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Life Health > Running Your Business > Prospecting

Why Agents Need to Unplug (and How to Do It)

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What You Need to Know

  • Sure, have a plan for Monday.
  • Saturday and Sunday belong to you.
  • One incentive: You never know who you might meet.

Agents need to unplug and relax from time to time.

Established agents need to do it. Newer agents with stiff goals need to do it. Everyone needs to do it.

Taking time off can lead to doing more business.

Here are nine reasons why:

1. You need balance in your life.

Imagine the following.

You wake up, go to the office, prospect all day, go home, have dinner, go to sleep and repeat the process again, every day.

What a grim life. It would be like being a monk in a monastic order dedicated to financial services. Your grim outlook would come through in your voice when you spoke with prospects.

Instead: Block out time to go to the gym several mornings a week.

2. Get out and enjoy the fresh air on weekends.

Get together with friends on Friday for drinks or dinner.

It gives you something to look forward to. Time off helps you vacuum your head.

The human brain works in unusual ways.

Ever have the situation where you cannot remember something and it comes to you in the middle of the night? Your brain is a creative instrument.

You might be trying to think of a good prospecting strategy and coming up empty handed.

Over the weekend, you work in your garden and inspiration strikes.

Instead: When you do something unconnected to work, your brain sometimes gives you great business ideas.

3. Give it a chance.

You won’t meet HNW individuals if you are chained to your desk.

Years ago, in Beverly Hills, I visited an office where the manager was doing something they thought was generous, but was short sighted.

They bought lots of pot noodles and other instant lunches, so the newer advisors could eat at their desks instead of leaving the office, buying lunch and enjoying it outside.

I seriously through a competitor firm would gladly pick up the pot noodle bill if the advisors agreed to never go out for lunch and mingle with the Beverly Hills locals.

Instead: Pick yourself up from your desk, go outside and buy lunch at a place likely to attract local professionals and business owners.

4. Sit near other people and start polite conversations.

You will see them again and again. You will return to the office refreshed.

Vacations recharge your batteries.

I’ve always thought many agents and advisors coasted through the summer, then rolled up their sleeves after Labor Day to get business done and finish the year strong.

Put another way, take a vacation when your prospects and clients are also away.

Instead: Even if your vacation is visiting your sister in the next state, you are away from the office and return refreshed with a clear mind.

5. Unplug when you go away.

I’ve always thought mobile phones are like leashes. They can always pull you back into the world of work.

The reverse holds true too.

I used to always be calling the office to see if anything needed attention. My brain was still at work, just my body was away.

Instead: Let your office know how to reach you in an emergency.

6. Trust them to hold things together until you return.

Do not be thinking about work on the weekend.

This is tougher than it sounds.

When I was in production, I was in the grocery store parking lot on a Saturday.

As I backed the car out of the space, I started thinking about an IRA mandatory distribution I needed to do for a client.

I backed into a huge truck! I started to curse the client (in my mind) then realized they didn’t do anything wrong.

I let myself get distracted.

Instead: The logical first step is to consider Sunday a Day of Rest.

7. No business work.

If something work related occurs to you over the weekend, write it down or send an e-mail to yourself, then forget about it.

Always prepare a written plan for the next day before you leave the office.

Imagine the following: You are on vacation. There is sun, sea and sand all around you.

Your mind drifts to “Where am I going to find business when I return to the office on Monday?” You blood pressure rises.

Have a written plan in place for your first day back.

Instead: Don’t worry about how you will hit your numbers.

8. Know you have a written plan, which is a starting point.

Always be meeting new people.

If you stretch out on the beach by myself, my mind starts thinking about work. I find things to worry about.

Make an effort to make new friends instead. Hearing about their personal lives gets you away from thinking about your work life.

Instead: Play a game. Tell yourself: This person could be the most interesting person on the beach if I get them talking about their passion or favorite interest. Now try to learn what it is by asking questions.

9. Put problems into perspective.

When was the last time you had a business issue that consumed your waking hours? It was all you could think about.

It hung over your head on Friday and Saturday.

Amazingly by Monday the problem didn’t seem so big or it resolved itself.

Worrying stole two days from you. You can never get them back.

Instead: Take that problem on Friday.

Ask yourself “Is there anything else I can do to effect the outcome?” If the answer is “No,” put the problem in a mental box and leave it at the office.

Tell yourself you will reopen that box on Monday morning. Saturday and Sunday belong to you.

(Image: gawriloff/Adobe Stock)


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