by Certified Coach Alissa Gauger, MBA
What are the secrets to building a long term and successful practice? Here are some steps you can take in the right direction.
1) Ask for help—the kind that you need.
For example, if your RACE coach works hard to motivate you with numbers and stats and it leaves you lifeless do you let him or her know? If you would respond better to a different form of accountability speak up. This coach is there to help. Many Financial Representatives respond well to a sense of urgency or by deliberately racing the clock. Set up the system that really speaks to you.
2) Know what you want and be relentless.
Is your vision for the future of your practice crystal clear? If not, try setting your intention.
Intention is far more powerful than goal setting because it creates alignment. Think about directing your intention with words like “I will” or “I choose to.” Avoid words such as “I have to” or “I want” so that you are not in the position of victim or grasping for something. Spell out what you most want and describe it well. Then lock in and go for it.
Example: “I will build a practice that allows me to share my expertise with others and truly help people who share my values of family, integrity and solid financial planning. I work primarily with busy medical residents and physicians who I feel a genuine connection with and who trust my guidance. My practice really thrives and allows me to enjoy a prosperous life that I love filled with time with my spouse and children and a fulfilling social life. I have time for activities that I really enjoy including golf, working out and watching movies with my family. I am a Forum level producer who speaks regularly to other agencies and will one day be a Managing Director."
3) Have some fun
Many FRs stop exercising, eating well or having fun at some point. Your profession is one where you need to “live it to give it.” Seek out activities that refresh you so that you can be energized and engaged with your clients. Don’t give them up easily.
4) Adjust your thinking
If you have a lot of beliefs that inhibit you from dialing, prospecting and closing it’s time to challenge the beliefs that are holding you back. Just because you have a thought doesn’t mean it’s true. Begin by listening to your thoughts. Once you are on to them, begin to train your mind like a puppy. When you think something unhelpful, ask yourself “is that true?” Most often you will find it’s just your internal bully. Stand up for yourself as you would a friend.
5) Be in the moment
In the rush of activity, it’s easy to turn robotic. See if you can slow down and reconnect with yourself and the people around you. Not only will you be better able to take care of yourself, but you will form more genuine relationships. Start by taking a deep breath now and then. Next, take the opportunity to really listen to people. Stay in the present moment which is free of regret and worry.
“Tell me—what is it you plan to do with your one wild and precious life,” writes poet Mary Oliver. Whatever you choose, make it of your own design and enjoy it!