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You’re a successful advisor, your proud of your success and you should be.
But satisfaction in your own success can make you susceptible to complacency and assumptive thinking.
Your decisions can unknowingly shift to the same set of ideas and behaviours, which led to your success in the first place.
But over time, as the market catches up to you, any improvements from your formula for success, will become increasingly incremental.
Opportunity losses will often creep into your system and grow undetected, because your focus has been cemented into incremental improvement instead of exponential advancement.
Slowly but surely, you can lose your edge, and be blind-sided at the least opportune moment.
From your perspective you’re doing everything you’re supposed to, leading you to believe that lost prospect opportunities are mostly the result of their circumstances, not yours.
If those prospects have a problem you can solve - but they leave without hiring you - then there is nothing acceptable about that.
The blind spot may be with you and your process, not them or their circumstances.
To maintain your edge, you need to question and defy all notions of doing the same things you know and have always done.
They served their purpose.
They got you this far, but won’t get you to the next phase of your success.
Only a fresh new perspective, outside the realm of the knowledge you’re familiar with, will get you to the next level.
Here are some of the biggest accepted norms that may holding you back from profitable growth:
The numbers game approach to selling will never change
Not true, you need to connect with your prospects at a much deeper level for them to trust you.
Showing my value and intellectual superiority is the leverage I need to keep using
That approach to your prospects can be perceived as “selling”, and is the same behaviour most other advisors do, it commoditizes you
Giving “value” builds trust
Free consulting is fine if you’re running a non-profit, but trying to delivery “value” is a fools game, because value has now been commoditized
Are you still basing your thinking on any of these industry espoused norms?
If so, they could be costing you dearly.
To break free from the traditional sales thinking, order your complimentary book and consultation below.
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation.
Related: How to De-Commoditize Yourself