A few years ago, on her own, my client Karen became a Top 10 advisor out of the several hundred agents at her national financial services firm. She received a framed certificate, a $15,000 bonus, and a great deal of attention from her peers.
The next year, she barely made it into the Top 30.
In January, after that “disaster,” as she referred to it, Karen called me on the phone for help. “I didn’t do anything differently this past year than I did the year before,” she told me. “Maybe it’s the economy,” she continued, “’Cause it just seems like fewer and fewer people are saying ‘yes’ to me.”
(Related: All Great Success Stories Begin With Failure)
“When you made the Top 10 two years ago, were you consciously pursuing it?” I asked her.
“Well, no, actually,” she responded. “I was totally surprised by it.”
“What were you focused on, then, that year?” I continued.
“I guess, my total focus was on helping as many people as I could in as many ways as I could,” she explained, with a note of pride in her voice.
“Did your focus change this past year?” I asked.
There was silence on the other end of the line. After what seemed like minutes, Karen responded:
“I wanted to make it to the Top 10 again, and I guess my focus was on that, and not really on helping anyone,” she realized as she was saying it out loud, “But would that really have made the difference? I mean, I was helping people, either way!”