LAS VEGAS — If tough times call for tough solutions, Monday’s kick-off to this year’s Senior Market Advisor Expo offered those in the financial services business the skills to help make those tough calls–and thrive, at the same time.
Keynote speaker Dan Norman, a 25-year veteran of sales and sales consultancy, let this year’s showgoers know that even in the midst of a down economy, there are plenty of simple, old-fashioned solutions to maximize your knowledge and help build your practice.
But before Norman’s funny presentation, full of highly actionable suggestions, SMA editor Daniel D. Williams took a few moments to introduce the crowd to the 2009 Advisor of the Year, Dave Williams (no relation between the two, by the way).
Williams (Dave, that is), who will be on stage Tuesday for the Advisor of the Year roundtable, introduced himself as a relative newcomer to the industry — just seven years as an advisor, after a previous career in business — who’s used tools such as a thriving study group to ramp up his work in financial services for seniors.
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“To be successful, you have to surround yourself with other successful individuals, and I’ve found my study group to be a great thing that holds me accountable in everything I do,” Williams said.
Norman, who began his own career, quite literally, selling CB radios to the crazed lumberjacks of northern Georgia (an experience he says makes everything else seem pretty easy), said that there’s a pretty straightforward blend of fundamentals that work for anyone he’s coached to a better career in sales.
Of those, a positive mindset is among the most important. Looking at the world from a perspective of “abundance” — there are always more opportunities lurking — will help even the most downtrodden advisor find some optimism in the most challenging of times.
Advisors also have to learn to take rejection (especially in a rotten market) a little less personally, he says, comparing the whole process to a particularly unsuccessful round of dating.