Values Are The Core Of Inspiration
October 2, 2009 by Simon · Leave a Comment
Some of this week’s Blogs have been about How Do You Get Inspired? , False Expectations Appearing Real, Thrive, Deny Or Survive and I am wrapping up with Values Are The Core Of Inspiration.
Why am I so adamant about unmet needs? There is an expression, values are like turtles, they only come out when it is safe and unmet needs dominate a person’s values until the unmet need is met.
My Clear Your Roadblocks presentation helps the advisor understand the science behind the unmet needs and values and gives them the tools to clear the unmet needs and the negative beliefs and negative emotions that are fueled by the unmet needs.
From this foundation one can get associated to their values and the positive beliefs and feelings that it turn fuel the values and the vision, business plan and goals that are connected to them.
When unmet needs are met, this eliminates the Defense and one creates a strong Offence with strong values, vision, business plan and goals to seize the day with a sense of urgency while other advisors are still sitting on their hands waiting for something on the outside to change.
This is a time celebrate that we have gone through a transition over the last twenty five months through the challenges of the sub-prime mortgage situation and it is time to ready the foundation for bigger and better things.
Segwaying off of Spencer Johnson’s Peaks And Valleys, with all the financial good news that is starting to flow, there is a new Peak on the horizon yet there is another Valley to traverse which could eliminate one-third of financial advisors in some parts of the world by 2012 and it has nothing to do with the Mayan Calendar. The dept of the Valley does not matter as long as the Vision is clear.
Stay tuned for Monday’s blog.
Have a great weekend.
Thrive, Deny or Survive
October 1, 2009 by Simon · Leave a Comment
Those that Thrive have a vision, business plan and goals. They treat their clients like clients, communicate their service offering, do what they say they are going to do, under promise and over deliver, have boundaries with their clients and leverage the relationships that they have. They have a strong sense of self and they are able to develop new and different pipelines and relationships.
Those that try to Survive do so by living each day just trying to get to the end of it almost hoping that the phone doesn’t ring because it could be another angry client which would compound their lack of approval, recognition and worthiness. Many get caught up trying to get their needs met through their clients … as in trying to save the client from the rigors of the market because the personal unmet needs of the financial advisor like approval, recognition and worthiness, are at stake.
To address the ones that Deny, I’m offering the Hebrew Proverb; Ten percent of the people make things happen, eighty percent watch things happen and ten percent don’t have a clue that anything happened at all.
Those that Deny are held captive by the unmet need of safety just getting by trying to survive. While it is good that they take the time to service their clients, they do little or nothing to attract new business which kills their inspiration.
Unmet needs also contribute to a crisis in confidence and the following challenges that senior advisors face.
- Approval – not asking for referrals
- Control – failing to delegate causing time management problems
- Recognition – failing to hire a junior advisor or planning for succession because the advisor lacks an identity via their values and vision for the future … their clients, even the C & D clients are their identity and they will not let go
- Safety – contributing to the belief that I have too much to do and I will never get it all done
- Worthiness – having a should list of high net worth clients and never calling them
- Worthiness – the plateauing out syndrome brought on by trying to get ones’ unmet needs met through the business and a lack of structure to their long term values and vision. An unmet need cannot be met from the outside, it must be met from within and when unmet needs are not met after years of trying, one eventually adopts the belief of; “is this all there is?” When this happens, one starts to question; “why am I doing this?” – It is not about the financial advisor getting something for their efforts; it is about adding value to those that they serve.
The junior and intermediate advisors can experience issues that are similar and these are the issues that I am noticing;
- Entitlement – Gen X & Y having been sold that they can have it all and do it by working eight hours per day. I believe this correlates to the misuse of the unmet need of power.
- Failing to call their warm market and starting with the cold – this dovetails into the unmet need of worthiness that generates the limiting belief of “I am not good enough” which fuels anxiety and fear … so they go and practice on someone they don’t know … problem is, they are projecting the worthiness and everything that goes along with it to the prospect.
- Poor time management and overwhelm – this is a result of the unmet need of safety.
False Expectations Appearing Real
September 30, 2009 by Simon · 1 Comment
You have no doubt heard this example of an acronym for FEAR;
- F alse
- E xpectations
- A ppearing
- R eal
As long as you give tse false expectations power by focusing on them, they will become real as The Law Of Attraction is absolute, you attract what you focus on or as John Kehoe said; “thoughts are real forces”.
How can one focus on there vision when dominated by what might happen?
Where there is no vision, the people perish. – Proverbs 29:18
Everyone has a unique vision or calling and this is unavoidable. You have two choices; fulfill your unique vision or calling or become the living dead, living your life and business life, day to day just hoping to get by. Why do we avoid our unique vision or calling?
- F alse
- E xpectations
- A ppearing
- R eal
Fearing that the granddaddy of all unmet needs, that the unmet need of worthiness and our unique vision or calling will not be good enough.
One thing to know about fear; “Fear reaches only to the point when the unavoidable begins; from there on, it loses its meaning. And all we have left is the hope that we are making the right decision.” – Paulo Coelho – The Fifth Mountain
You have three choices, to hope for; to Thrive, Deny or Survive. You will create whatever you focus on.
“We are all in the gutter, but some of us are looking at the stars” – Oscar Wilde
“Off The Air”
September 28, 2009 by Simon · Leave a Comment
Mad Men is one of the smartest shows on TV.
The Mad Men era is where it all began for the Baby Boomer trying to meet their unmet needs and their lack of fulfillment outside of themselves through a career, job, possession or a relationship … the list of medications goes on.
