As the memories of another holiday season have faded into the past, so too are last seasons “Holiday Objections”- the excuse that avoidant prospects give to justify why they cannot meet with you being that they are too busy, but that you should call back after the holidays- is for the most part over.
Interestingly enough, your prospects may have created new objections, (or should we say excuses) for not wanting to meet. And, why is that? It is because they are afraid.
In the financial services industry, we as advisors hear excuses on a daily basis. “I’m busy. I didn’t get the information in the mail, can you send it again? I received your information, but haven’t had time to read it.” And let’s not forget…”call me after the holidays.”
Using excuses to mask fear is not exclusive to your clients. By now, you may have already created a number of reasons (or excuses) why you are not implementing and reaching your own 2018 goals. “I’m too busy to prospect. My clients are demanding all of my attention. Or, I forgot to set up my seminars this year” are all common examples of what many advisors say to avoid engaging in and completing activities that they perceive to be difficult, painful or time consuming.
Most advisors at some point in their careers are faced with the reality that they are not satisfied with their level of success. If this sounds familiar, rest assured you are not alone. However, the truth is that you are probably in part where you are (if you are not where you want to be with your business) because of excuses; the market too high, the market is too low, cold calling doesn’t work, prospects aren’t interested in a second opinion…whatever the excuses are you simply must stop making them.
The keys to getting to the next level of success in your business are to admit, acknowledge and understand that there is no time for excuses. Admit that, if you do specific activities, you get specific results. Acknowledge that, you must stop making excuses and start learning better ways to utilize your time doing more effective and efficient activities. And, understand that excuses are merely your minds way of defending your lack of action to help you avoid pain.
Next, you must test your excuse. At first signs of procrastination or avoidance, ask yourself these questions-“What concerns me most about doing this? And, why?”
Getting in the habit of asking these types of tough questions is never easy, but it will help you understand the feelings that are holding you back from taking action.
If you find that your first answer which comes to mind is vague such as-“I just don’t want to do it. Or, I’m just too busy” you need to continue asking more questions to get through your own “smoke screen objection” and get to the heart of the negative belief systems that you have. Use questions such as-“In addition to that is there anything else that is holding me back? Or, why do I feel this way?”
Often times, you will find that your procrastination (similarly to your prospects) is fear-based. Use education to go beyond the excuse.
One way to do this is to become a student of building a better business by educating yourself and understanding everything you can about how to be effective at each of the following facets of your business: Time Management, Prospecting, Selling, Relationship Building, Marketing, Client Servicing, Product/Market Knowledge and Portfolio Management . Then, put your new found knowledge to the test by taking action! Your new action will create new reference points and soon you will eliminate any doubt in your own abilities.
Once you do this, you will get better results and ultimately increase the level of success you desire! And, there will be…no more excuses…