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There is no doubt that we live in a sea of negative input. We are constantly barraged
with negative reactions and general indifference to things we consider important.
In the finite world of financial services, there is the constant battle of maintaining
enthusiasm ñ regardless of the things that cross our paths. To be successful in today's
environment, you must be positive so you can encourage people to see you and buy
from you. In our fast-paced world, buying decisions are made less on price and company
and more on the helpful encouragement and attitude of the financial advisor.
Tom Sullivan, author and speaker, said, "People buy
difference, not similarity." Unfortunately, most prospects see financial
advisors as being pretty much the same. All the more reason for your disposition
or attitude to be positive and encouraging. People need and want encouragement today.
Prospects want to know that they are making the right decision and the right choice.
Encouraging people to see you and buy from you is not an event. It is a process.
It is the establishing of faith, confidence and belief in the value of you by having
a real enthusiasm for yourself and your business. Having done that, it is your responsibility
to then establish faith, confidence and belief in the value of your company, your
products and your services to attract the buyer.
Unfortunately, we all know people who have negative dispositions. They are unwilling,
rude and manipulative. They are selfish and spiteful. They are not always right,
but they are never wrong. The customer is never their focus, it is always the size
of the sale. It is always "I" and "me," never "us"
and "we." They are quick to criticize and slow to offer solutions.
On the other hand, there is the encourager - the financial advisor with the positive
attitude or disposition. They are always smiling and cheerful. They look for the
positive in everything. Chuck Reaves, in his book, The Theory of 21, calls
the "21's." Whatever the label, people, clients and business come their
way. It doesn't matter what the challenge or what the objection. People are drawn
to positive, upbeat and helpful people. There are many people who have crossed my
path who overcame stumbling blocks and turned them into stepping stones by projecting
a positive attitude into their business and marketing efforts.
How can you stay positive and be an encourager?
1. Focus your attention on long-term goals versus short-term events. Avoid
being pushed aside or pushed down by the things that are happening today. Keep things
in perspective. Ask yourself:
- How much of an affect will this have on my long-term goals?
- How much will I remember about this negative situation one month from now?
- Isn't there one good thing I can find in all of this?
2. Avoid using negative self-talk. Frequently, when things aren't going
right, people simply sit around in a sea of self-pity or negative speaking. They
tell themselves that people probably won't buy today. Accentuate the positives and
you'll see the potential.
3. Read books by and for successful people. Charlie "Tremendous"
Jones often says, ìThe books you read, the messages you listen to and the people
with whom you associate will have the greatest impact on your life in the next five
years of anything else you do.î Nothing could be closer to the truth.
4. Surround yourself with motivated people. There are plenty of card-carrying
members of the cold water committee. It would be to your advantage to surround yourself
with individuals that are going somewhere with their life and business. This will
help you stay focused on going forward. As Reggie Leech says, "Success is not
the result of spontaneous combustion. You must set yourself on fire." Surrounding
yourself with motivated people who are on fire will help you keep your flame lit.
Remember, if you are going to be effective in today's marketplace, it is your attitude
and disposition that will make a difference. "Never is heard a discouraging
word and the skies are not cloudy all day." We all sang it as children. So -
let the sun shine in and recognize that positive, productive people place a priority
on producing pleasant perceptions. It's just good marketing.
Copyright © 1999 by C. Richard Weylman. All rights reserved.
C. Richard Weylman serves as President of The Achievement Group, Inc.,
an Atlanta-based consulting firm and publishing house dedicated to professionally
and ethically help people move to the next level of productivity and fulfillment.
As a Certified Speaking Professional, Richard has become a sought-after speaker in
the financial services industry because his innovative ideas help advisors build
more successful operations. He is the author of "Opening Closed Doors, Keys
to Reaching Hard-to- Reach People" and the author of numerous sales, relationship
marketing and management audio and video education programs. He is a 1999 main platform
speaker at MDRT and his highly acclaimed video learning systems, "How to Target
Market to Build Profitable Relationships"and "Target Recruiting Quality
People"are being used by over 2,300 financial services organizations worldwide.
Hear Richard Weylman live at www.unlimitedprospects.com.
To receive more ideas and insight on how to market to high net worth people, recruit
quality people, or practice management issues, schedule Richard to speak at your
next meeting by calling 1-800-535-4332 or email achieve@theachievementgroup.com.
Enroll for Richard Weylman's free
emailed Marketing Tip of the Week at www.unlimitedprospects.com
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