are each hard-wired with one of four unique personalities and we tend to say the same thing to everyone. The consequence of communicating this way is that we have a one-in-four shot at connecting with the prospect.
The first personality is all about feelings. They are sensitive, caring, considerate, great listeners and get along with everyone. They see things through a wide-angle lens and make sure that everyone is happy. But because they care what everyone thinks, they have a hard time making decisions.
The second personality is all about results. They see everything through a telescope, are candid, to the point and want to know the bottom line. They live by the motto, I’m the leader; you got a problem with that? When I want your opinion, I’ll give it to you. They also tend to be impatient with people and processes.
The third personality is all about accuracy. They trust data more than they trust people. They thrive on being precise, detailed and follow step-by-step procedures. However, they are pessimistic and view everything in black and white.
The fourth personality is all about high energy. These are people with great ideas and concepts, with lots of things going on. They are articulate, persuasive and can talk to people and mix business with pleasure.
The Achilles’ heel of this high energy person is impulsiveness. They tend to have many things going on at once and go in many directions. They lack discipline and follow-through and overuse enthusiasm.
Can you see some points of conflict that may develop? The high energy salespeople are so conceptual that they round off phone numbers talking to the analytical CPA or attorney who is looking for accurate data.
The landmine of one-size-fits-all communication is that we create disconnects with people by not understanding their personality and what drives their behavior.
I developed a conversational format to stay away from the 66% who disconnect, which I call a CORE Conversation, C.O.R.E. It starts with a trust question, which asks: ‘What can I help you accomplish in the next 12 months that would make you feel happy with your progress?’
If someone shares that with me, I ask the following questions:
o What are the biggest challenges that you face?
o What opportunities in life would you like to capture?
o What are the most important relationships in your life?
o In your experience, what has and has not worked for you?
Through this dialogue, I have observed that I can connect with all different personalities.
So, I encourage you to use this tool, the CORE Conversation, to insulate yourself from the 66% group–the two of every three clients who are considering changing advisors–and connect with what people care most about by addressing their core issues.
Commit: To Get a Commitment One Must Make a Commitment