Everyone has blind spots, and the tough part is they are invisible to us. Here are five questions to ask that may reveal yours:
- What are the reasons for my unsatisfactory sales results?
- Of those reasons, which ones are subject to interpretation?
- How are my interpretations negatively impacting my conversations with clients and prospects?
- What do I need to let go of that would allow me to change my conversation for a better result?
- If I could let go of that, how would it change my possibilities?
Here is an example: John was a successful advisor with a mature practice whose sales came mostly from high-net-worth referrals. His two concerns were: No. 1 Several clients had retired or passed away, liquidating or transferring assets in the process and No. 2 client referrals were down significantly. John was unsure of the reasons or whether he had any control. He believed his business strategies had worked well until now and was worried about the long-term impact of changing direction in his marketing now. By answering the five questions, some “blind spots” he uncovered were:
- He was having the wrong conversation with prospects.
- He was afraid of risking “good” for “great” marketing strategies.
- His analytical approach was keeping him from connecting on a personal level with his key clients.
John was able to shift his perspective, leading to a more authentic sales approach that generated over $10 million more in assets. He was amazed at how small changes in his internal conversation yielded such a huge financial benefit.
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Debbie Nixon, founder of coaching company Masterful Advisor(R), has more than 20 years of experience as a financial advisor, coach and performance expert. For more information and tips from Nixon, go to http://www.masterfuladvisor.com.