Winners Never Quit, Quitters Never Win
October 19, 2009 by Simon · Leave a Comment
Quitters never allow their hearts to blaze with their Values and a Vision to make a difference because all they want to do is survive.
All quitters want is to have their situation remain the same or return to the way it was before, if it does happen to change, they want to go back to their daily routine of survival, they just play it safe to get their needs met and add little value to others.
Winners set ablaze their boats of safety, even at the cost of great suffering and they continue forward with Values fueling their commitment to their Vision. Winners champion their battles because they are not playing it safe trying to recreate the past.
We Have Definitely Outsmarted Ourselves Now – Jim Ruta
October 14, 2009 by Simon · Leave a Comment
Seems to me that the unmet needs that some non-values based financial advisors and investment advisors are trying to fulfill through money are not doing it and this is what I suspect is contributing to the problems that Jim Ruta is talking about in is October 6th, 2009 Blog – We Have Definitely Outsmarted Ourselves Now.
Financial advisors and investment advisors need to switch to becoming values based financial advisors and values based investment advisors.
Here are a few of Jim’s thoughts from his Blog;
- The average number of insurance sales per agent in Canada has dropped to fifteen (15). Yep, just 15. This used to be what you had to hand on the first day of a sales campaign to stay in the top five. 1.25 sales per month?
- Even then, more than 50% of life insurance sales are still replacements of existing business. So, just how much new “human life value” are we really protecting anymore?
To read all of Jim’s Blog, click We Have Definitely Outsmarted Ourselves Now.
Maslow’s identified the concept of unmet needs theory back in 1955.
This was right at the time of the advent of the electronic babysitter. 1955 was the advent of the electronic babysitter where children were put in front of this device and it took care of getting all their needs met instead of the parents. What am I talking about? TV. Now, to a certain extent, these same baby boomers have grown to adulthood and sometimes they, along with their generation X & Y offspring can’t put down their new electronic baby sitter, the Blackberry, iPhone, iPod or MP3 player.
The baby boomers’ parents were the Traditionalists born between 1927 and 1945 who went through a world war or two and the great depression. It’s my guess that they had no idea how to deal with their emotions and just stuffed them below the surface so they could go through the pain that they were going through.
When the boom of post world war two came along with the onslaught of the baby boomers, baby boomers were told, you are never going to have it as tough as I had it, you can have everything, but you may not deserve it while today’s generation X & Y children were told you can have everything that you deserve and have it all right now.
The electronic baby sitter and you can have set the stage for the lack of fulfillment that many baby boomers are starting to feel because while they have the art, boats, cars, clothes, cottages, homes, money, motorcycles, relationships, wine and travel an emptiness prevails along with; “is this all there is?”, and “what am I doing this for?”, and “what is the use?”. What’s worse, some of their offspring generation X & Y children lack ambition because they live an even more instant gratification world with the attention span off a nat.
This helps to explain why a lot of generation X & Y are not joining the ranks of the financial advisors where the average age of today’s financial advisor is 59 years old.
Why should generation X & Y want to be a financial advisor? The answer might lie in their observation of their parents chasing the dream of you can have it all, medicating their unmet needs outside of themselves, chasing art, boats, cars, clothes, cottages, homes, money, motorcycles, relationships, wine and travel while leaving their families behind to emotionally fend for themselves. You can’t give what you don’t have.
This explains the advent of the coaching movement, people might even want to hire a coach or a “fulfillment planner” rather than a financial advisor because they have got the money and it does not mean a lot to them.
This also explains the lack luster performance of a lot of financial advisors and investment advisors because they unconsciously thought that they could get their unmet needs met from money and possessions and when the reality of money and possessions don’t buy you happiness sets in with “is this all there is?”, and “what am I doing this for?”, and “what is the use?”, they have a total lack of inspiration.
Perhaps this ties in the concept of Affluenza.
Affluenza is what people go through when they get instant money through an inheritance or through winning a lottery.
They believe all along that if they could just get this money along with the art, boats, cars, clothes, cottages, homes, motorcycles, relationships, wine and travel that went along with it, then they would truly be happy.
Problem is, once the feeling of the windfall is over they are right back where they started except they now have the negative belief of “what is wrong with me” combined with the negative emotions of despair and sadness all fueled by the granddaddy of all unmet needs; worthiness.
What is really sad here is The Laws OF Attraction Are Absolute; you create what you focus on. If you keep asking “what is wrong with me” you will find the answer.
Be careful what you wish for.
Writing Is Like A Box Of Chocolates
October 13, 2009 by Simon · Leave a Comment
8:00am Saturday, October 10, 2009
It’s one of a few forthcoming Saturday’s ahead where I’m in front of my computer to write the 20 page manuscript for Breakthrough! – How To Breakthrough “The Plateauing Out Syndrome”!
This is the last place that I would like to be on a Saturday but I am reminded of two sayings that Teresia LaRocque used to say back in our days at Anthony Robbins & Associates; “if it is going to be, it is up to me” and “what you practice in private, you will be rewarded in public”.
