Welcome to Part 2 of 5 of my MDRT – The Inspirational Tipping Point Presentation. This is the submission that I provided to qualify to speak at the MDRT.
Success isn’t about How and What to do, because if it were true everyone in this room would be 100% successful because you can get the How and What to do in relationship to vision, planning, time management, teambuilding, marketing and sales, for free on the Internet.
Success has everything to do with Why.
Understanding both Why and Why not.
Think about it. I’d like to ask you a private question that you can answer to yourself. Without raising your hand, again this is a private question and being able to answer this question isn’t about looking good in front of this audience. It’s a private question and answer.
On January 1, 2015 how many of you started the year with a written five-year vision and business plan?
I am talking about written, the power of the written word. Not in your head, not written on a restaurant napkin, a written five-year vision and business plan.
Experts agree that success is certain when you write down your vision, your business plan and your goals and when advisors are surveyed there is as extraordinary number that do not have a written five-year vision and business plan.
I’m here to talk about Why and Why not.
Why has far more to do with Being than Doing.
Being comes from Why you’re doing what you’re doing versus doing and doing and doing without having a clue as to Why you’re doing what you’re doing.
Being comes from understanding the difference between inspiration and motivation. To inspire is to influence, to move or guide from within. Being also comes from understanding the difference between Values and Unmet Needs. Values are Why you do What and How you do what you do. They’re the DNA of fulfillment.
You may say to yourself, what has this got to do with being a financial advisor? Everything. Let me offer you this example from when I spoke at an Advocis, The Financial Advisors Association of Canada, Professional Development Day in April 2010.
An MDRT Member client of mine stood up in front of 140 advisors and said, Simon showed me that I have the Unmet Need of Worthiness.
As a result of working with Simon I closed a $1 million dollar case.
My client said, some of you might think a $1 million case isn’t that big of a deal.
My client then said, that was the commission.
My client said that Simon helped me to understand that the Unmet Need of Worthiness was generating the Negative Emotions of doubt and uncertainty and Negative Beliefs like, I’m not making as much money as higher net worth clients so how can I work with them.
Visit here next Monday for Part 3.
Click here for MDRT – The Inspirational Tipping Point Presentation – Part 4 – Understand your Values
International Values and Behavioral Analyst, Business Coach, Speaker and Author
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