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YOU
Have To Be A Missionary
By Stan Hustad |
When you build your business it's helpful
to have a mission statement. In my book I remind financial
advisors that, "a good mission statement can lead to
a great comi$$ion statement." That is if it helps you
define what a client can feel, experience, and do because
they work with you. Such clarity is vital to defining your
business, differentiating you from others, and marketing you.
Do you know with power and precision what people can feel,
experience, and do because you and your wisdom come into their
life?
But there is more, you also need a missionary message. A missionary
is a person who has a message that they believe needs to be
proclaimed to the world. They know their message may not be
accepted or believed by all - but they still speak it
with power and conviction. Today you need to be a
missionary if you hope to be a good marketer. As
a marketing missionary you must have a 7 - 11 word missionary
message to speak that challenges people to think differently
and take action. For example my missionary message as a coach
is, "Become the kind of person you would
want for a client!"
Here are some missionary messages from your industry colleagues:
Deb Newman of Newman Long Term Care says -
LTCI is no longer just about you - it's about
someone in your family who will be affected if you fail
to plan!
Dave Peterson of SII says - Do now the
things you wish you had done years before!
David Laurion of Raymond James says - Your
financial plan should reflect your personal faith, values,
and priorities!
Roy Bredholt of Waddell & Reed says -
Seek to acquire a "millionaire mind" and the
assets to match.
Steven Finklestein of Affiance Financial says - Enjoy
your retirement by enjoying your money!
Do you see the power of these missionary messages? They are
personal words of wisdom to those wise enough to listen and
take action. Your listener is challenged to hear your convictions
and your beliefs, and what you are offering and proclaiming.
They may ask for clarification (What do you mean?), or instruction
(How do I do that?), or seek the benefits (Why should I follow
your advice?).
When you have and speak a missionary message it allows you
to tell the story behind your message, hear the listener's
story, and then decide together whether you and the prospect
have a meeting of the mind, heart, and intentions.
So when you market you - become a missionary. Then decide
on the 7 - 11 word missionary message you want to speak
to the potential clients in your marketplace.
Stan Hustad
is a performance coach to leaders and entrepreneurs in our
industry. He is the author of YOU Make the Difference: The
Financial Advisors Performance Guide to Marketing You! He
provides presentations and workshops to help insurance and financial
advisors perform at their best and market themselves with confidence,
creativity, and high impact. You can reach him at 612 729-0420
ptmark@aol.com,
www.ptmgroup.com
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