Every advisor wants to fill their funnel with more ideal prospects who convert to clients so they can make more sales and more money.
The reality is that most advisors don’t because they create and work an inverse plan that focuses on sales & tactics. Sales & tactics are part of the “Outer Game” (OG) and, while critical to the overall plan, when done alone leaves out two of the most critical factors to success: the “Inner Game” (IG) & the “Game Plan” (GP).
The three step formula for sales success = IG + GP + OG.
While many advisors don’t take the time to create, follow and monitor their plan, those who do achieve amazing success.
Today, we will provide you an insight to create your formula to achieve massive results so you can make the upcoming year your best ever.
Before you begin creating your three step plan, determine where you need help. My favorite approach is the “WWWHRS” which stands for:
- W = What
- W = Why
- W = Worth Barometer
- H = How
- R = Results
- S = Support
First, ask yourself about each of these categories & determine if you know the answer or if it is an area where you need help. Note areas where you need support or do not have the answer by placing an X next to it.
1. W = What do you want to achieve? What do you need to do to achieve it?
The first step to achieving any goal is to know what you want and what you need to do to achieve it.
2. W = Why do you want to achieve it? What is my purpose or passion for doing what I do?
Your purpose is what makes you unstoppable. It is the energy that gets you up in the morning and keeps you on track when things get tough.
3. W = Do you have a healthy “Worth Barometer”?
Your “Worth Barometer” is a term I use to reference a person’s belief & self-esteem. Which of your beliefs support you and which need to be replaced? Do you believe you can achieve your goal?
Do you believe you deserve to achieve your goal? Do you believe you are enough? Do you beat yourself up or build yourself up? To achieve our goal you must believe it is possible. If you don’t then you need to work daily to improve your “Worth Barometer.”
4. H = How can I best achieve it? Who can help me achieve my goal?
Who knows how to achieve my goal? What action do I need to take to achieve my goal? Once you know our what, why and have a healthy “worth barometer,” you need to know how to make it a reality.
5. R = What results do I need to achieve? What is the risk/reward to taking this action?
Are the results from the action I plan to take theory or proven? Before you dive into a new strategy take a minute and confirm it is not a silver bullet. Silver bullets produce short term sporadic results. To achieve ultimate sales success you need a long term sustainable strategy that produces consistent results.
6. S = Do I have adequate support, personally & professionally? Who can support me in achieving my goal?