I’m using this blog as a journaling to get me going or find my voice so to speak which is the number one benefit of blogging. It also gives one the vehicle to get over their unmet needs of approval, recognition, safety and worthiness.
This manuscript is the foundation for a PowerPoint presentation and a book which I am thinking is going to go a lot deeper than Curing The Unmet Needs Disease. “Writing is like a box of chocolates, you never know what you are going to get”. – Forest Gump
This process is also deepening the roots of niche marketing;
Mass marketing is inventing your own words or concept and going out and marketing it to anyone and everyone. Curing The Unmet Needs Disease is an example of inventing your own words or concept but I did not market it to anyone and everyone. I am marketing it to the niches of; financial advisor coaching, insurance advisor coaching and investment advisor coaching.
Niche marketing is taking the words of the niche like “The Plateauing Out Syndrome” and creating a solution for that niche and marketing it to that niche which in this case is the niche of; insurance advisor coaching
So … from time to time … I may do a play by play as I go along.
10:00am Saturday, October 10, 2009
Success! I have a rough draft of the table of contents and I am well on my way with the writing. Parts of the writing will go easy as I can borrow copy from past articles, audio transcriptions of speaking presentations, blogs and my book.
12:30pm Saturday, October 10, 2009
I have 16 ½ pages of 20 pages completed and I’m taking a break for lunch and going to Starbies. I’m thinking that I am going to run over to 25 pages. I suspect the writing will be a little slower this afternoon as the table of contents that I created is going to take me into a lot of new material that I have not written about. The bottom line is I just want to confirm that the biggest writing lesson that I got from writing a book and PowerPoints is write the table of contents first. Too bad I didn’t figure this out with the first go around with my book. 
2:00pm Saturday, October 10, 2009
I have a quick trip to Starbies for a Chai Tea Soy Latte, a Simon Sandwich and I took Shadow for a walk (while people are well meaning, they sure lack common sense as Shadow is crouched taking a poop, and with me with a poop bag ready to go, the neighbor is going “come on Shadow, come on Shadow, come and say hello! ); I am back at it with 18 pages.
2:20pm Saturday, October 10, 2009
I am just taking a break heading into page 20. How many words are in this document compared to my book? My book has 34, 600 words and the manuscript I am working on has 4,800 words … I’m nearly 14% of the way there to a new book … it will not be a book, it will be a booklet.
3:10pm Saturday, October 10, 2009
Just finishing page 22 and I’m on the home stretch. Of course this manuscript is going to have to go out for editing but I am almost there.
3:35pm Saturday, October 10, 2009
I’ve just finished the 26th page and I can say this rough draft is finished. Pages 1 – 23 are ready to go for editing and I have work to do on pages 24 – 27 which might take the document to 30 pages and that is OK.
I’ll finish this up on Sunday morning.
Ha Ha. When I started this writing this AM, a part of me, perhaps my fear based ego mind was convinced that I was going to be investing three Saturday’s in a row to get this done.
Not so fast … I still have the following Creative Projects to complete by October 31, 2009;
- Proof Manuscript - Breakthrough! – How To Breakthrough “The Plateauing Out Syndrome”!
- Write Coaching Program – One On One Coaching Silver Program
- Workshop & GYM Sales Pages – The Clear Your Roadblocks One Day Workshop and The Clear Your Roadblocks Coaching GYM Program
- Create PowerPoint – Breakthrough! – How To Breakthrough “The Plateauing Out Syndrome”!
- Research PowerPoint – There Is Nothing New! – How To Use Old Ideas In “The New Normal”
- Create PowerPoint – There Is Nothing New! – How To Use Old Ideas In “The New Normal”
And plug away at the these projects that are a work-in-progress;
- Sales Plan for Coaching & Speaking
- Centers Of Influence / Strategic Alliance List
- Update Classmates, Facebook, LinkedIn, MySpace, Twitter
- Write New Operating Instructions – The Clear Your Roadblocks Coaching GYM
- Show Reel Editing
8:00am Sunday, October 11, 2009
Back at in with enthusiasm as yesterday’s writing went very well and all I have to do is;
- Develop pages 24 – 27 which might take the document to 30 pages
- Review my list of miscellaneous ideas that came to me as I was doing the writing and either add them or delete them from the writing
- Proof the manuscript which I can do on Tuesday / Wednesday as I will be flying to and from Trail, BC next week
8:30am, Sunday, October 11, 2009
Pages 24 – 27 are developed and the manuscript is 28 pages. Next step is review the miscellaneous list of things to add or proof.
10:00am, Sunday, October 11, 2009
Draft is finished and I’ll proof it next week.
Are You Coachable?
August 11, 2009 by Simon · Leave a Comment
The Top 10 Things That Prove a Client is Coachable.
Coaching works best when the client is coachable; that is, is open to being coached by a coach.
1. The Client consistently takes action in order to reach a goal.
If the client is just going to talk and not take action consistently, then the client isn’t ready for coaching.
2. The Client sets a large, breakthrough-type goal, thus creating a gap to be coached on.
Coaching works best when a gap is created between where the client is and where the client wants to get to. Breakthrough-type (large) goals are often easier to accomplish than incremental-type goals.
