Recently, my friend and colleague, Steve Chandler, leader of the Wealth Warrior movement, was asked about engaging with a “powerful” prospect. The advice Steve gave is the same I give my professional clients when they’re afraid to go after the whales in their target markets. Sometimes my clients tell themselves they have nothing to offer such wealthy, influential people. They use the excuse that the biggest fish are probably already taken care of.

Here is my adaptation of Steve’s response, as it pertains to financial and insurance professionals:

You are powerful, my friend. People would not be paying you fees and entrusting their financial futures to you if you weren’t. Your power is not in question. I would question whether they are as powerful as you think. Why do you assign them power? Because of past income? Years of experience? Notoriety?

Can they call forth checks when someone is disabled or dies? Can they match your ability to understand and keep your eye on the financial markets? Can they think on their own of legal ways to minimize their taxes?

Powerful people, whales or elephants are stories made up by you. They’re cardboard cutouts of your prospect which you have placed between you and him, making it more difficult to connect with the real person who may very much need your advice.

No one is really powerful (in the intimidating way you think they are). So focus on the work you do best and the service you can give anyone, even these powerful individuals. Remember your value, and stay with that. Don’t get lost in a comparison of who is more successful or prestigious. Just keep being a person—a powerful person—helping another.

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Sandy Schussel is a speaker, business trainer and coach who helps sales teams develop systems to win clients. He is the author of The High Diving Board and Become a Client Magnet. For more information, go to www.sandyschussel.com.