Because of the sea change impacting the financial services industry, it seems that now, more than ever, everybody is searching for some competitive edge. Whether it is some purported cutting-edge marketing plan that "guarantees" to attract high-net worth prospects, or some "true" affluent prospecting list, or that perfect sales assistant, you name it—the eternal quest to gain a distinct advantage over the competition is in full gear. The problem is, most brokers are looking in the wrong places.
You must accept the fact that "the competition" is you. You have no outside competition! Your only competition is determined by the limits you set for yourself. Brokers are habitually looking over their shoulders to the next office, when they need to be focusing their attention on how well they are playing the inner game of selling—the inner game of developing their Financial Advisory Boutique.
You are where you are today because of the tapes that you have playing inside your head. You are preparing yourself for the 21st century in accordance to these tapes. You are who you are for the same reason—the tapes playing inside your head.
What is so interesting about our vast and powerful inner dimension is that most people are aware that it exists, and need only a little guidance to begin to understand it. But taking personal responsibility for controlling and reprogramming those self-limiting tapes is another issue. Alas, most people, not just stockbrokers, have the wrong recordings in their head. The messages they hear are too frequently self-limiting. Their tapes are constantly playing those devilish little voices of doubt: "You can't do this ..." "You'll never be able to compete in the future." "They're going to close their accounts with me and handle their finances on the Internet."
On and on they go—this pattern of thinking frequently becomes a habit. When it does, it can easily, and very subtly, sabotage future success. Although the "Why?" in all of this is obvious, you must excuse me for this exercise in redundancy. The future is going to require a strong achievement drive coupled with a willingness to change rapidly, and efficiently, whenever and whatever is necessary. No other generation of financial services professionals has ever been subjected to such an array of external impact factors, and yet success remains an inside game.
Don't be alarmed if you sense I might be talking about you. Most people are ill prepared by their parents and teachers for developing a strong achievement drive and a willingness to change. Although they meant well, you were probably programmed by your primary role models, parents and teachers.
In an attempt to help brokers get a feeling for the strength of their achievement drive, now, today, let me share an Achievement Drive Profile that I borrowed from my book, Winning The Inner Game Of Selling. Print it out and go for it—and be honest! Soon I'll give you some techniques for reprogramming these tapes.
Strongly Agree |
Mildly Agree |
Mildly Disagree |
Strongly Disagree |
||
| At times I feel frustrated and question myself. | 4 |
3 |
2 |
1 |
|
| I tend to blame others for my shortcomings. | 4 |
3 |
2 |
1 |
|
| I don't like salespeople. | 4 |
3 |
2 |
1 |
|
| I lack persistency and have trouble completing what I start. | 4 |
3 |
2 |
1 |
|
| I find myself getting sidetracked more easily than I like. | 4 |
3 |
2 |
1 |
|
| I keep a close account of the hours I work. | 4 |
3 |
2 |
1 |
|
| I feel as though there is tremendous pressure to perform. | 4 |
3 |
2 |
1 |
|
| I tend to dwell on my mistakes. | 4 |
3 |
2 |
1 |
|
| I struggle with rejection and take it personally. | 4 |
3 |
2 |
1 |
|
| I am constantly working to improve my skills by reading books, listening to tapes, and attending seminars. | 4 |
3 |
2 |
1 |
Scoring the ADP: You will determine your ADP score by adding the numbers circled.
Maximum Score = 40
My Score _______________
40 - 36: You better invest a minimum of two hours a day to working on your achievement drive. Your lack of achievement drive is holding you back BIG TIME!
35 - 29: You will be able to get your achievement drive working with work - make it a top priority!
28 - 21: Average. Your mild achievement drive is holding you back in the manner of most salespeople.
20 - 14: Your achievement drive is strong and ready to become a valuable asset!
13 or less: Please write me! The sky's the limit!
Areas For Improvement:
Review the individual items on the Profile and determine specific areas that you need to develop, strengthen, and enhance in your efforts to eliminate procrastination and improve performance. If you:
Select three areas to work on. List them below and discuss them with your partner or a trusted friend.
#1 __________________________________________________________
#2 __________________________________________________________
#3 __________________________________________________________