‘Success Principles’ Archive
Mike Rayburn Presenting at the Values-Based Financial Planning™ Academy
Mike Rayburn is a captivating keynote artist with a presentation completely unlike any you’ve ever seen! Having been called “the World’s Funniest Guitar Virtuoso,” Mike uses his astounding guitar creations, uproarious songs, and veteran presentation skills to encourage, challenge and inspire his audiences to leap beyond their perceived limitations. He can focus his program completely on entertainment, depending on your needs. Mike draws from a wealth of life experience as an adventurer, business owner, comedian, world-class guitarist, author, philanthropist, husband, and father, to deliver a presentation which is motivational, hilarious, and musically amazing!
Bachrach & Associates, Inc. had the pleasure of having Mike present at our April 2013 Values-Based Financial Planning Academy 1 here in San Diego, CA to our Trusted Advisors. It is now our pleasure to bring Mike Rayburn to you. Enjoy!
For the full presentation, please visit www.billbachrach.com/mike-rayburn
Go to www.mikerayburn.com or call 310-903-1971 to book Mike Rayburn for your event.
Three Characteristics of Top Producers
I am frequently asked what I think distinguishes top producers from mediocre ones. There could be many reasons: competitive drive, IQ, higher pain threshold, inner motivation, and better instinct. These may be true, but I have observed three characteristics common among big producers.
Being a successful producer is more than just production. A great life is the best measure. You probably know some workaholic jerks that make a lot of money. Aren’t you more impressed with the people who make a lot of money and have a great life? These highly successful producers share the following traits.
Seekers
First, they are seekers. They seek everything that will help them get to the next level. There is more money at the next level, but there are many other things there that make it even more attractive. Most seekers already earn so much money that the additional cash is not much of a motivator. The most successful producers enjoy growing and creating just for the sake of growth and creation.
The opposite of the seeker, of course, is the cynic. While the seeker genuinely seeks information and ideas to help him get to the next level, the cynic looks for a reason not to do anything. The cynic seems to think the only way to learn is over time and through his own experience. The composer Hector Berlioz once quipped, “Time is the great teacher, but unfortunately it kills all of its students.”
Investors
Second, the most successful producers are investors. They invest in their most important asset: themselves. Find what you are seeking and then invest. Just like seeking and finding a great investment is of no value unless you buy it, the same is true for investments in yourself.
The investors have full bookshelves, audio tapes in their cars, and attend all the seminars. You will see the same faces at all the programs. The investors meet with producers who have been where they are going so they can build a better map to get there themselves.
The flipside of the investor is the excuse-maker. “I could be more successful, but …” “I would have a great year if only …” Blah, blah, blah. Being mediocre with a good excuse is not as good as being successful.
Remember, someday you’ll either have what you want in life or the reasons why you don’t. Choose to get what you want.
Implementers
Lastly, the most successful producers are implementers. Seeking and investing do not produce results alone. Implementation rules.
How many ideas have you gotten in your career that would have produced great results if you had only implemented them?
How come so few people who discover great ideas follow through and implement when the evidence is so compelling that those who do get huge results? Your job isn’t to answer that question for the industry. I suggest you simply renew your commitment to follow through on the great ideas you get and implement them immediately.
Millions of people have read Dr. Stephen Covey’s great book, Seven Habits of Highly Effective People, but very few can name the seven habits of highly effective people. What do you think the chances are that a habit you can’t name is having a positive impact on your life? Implement.
Seek. Invest. Implement. Make this your best year ever!
Remember, don’t be a salesperson. Be a trusted advisor.
©2013 by Bill Bachrach, Bachrach & Associates, Inc. All rights reserved.
Bill Bachrach is the author of several books, including the best-selling Values-Based Financial Planning™. He has delivered approximately 2,000 keynote speeches and presentations teaching financial professionals to build high-trust client relationships. For 25 years he and his team have trained successful advisors and planners to dramatically improve their client loyalty, build their business by referral only, and live a very high quality of life.
Tips for building client trust – and how to tell if you’ve earned it
Check out the short article by Mackenzie McCarty who did a brief recap of a recent speech by Bill Bachrach to Brokers in Sydney Australia. Bill Bachrach, offered some practical tips for making solid and lasting connections with your clients. To read this short recap, go to http://tinyurl.com/calf2w3.
The Roadmap to Even Greater Success – Upcoming Webinar
The Roadmap to Even Greater Success – Upcoming Webinar
Webinar Date: May 22nd, 2013
Time: 11:00am – 12:00pm Pacific Time
Register: https://www2.gotomeeting.com/register/727699010
Have you ever wondered why some people seem to achieve their goals better than others?
Have you ever wondered how some people are able to motivate themselves to do the necessary things that are unpleasant or uncomfortable to achieve their goals?
Have you ever noticed that some people are un-phased by all the negative events around them and plow through to achieve their goals anyway?
Would you like to tap into an inner strength you may not even be aware you have that will improve your results in all of the areas that matter most to you, such as business success, health & fitness, and relationships?
