Many of my coaching clients tell me they
are not sure what really motivates them. Many say they feel
motivated by the pressure to make money and live a certain lifestyle
but beyond that, things get a little gray. In a business
culture that champions profitability by control and analysis, it is no
wonder we lose touch with our more empowering sources of motivation.
I assume you are a relationship-oriented
financial advisor and not what I call a "client controller." As
a relationship-builder, your main job is to help your clients
make educated decisions about their finances that feel right
to them, which actually includes doing nothing if that is indeed what
Your job is to help people look at the
financial issues they are going to face in the near future and beyond
and decide what they are going to do about those issues. Your
first task is to make people
aware of the financial issues they will face. "Are
you saving enough money?" is an example at the top of the list.
The next part of your job is to
determine your client's
interest level in solving specific challenges. Do they care
if they are saving enough money? Do a search on Retirement
Statistics and you will have plenty of ammunition for this
discussion. Show people the reality of who has money and who hasn't.
Ask them which group they want to be in. In other words, do they care
enough to want to do something about it? If they don't, you probably
need to move on and find someone else to talk to.
As a relationship-builder, you're
looking for people who are interested in taking proactive steps toward
a better financial future. If the interest is not there, you are
likely wasting your time. Trying to educate people who don't
care about their financial future and get them to take action is not
the right business strategy for a relationship-oriented advisor. This
is not always an easy choice to make. We want to help people. We
want them to care about their future and to do well. But, the reality
is that you can't want it more
than they do.
Our greatest source of personal
motivation comes from our basic and simple desire to help other
people. There is a profound feeling of self-fulfillment and
satisfaction that comes from helping other people accomplish something
good. Most of us got mixed messages from our sales training on where
our focus should be. I can tell you without any hesitation if you are
a relationship-oriented advisor, you will get more motivation from the
simple focus of helping people than any other.
In fact, this desire to genuinely
help people not only motivates you but is what is desperately needed
and wanted by your prospective client. Focus on helping as
many people as you can every day make sound decisions about the
financial issues they face. Help them discover what they want and
need. Help them get what they really want, what feels right to them.
Help them figure out what their priorities are and get started on
taking the first important steps. Make them a client. Then you have
the rest of your career to help them do the rest of what they need to
As a relationship-oriented financial
advisor, it is much more effective and profitable to educate your
clients on the options available and then let them choose what they
want to do. If you push people in a particular direction, they will
feel it and push back. If you
help your clients make the
decisions that feel right to them, you will make a lot of
life-long friends and have plenty of money to do whatever you want to
do with your life.
Have a productive October,
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