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Practice Management > Building Your Business

A Cure for What’s Ailing Your Sales

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No business plan or goals? Overwhelmed or avoiding asking for referrals? Are you suffering from any of these business ailments? Read on for help diagnosing your condition.

  • Business plan and goals. The negative emotions of anxiety and fear generate the belief that you “don’t have enough time” and “don’t have enough money.” Consequently, you are forever in survival mode. It is impossible to build a strong set of values or formulate a vision or business plan/goals while in this state. A learned advisor once said, “Most financial advisors are addicted to selling, and they will not take the time to build a vision, business plan and goals.”
  • Overwhelmed. The feeling of being out of control generates the belief that “no one can do it as good as me,” which contributes to the negative emotion of fear. The law of attraction draws more chaos to the advisor, who refuses to delegate responsibilities. Or, if he is able to delegate, the advisor feels that no one will ever be able to do the job well enough. Negativity becomes his jailor.
  • Not asking for referrals. Ninety percent of advisors agree that asking for referrals is the number one way to build their business, but only 15 percent actually ask for referrals on a consistent basis. Negative emotions such as uncertainty and worry generate the belief that “they will probably say no.”

“Values are like turtles, they only come out when it is safe.” Face your fears, find the will to push forward and create a safe place for your values to flourish.

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Simon Reilly of Leading Advisor Inc. is a financial advisor coach, speaker and writer. Simon writes a daily blog and can be reached at


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