There continues to be breakthroughs in
research about how the brain works related to peak performance. We all
know we are more distracted than ever in the information age.
The net result of the bombardment of information is that we may
be well informed but we can easily lose focus of what is
Emotions are confirmed as a powerful
source of motivation. No surprise here.
The new twist is that
you have to be ever more aware of the quality of the emotions you are
allowing into your world. Negative emotions will have a
big impact on your performance and your ability to do what you need to
Take prospecting for example. If you are
focusing on the negative emotions related to prospecting, you are
likely focusing on fear of rejection, fear of the unknown, fear of
loss, fear of not having enough, fear of not meeting a deadline, etc.
You can create a fear about anything. Just look out into the future
and project a negative outcome. The more you believe the
negative outcome is possible, the more likely you are to experience
In order to get at the more positive
emotions related to prospecting, ask yourself two questions...
1. Why are you
prospecting in the first place? and
2. Why is that important to
The answers to these questions are
fairly obvious but remember we are losing our focus in the
information age. We are prospecting because we need people to talk
to in order to make sales. And, most advisors don't have a million
dollar budget to advertise what they do. Even if you had a million
dollar advertising budget, there is substantial evidence that says
that may not be the best way to spend your advertising dollars. Most
of the business in financial services comes from referrals and centers
of influence even though there actually are millions of dollars spent
So we are prospecting to find people to
talk to so we can make sales which means we make money. Question 2.
is, Why is that important to you? Here is where the access is to the
positive emotions related to prospecting.
what do you get as a
result of prospecting that creates the strongest emotion?
Whatever creates that feeling, keep it in your awareness and you keep
your focus and your motivation.
Here are some examples to get your
creative juices flowing:
If I prospect, I get to have the money to do what is important to
If I prospect, I get to have the money to do the things I want to
If I prospect, I get to take care of those I love.
If I prospect, I feel a surge of energy. I feel good about
myself and my ability to do what I need to do.
If I prospect, I am demonstrating that I believe in the physical
laws of the universe that say for every action, there is a
reaction, and that it is simply a matter of time before my efforts
will be rewarded.
If I prospect, I am demonstrating a commitment to myself and those
who are important to me. If I find myself putting off what I know
I need to do, think of them. Do it for them!
If I prospect, I am demonstrating a commit to serve.
Prospecting is actually a form of service because I have to find
and connect with the people I am supposed to serve.
For advisors who are still adding
clients to their practice, the
act of prospecting is the most empowering thing you can do.
It is also the biggest risk.
From an emotional perspective,
what is important is to focus
on what you get IF you prospect, NOT what could happen if
things don't work out.
Have a productive October,
Telemarketing Resource: If you need a prospecting boost,
let the professionals make calls for you. Call
Bernadette Almeida, (208) 658-6683 in Boise, Idaho. Their prices
are reasonable and I have used them myself for several projects.
Prestige Introductions: There is a way to be a celebrity in
your local business community where everyone of significance knows
your name. You can position yourself so you will never get
another "no" when you call these people for an appointment!
How's that for outrageous! It's real and I personally know many
advisors who have already had this amazing experience.
If you want to learn more about this absolutely
unbelievable breakthrough in prospecting technology,
send an email to
with the following in the
SUBJECT LINE: Your
Name, Your City, Your State, Your Zip, and Your Telephone. I will
send you detailed information on how the program works. The program is
available by geographic area (zip code) and works best in population
areas of 100,000 or more. Check this out before all the areas are
taken. (Not available in Canada yet)
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