The following is based on one of Norm Trainor’s clients. All of the names and telling details have been changed to preserve client privacy.
When I first met Russ, he was going through a very difficult time. He was in the midst of an acrimonious divorce. As a result, he was drifting in his business and had lost his focus. He signed up for our Eight Best Practices of High-Performing Advisors program to get back on track.
During our first few coaching sessions, I learned a lot about the pain and frustration he was experiencing. His personal situation caused him to feel confused and uncertain about his future direction. He was in transition personally, and at sea professionally.
As we worked together, it became clear to me that what he was looking for in our relationship was for me to listen. My friend and colleague, Dr. Herb Koplowitz, taught me that we have to ask the advisors in our program if they want to be heard, cured or healed.
At times, the role of a financial advisor can be difficult and challenging. For independent advisors, it can also be lonely. Sometimes, advisors just want someone who will listen to them. For others, they have a specific problem they want to solve. It may be that they don’t have enough prospects or enough face-to-face time. They may feel reactive and out of control in their work. They are looking for a coach who can “cure” their problem.
Then there are advisors who want to be “healed.” They realize that an aspirin will cure a headache, but does not address the cause of the pain. For these advisors, the solution is to build a healthy practice. They want a coach who will work with them over an extended period of time to create and sustain a healthy and vibrant business; one in which they feel successful and fulfilled.