The fourth-quarter grind is on! Consider implementing one or more of these suggestions to level up during Q4 2019 and beyond.
Assess your belief system
What attitudes, behaviors or perceptions are holding you back? What will the consequences be if you don’t shift your belief system?
You have the power to undo any self-doubt, fear of failure or avoidance behavior that limits you. In fact, those who aspire to lead others through their sales process or toward their corporate vision must first learn to lead themselves.
Intention, discipline, and consistency are key to shifting your belief system. So starting today, every time your confidence begins to wane, ask yourself, “What would I be doing differently absent fear?” Then consciously incorporate some aspect of your response into your daily routine.
Refine your processes
Do you insist on having a values-based conversation with prospects, or are you willing to quote on demand? Will you explain to clients what a qualified referral is and ask for well-deserved introductions? Or do you sit back and hope the phone rings?
The things you do each day define your process and your process will ultimately dictate your level of success. Align your daily activity and business goals. Implement the prospecting, needs-analysis, and sales processes of the elite financial professional that you aspire to be.
Consider your crew
If you’re beginning to feel that your belief system and processes are limiting your success, think about the financial professionals that you spend the most time with.
Do they see obstacles or opportunities? Do they own their shortcomings? Or is it always an underwriter or product consultant’s fault? Do they have repeatable business development processes? Or do they toss new ideas at the wall daily, hoping one eventually sticks?
A year or so after graduating from UF, #GoGators, my sales manager offered me a different territory. I immediately surveyed my crew in the bullpen. The consensus? “Everyone fails in that territory.” “It’s so far from the office, you’ll waste time and gas servicing clients.” “At least your current territory is a sure thing.” When I turned down the job, my manager offered it to my sales assistant. She accepted it and earned six figures within one year, far exceeding my five-figure “sure thing”!
I surveyed the bullpen and got an earful about the obstacles I’d face. My former sales assistant chatted up the key account reps in the corner offices and explored the opportunities she could create. She likely scored an accountability partner and mentor, too.
Which financial professionals are you more likely to fraternize with?
