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August 24, 2012 at 12:00 AM
It’s not unusual for financial advisors to experience fear, burnout and procrastination just like everyone else. When I meet with financial advisors to discuss the improvements they want to make to their businesses, I see many of the same recurrent themes. Here is a list of things on many a financial advisor’s to-do list:
- Develop a different attitude.
- Reinvent myself going forward.
- Improve my inspiration (as opposed to drive).
- Eliminate fear.
- Eliminate burnout.
- Get better at making phone calls and booking appointments.
- Eliminate the roadblocks to working with high-end clients.
- Eliminate procrastination.
- Eliminate second-guessing myself.
- Understand how I contribute to the roadblocks in my path.
- Review my telephone appointment-prospecting script.
- Review the way that I’m presenting the life-insurance conversation.
For most advisors who face the above issues, the struggle has gone on for years. In every case, it’s the same operating system—the six inches between their ears—that creates the toughest challenges.
The six inches between their ears has taken over. It has developed a mind of its own (so to speak). And this mind will hang on for dear life, for it is the survival-based mind that lives in fear. This mind will, out of fear, bite the hand that reaches out to offer help.
