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One of the most critical lessons in life and business is the art of closing the deal.
While most agents, brokers and sales professionals focus on sales techniques for closing the deal, today we are going to dive into some not so common factors that can take your closing ratio to the ceiling.
This topic was forefront when my son tried out for his middle school baseball team. As I went through this process with him, I couldn’t help but notice the striking parallels to the process financial advisors go through when closing the deal. There are three critical elements: inner game, game plan and outer game. When we combine these three elements, believe in ourselves, master our efforts, and visualize our desired results, we become unstoppable and amazing things happen.
Dream
Nicholas had a dream, not just any dream, but a huge dream to play baseball for the district middle school that he had watched all through elementary school. When we were looking at preparatory and private schools outside our school district for him to attend, his comment was always “But I won’t be able to play baseball for my middle school.” Because baseball is a big time sport in Arizona, making this team as a 6th grader is tough and very unlikely.
The results of our PMA360.com (Performance Mastermind Academy members have achieved shows the power of combining passion and purpose . Our advisors have achieved income increases up to 775% increase in revenue, referral increases up to 800% & $80 million in AUM). Amazing things happen when you combine passion and purpose!
Belief
When Nicholas tried out for his team, he was younger and smaller than most of the kids. Even after I shared the coaches’ conversation (which I refer to as the “sorry your son won’t make the team conversation” i.e., it is impossible for a 6 th grader to make the team because the required bats are heavier and bases are significantly further, etc.), he wasn’t phased. His belief in his ability overshadowed any perceived or actual disadvantage.
When you truly believe it is possible for you to achieve your desired results, everything changes including the outcome of the deal – whether it is making the baseball team or becoming a successful financial advisor, entrepreneur or consultant.
Related: The 7 Traits of Highly Successful Financial Advisors
Talent
Nicholas came home at age 5 announcing that he wanted to play baseball. While he is a natural athlete and has mastered the game, possibly the most important insight you can take away (which he has) is that talent alone is never enough. In fact, talent without effort is actually one of the main reasons advisors (and athletes) do not achieve their desired result.
Advisors who are less talented often perform better because they can’t rest on their laurels. To survive and thrive, they have to put in more effort, dedication and commitment than their more talented counterparts.
Confidence
Prior to the first round cuts, I asked Nicholas if he was nervous at all. Fortunately he was not, which was a good thing because my nervousness made up for both of us!
Confidence is essential to closing the deal and succeeding at anything we set out to achieve. Arrogance, on the other hand, is one of the fastest ways to drive away potential clients and ruin relationships. Confidence is attraction . Arrogance is not. Confidence gets us hired while arrogance gets us fired (even before we are hired). Having a strong belief in one’s abilities is great as long as it doesn’t turn into arrogance.
The Edge
When I discuss the inner game with my children, I am often met with an eye roll or a comment such as “oh brother.” Because I knew how much these tryouts meant to Nicholas, I reminded him of the time-tested, successful method of the winning combination which includes seeing our desired results .
Before I shared my insight, I made him to commit that he would apply what I was going to share. (Commitment is critical to achieving any goal). Once he agreed, I asked him to visualize himself making the team and doing everything required to play his best. I also had him print out a picture of the new bat he would get if he made the team. He knew every aspect of that bat and carried the picture with him to remind him that if he made the team, it would be his.
Being able to visualize the result you want is a critical step in your marketing plan as well as your life. When we do our best in every situation, we will not have any regrets and we can be happy with our efforts. Also, when we consistently strive for excellence, our goals are always within our reach. Nicholas’ performance was outstanding when he got on the field and he made the team.
The Ultimate Win
Before his tryouts, I shared with Nicholas that when I was his age I went to the Junior Olympics. While I went home with numerous medals, what I remember is the 440 yard dash where I lost out on a medal because I didn’t push through the finish line. If I would have known someone was that close, I would have pushed through. Instead, I slowed down. After tryouts I asked Nicholas what was his most important takeaway. He said, “Whether I make the team or not, I did my best and gave 110%.” I said, “Amen!”
While all of these steps are critical to achieving your desired results and closing the deal, in my opinion the ultimate takeaway is being able to look yourself in the mirror and know that you gave 110% and did everything in your power to seal the deal. Then there are no regrets, even if we don’t close the deal.
Before you roll your eyes or think this process is too much work, take a minute and imagine what your life will be like when you achieve your goal. Take the required action and see the results for yourself. The results entrepreneurs and small business owners just like you have achieved by combining the inner game, game plan and outer game to close the deals, says it all.
This article originally appeared on PMA360.com .