Why was Seattle so dominant and
effective against a record-setting Bronco offense? The most intriguing
answer to me is that they had a simple focus and
they played intuitively
rather than intellectually. The simple focus was to do
everything they could to keep the Bronco offense from making any
headway. This included rushing the passer, hitting his arm as he is
trying to pass, covering all the receivers, swarming the run, and
basically disrupting the play in any way possible. Also important was
to attack each play with as much speed as possible. In other words,
don't think, just use your intuitive instincts to stop their forward
progress as fast and as hard as you possibly can on each play.
There is nothing new here. This is basic defensive strategy. The
difference was the level of focus on a simple mission and doing it
instinctively or intuitively. So here's the question to ask yourself:
How would your practice change if you had a simple focus and you
pursued it intuitively with everything you've got?
Take prospecting for example. This is the biggest barrier for most
advisors to achieving their goals. What would it look like to have a
simple focus toward prospecting and give it all you've got every day?
Here are some ideas...
Risk pulling the prospecting
trigger every day. Commit to doing some prospecting or to
getting names of people to contact every day.
Trust that your clients will be
obvious to you when you meet them. Look for chemistry and
timing. Keep track of the ones where the chemistry is there, forget
about the rest, get them out of your system.
Trust your intuitive instincts
as you prospect. If things are moving in the right direction
and you are getting a good feeling about what is happening great. If
you don't get a good feeling about what is happening, move on. Give up
trying to work with people who are not responding to you in some
Don't judge the process or the
results. Keep your myopic, critical, progress-measuring,
know-it-all ego/intellect disengaged. Remember you make progress by
talking to people and making an offer to help. How people respond is
insignificant. You keep looking for the people who respond in a
positive way. The people who don't respond in a positive way are not a
match and not worth further effort.
Simple enough? Stop trying to figure out
how to proceed and just jump in with a simple focus. Ask people if
they are happy with what they are doing with their money. Let them
respond. Then ask them if they want some expert help. Ever thinking
you have failed because someone is not responding to you is a
meaningless judgment by your analytical ego/intellect. Take action
with all your heart and trust your instincts as you go. The results
will speak for themselves.
Have a productive February,
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