Sometimes people ask me if they should
have a statement of purpose. Sure, a statement of purpose is a good
thing. And, if you really want it to have some punch and meaning, you
need to start with the big picture. A sense of purpose
or a feeling about your purpose is going to make your statement of
purpose a lot more powerful. You want to make sure your words cause
you to feel something profound or intuitively right.
The second thing to consider is that
generally speaking, all of us have the same purpose: to help others,
or to serve our fellow man (woman) in the way that is best suited to
who and what we are. Bottom line, we are here to serve each other.
So, if we are primarily here to serve
each other and prospecting is a required part of our job, it occurred
to me that prospecting could therefore be a form of service if
observed from the proper perspective.
So how is prospecting a form of
service? Consider the following aspects of the Selling Without
When you contact people as a financial
advisor, you are giving them the opportunity to become more
effective with their money in a variety of ways according to your
In the process of interviewing people
and letting them talk, you are giving them an opportunity to
discover and learn more about themselves and what is important to
them. You are helping them define what they want that they don't
(People don't often really know what
they want. They need to have a conversation to discover and define
what they want, and they need to have this conversation with someone
who knows how to facilitate the conversation!)
Everyone needs advisors they can trust.
By the process of contacting people as a financial advisor, you
are helping the prospect decide who to work with. Is it going to
be you or someone else? By making the initial contact, you are
helping the prospect make an important choice they need to make.
You are helping people take the first
step toward resolving issues they may be putting off. Financial
issues can be emotional and complex and easy to put off. The
problem is "tomorrow" never comes and a lack of planning can
result in missed opportunities and other unfavorable situations
that could have been easily avoided.
To get the prospect to engage in the
process of dealing with financial issues will have great meaning
for them. Long term, it could be one of the most important things
they will ever do. Again, the whole process is dependent on your
willingness to make the first contact. In other words, to perform
your service to mankind.
In our dualistic world, it is easy to
forget the gift we bring to the table by the work we do. We can forget
the brilliance of the process that we take people through and the many
important decisions they make just because we are sitting there asking
them questions no one else is asking them!
Your purpose, your service, your job, is
to help your fellow man. You begin to perform this service by dialing
the phone or in some way introducing yourself to people to see if they
would like to take part in a highly beneficial and empowering process.
If you are doing your work from the
Wrestling® perspective, which is to put the clients
interests first and help them get what they really want combined with
your expertise, you really are performing a great service to mankind.
Remind yourself of that thought a few times each day and especially
when speaking to prospects who are showing little or no interest.
One of my favorite observations is that
you get paid to make the call (to serve) not by how people respond to
you. If you make calls and maintain your sense (awareness) of purpose
despite the predictable negative reactions from some people, greater
success is immediately on its way to you!
Let's have a breakthrough 2010!
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