3. The Client comes to the coaching call ready to report, discuss, change and adapt.
The client should bring several topics for discussion to the coaching call, and also clearly share their wins and challenges of the week. Also, facts, figures, measurables and trends are an important part of the coaching call.
4. The Client uses the coach, instead of the coach pushing or motivating the client.
The client is the one who leads the coaching call, but is also open to the input and questions posed by the coach. The Client doesn’t expect the coach to “do it for them” or motivate them. If the client expects the coach to do most of the work on the coaching call, the coaching doesn’t work very well.
5. The Client makes key changes in his/her life.
Coaching isn’t about just getting support to continue one’s life pretty much as it has been. Rather, the client who makes key changes in his/her personal and professional life is probably getting a lot out of the coaching process. These key changes may be large or small, but they need to significantly improve the client’s quality of life.
6. The Client gets better and better at telling the truth to themselves and to the coach.
With discussion comes an increased awareness and with increased awareness comes truth. And the better we are about sensing and articulating the truth to ourselves and to the coach, the more successful we’ll be in life and in business.
7. The Client sticks with it when the going gets tough.
During the coaching process, it’s common that a client will “hit a wall” or feel challenged to grow or do something differently. The successful client sticks with the process until they move through the temporary (and it’s always temporary) block.
8. The Client wants and is ready to have more of what they really want.
So few of us know what we really want, and coaching is a great place to discover what that is and how to get it. But the client needs to be able to want in order for coaching to work well.
9. The Client puts integrity and needs ahead of wants.
In coaching, the client is expected to do what is right for them right now instead of pushing themselves to acquire a result at the cost of their integrity.
10. The Client lets go of past approaches or beliefs and continually experiments with new ones.
Much of the coaching process is that of letting go of what used to work in business and in life and to begin freely experimenting with new ideas and approaches. The successful client is willing to experiment vs hold on to what used to work.
I received this list from my coaching training from Coach U back in 1996 – 1998.
Referrals Revisited
July 8, 2009 by Simon · Leave a Comment
I grew up in a household that believed in taking care of what matters … I believe I have a fiduciary responsibility to help my clients to grow their investments and to insure that their investments are well taken care of … at the same time I believe I have a fiduciary responsibility to take care of their family, friends and associates …
- If you were going to describe me and my products and services to someone, what would you say?
- What do you like best about working with me?
- What do we do for you that you didn’t expect?
- What can we do to improve my service?
- Who can you introduce us to that will appreciate the same kind of products and services?
- Wait 3 seconds …
- Do you know what, most of the time when I ask this question, a person doesn’t come to mind but when I call back in ten days to two weeks, someone always crosses a person’s path.
- Is it OK if I call you back in ten days to two weeks to follow up?
Do Versus Teach
June 24, 2009 by Simon · Leave a Comment
At the Kelowna airport at 5:15pm PT on Wednesday awaiting an 8:35pm flight to Nanaimo via Vancouver.
Feel ing thankful as the live financial advisor coaching practice visit was a success and I covered everything on the Agenda.
Someone once said; “those that can do and those that can’t teach”.
This live financial advisor coaching practice visit was great for my client and for me because we worked shoulder to shoulder writing the entire plan complete with systems and then some.
I’m settling in for a few hours and I’ll use the time that I have waiting for the flight to write the June Clear Your Roadblocks E-Newsletter.
Wednesday – Friday have a lite schedule of coaching and prospect calls and that is it for the month as Laura and I are taking a Staycation next week.
Here are the Phase 1 Objectives / Systems that we created in the live financial advisor coaching practice visit
Objectives Phase 1
- Create a Vision
- Create a Leadership, Decision, Meeting and Time Managment System
- Earn $552,000 by June 30, 2010
- Create an inspired, enthusiastic, productive and profitable team
- Create an Office Managment System
- Create a Bookkeeping and an Accounting Delegation System
- Create an In House Financial Planning Marketing System
- Create a Prospect / Seminar Follow Up System
- Create a Qualification and Enrolment Sales System
- Qualify Customer Service
Objectives Phase 2
- Create a Financial Planning Web Site
- Create a Financial Planning Marketing Funnel
- Create a Financial Planning Associate Advisor Marketing System
- Create a New Position Job Description
Live On Site Financial Advisor Coaching Practice Visit Agenda
June 22, 2009 by Simon · Leave a Comment
I’m facilitating a Live On Site Financial Advisor Coaching Practice Visit and here is the agenda
Agenda
- SWOT
- Vision, Purpose, Mission
- Vision – 1 Year, 3 Years, 5 Years
- Budget
- Objectives, Strategies, Actions – 90 Day Goals
- Delegation / Job Descriptions / Virtual Assistant / Review
- Leadership / Decision / Time Management / Practice
- Follow Up
Areas Of Business
- Planning, Projects, Schedule
- Administration
- Computers / Systems
- Financial
- Marketing A – In House
- Marketing B – Marketing Funnel
- Marketing C – Associate Advisors
- Office
- Production ( Customer Service )
- Products
- Sales Process
- Team Leadership / Harmony / Conflict Resolution
- Training
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