The 6 Inches Between Your Ears
August 8, 2012 by Simon
It’s not unusual for financial advisors to experience fear, burnout, and procrastination. When I meet with financial advisors and we discuss the improvements they want to make to their business, the following is a familiar list that I see almost every day:
- Develop a different attitude
- Reinvent yourself going forward
- Improve your inspiration rather than your drive
- Eliminate fear
- Eliminate burnout
- Get better at making phone calls and getting appointments
- Eliminate the roadblocks to working with high-end clients
- Eliminate procrastination
- Eliminate second-guessing yourself
- Understand the part of the 6 inches between your ears that is contributing to creating the roadblocks
- Review your telephone appointment prospecting script
- Review the way that you are presenting the life insurance conversation
For most advisors that have the above issues, these issues have been going on for years and the same operating system in their mind, the 6 inches between their ears, has been the challenge.
The 6 inches between their ears has developed a mind of their own so to speak. A mind that will hang on for dear life for it is the survival-based mind that lives in fear and in its fear will, in fact, shoot the hand of the messenger that is reaching out to help them.
I’m happy to have a conversation with you. It’s not going to cost you anything and it may very well be a breakthrough conversation in respect to what’s been troubling you for a very long time.
I’d like to offer you these 2 quotes:
“Avoid resistance at all cost. Resistance is an all-encompassing term for what Freud called Death Wish. Resistance cannot be reasoned with. It understands one thing. Power. Resistance takes on the form of drugs, shopping, TV, gossip, alcohol, drugs, and the consumption of all products containing alcohol, caffeine, chocolate, fat, salt and sugar. The greatest danger is Resistance knows when the finish line is in site and it will throw out one final assault.” – Steven Pressfield – The War Of Art
“What you still need to know is this: before a dream is realized, the Soul of the World tests everything that was learned along the way. It does this not because it is evil, but so that we can, in addition to realizing our dreams, master the lessons we’ve earned as we’ve moved toward that dream. That’s the point at which most people give up. It’s the point at which, as we say in the language of the desert, one ‘dies of thirst just when the palm trees have appeared on the horizon.” – Paulo Coelho – The Alchemist