Advertising is based on one thing: happiness. And do you know what happiness is? Happiness is the smell of a new car. It’s freedom from fear. It’s a billboard on the side of a road that screams with reassurance that whatever you’re doing is OK. You are OK. – Don Draper ( played by Jon Hamm ), Mad Men
Mad Men is one of the few TV programs that I watch and a recent episode had a scene where a TV set was turned on yet the TV station had gone “off the air” and there was a TV Test Pattern on the screen.
In this day of 24/7, most TV stations broadcast around the clock and it is hard to imagine anything being off the air be it a cell phone, internet, radio or TV station.
I’m walking my talk this week as it is the last week of the month and I have a few days this week when I will be “off the air” from coaching and speaking so I can work on business and creative development.
Market Research – Life Is About Messages
September 24, 2009 by Simon · Leave a Comment
The are financial advisors and investment advisors that either thrive, survive or deny.
- 1/3 of our market, the advisor that thrives, has no need of our message at the moment – the message is valuable for when they encounter a problem, the advisor that thrives is always open to doing something different to create sustainable change
- 1/3 of our market, the advisor that is in denial, has deaf ears to our message – it will take a life altering crisis to wake them up to get the message to do something different to create sustainable change
- 1/3 of our market, the advisor that is in survival ( perhaps the novice / novice to intermediate that is heading towards being a thriving veteran ), hears and welcomes our message because they are sick of survival
They say life is about messages. If you get the message, then you create an attainment and then you go on to the next level. If you don’t get the message, then you create a problem. If you don’t fix the problem, then you create a crisis, then you get the message.
The 34 Step Marketing Funnel – Revisited September 2009
September 23, 2009 by Simon · Leave a Comment
With the DNC List Legislation (Do Not Call List ), we all have to think of more creative ways to eliminate cold calls while working with niche marketing at the same time.
Yes this list looks intimidating. It looked that way to me five years ago. There is an expression that; “If they can’t find you on Google, you don’t exist”.
To get your name to the top page on Google, all you have to is point number 13 on the following list and have the articles publish in the publications that your niche is reading.
- Choose A Niche
- Find A Problem That Needs Solving
- Create A Solution Through Your Products & Services
- Brand Your Solution
- Create An Introductory Letter & Product Sales Pages
- Under Promise & Over Deliver To Your Clients
- Ask For Referrals
- Receive And Publish Client Testimonials
- Create A Referral Card
- Create A Web Site
- Publish An E-Newsletter
- Publish A Blog
- Write Articles
- Create Press Releases
- Master Viral Marketing
- Create A Speaking Folio
- Create A Show Reel
- Create CDs & DVDs
- Create Blogs
- Speak To 50,000 People Within The Niche At Association And Corporate Events
- Receive And Publish Speaking Testimonials
- Prospect Speaking Opportunities
- Get Published By A National Publication Within The Niche
- Exhibit At Tradeshows
- Write & Publish A Book
- Offer The First Three Chapters Of Your Book For FREE
- Strengthen Your Team
- Create Relationships With Centers Of Influence
- Develop Strategic Alliance Partners
- Attract Sponsors
- Integrate Facebook, Linked In, MySpace, Twitter With Your Blog
- Make A “knock ‘em dead” FREE Offer To Become A Client For The First Time
- View Your Niche From 35,000 Feet – Don’t Be Afraid To Travel Afar To Your Prospects
- Market, Market & Market Your Products & Services… And Never, Never Do A Cold Call Ever Again.
39 Blocked
September 14, 2009 by Simon · Leave a Comment
A car is picking me up for the airport and I will be traveling until 8pm ET today to North Bay, Ontario so e-mail will be returned on Tuesday.
Here is a picture of my Week At A Glance “Timanager” Action Planner for the week of September 13th – 20th that includes all of my travel, coaching, speaking, personal activities and time blocks for projects work that are listed below ( time blocks = X for travel time and hotel room time that can be used for project work ).
One can go from “I have too much to do” and “I have no time” to “look at all the time that I have this week on the road to complete creative projects!!!”
I’m on the road this week to speak at Advocis North Bay, Ontario and Advocis Kingston, Ontario on Wednesday and Thursday. I’m flying Monday to acclimatize to ET and flying home on Friday afternoon.
Aside from the speaking and a few client calls this week, because it is a telephone coaching off week, I have 39 Hours of Block Time that I can invest in the following creative projects;
Projects
- Speaking PowerPoint Upgrade & Prep
- Speaking Camera Dry Run
- Optimism Research
- Market The Clear Your Roadblocks Coaching GYM
- Film Speaking Presentations For Show Reel Footage
- Schedule Appointments With Speaking COIs
- E-Mail To Invite Participants To The Clear Your Roadblocks Coaching GYM
- Follow Up MDRT Vancouver 2010
- Associate To The Sales Goals That We Wish To Attract
- Sales Page For The Leading Advisor Clear Your Roadblocks Workshop & GYM
- Sales Page For One On One Coaching & The Clear Your Roadblocks Coaching GYM
- Article On “Free”
- Upgrade The Leading Advisor Clear Your Roadblocks Private Web Site for participants of The
- Clear Your Roadblocks Coaching GYM
- Order Camtasia
- Work With Kim Black On Marketing & Web
- Mind Map Facebook, LinkedIn, MySpace and Twitter And Upgrade Same
- Reflect On Marketing & Sales Training For Laura
- Decide On IFB Fall Speaking
Routine
- Client E-Mails
- Team E-Mails
- Blog
- Give Thanks
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