What if just investing one hour of your time could unlock more of your true potential to be your best?
It almost seems like these people have a roadmap to success that the rest of the world doesn’t have. They do! And you can create your own personal success roadmap. This webinar will show you how. It might be simpler than you think. It’s certainly worth an hour to find out.
In this webinar you will learn:
• The power of tapping into your personal, emotional “why.” This is “why” the most successful people in life, business, and sports are able to achieve so much more compared to everyone else. It’s been said that when you are clear about your reasons why you can achieve almost any what.
• How to define your goals (the tangible “what” you want) in the most compelling way possible and in alignment with the emotional why you want them. This is what will truly motivate you to do the work required to achieve these goals.
• The success metrics that define and drive your professional success and personal happiness, so you can move the needle on these dials to produce the results you need and want.
• How to achieve work / life balance so that you don’t just make more money, but you live a great life!
This is a great business where you can earn Ideal Life income and have time freedom while helping others, yet even successful advisors struggle with cash flow and / or work more than is truly necessary.
Join us for an hour that could truly improve your business and your life.
The Roadmap to Even Greater Success – Webinar Presented by Bill Bachrach
Webinar: May 22nd, 2013 at 11:00am PST
Registration Link: Click Here
Have you ever wondered why some people seem to achieve their goals better than others? Have you ever wondered how some people are able to motivate themselves to do the necessary things that are unpleasant or uncomfortable to achieve their goals? Have you ever noticed that some people are un-phased by all the negative events around them and plow through to achieve their goals anyway?
Would you like to tap into an inner strength you may not even be aware you have that will improve your results in all of the areas that matter most to you, such as business success, health & fitness, and relationships?
What if just investing one hour of your time could unlock more of your true potential to be your best?
It almost seems like these people have a roadmap to success that the rest of the world doesn’t have. They do! And you can create your own personal success roadmap. This webinar will show you how. It might be simpler than you think. It’s certainly worth an hour to find out.
In this webinar you will learn:
-The power of tapping into your personal, emotional “why.” This is “why” the most successful people in life, business, and sports are able to achieve so much more compared to everyone else. It’s been said that when you are clear about your reasons why you can achieve almost any what.
-How to define your goals (the tangible “what” you want) in the most compelling way possible and in alignment with the emotional why you want them. This is what will truly motivate you to do the work required to achieve these goals.
-The success metrics that define and drive your professional success and personal happiness, so you can move the needle on these dials to produce the results you need and want.
-How to achieve work / life balance so that you don’t just make more money, but you live a great life!
This is a great business where you can earn Ideal Life income and have time freedom while helping others, yet even successful advisors struggle with cash flow and / or work more than is truly necessary.
Six Steps to Building Extraordinary Relationships by Guest Blogger: Mark Sanborn
Mark Sanborn, CSP, CPAE
What makes anyone - regardless of their position or work – memorable and extraordinary? We are most impressed not just by the quality of a person’s work but also by the way he or she treats us.
Relationships are key.
If you want your business to become extraordinary, you must develop extraordinary relationships.
Take for instance my mailman, Fred Shea, who I’ve profiled in my books The Fred Factor and Fred 2.0. Fred stood out from other postal carriers who had served our neighborhood for many reasons, but the primary one was his sincere interest in getting to know me.
Think about it, how can you serve customers well if you don’t know or understand them?
Fred’s influence came from his ability to relate to others and build genuine relationships with those on his route – including me.
What makes people like Fred the Postman so good with people is this simple thing: he treats people like friends. He doesn’t wait to become friends with someone. He assumes the positive, expects the best and values the other person. And guess what? The people he interacts with feel valued.
You may be convinced that relationships are essential to the health of your business or organization, but you aren’t sure how to strengthen the ones you have and build new ones. These steps will give you a place to start.
1. It isn’t enough to build relationships if you don’t maintain them.
The only thing worse than not creating a good relationship at all is creating a connection with customers that they can’t rely on. When a service provider seems interested initially but doesn’t maintain the relationship after the sale, the customer feels manipulated. It’s almost like a bait and switch.
If you are in sales, you know the importance of keeping the connections you create, even if the prospect didn’t buy from you. Not only is it good business to follow up and say thank you after you make the sale, it can also be good business to follow up with those who didn’t buy to say, “Thanks for considering our products and please let me know if I can ever help you in the future.”
2. It doesn’t have to take much time.
Sometimes going above and beyond requires a significant investment of time and effort. But in general, those who relate well to others don’t spend extra hours each day relating. It isn’t about how much time you spend with those in a professional setting (although that is important) but how quickly and authentically you are able to demonstrate your concern and commitment. Being fully present when engaging with others is effective and doesn’t have to take much extra time. It simply involves putting aside any distractions and giving the person you are with your undivided attention.
3. Friendliness is a choice, not a response.
It’s easy to be friendly to nice people, but how do you deal with angry customers? If you depend on the mood of the other person, you’ll be limited in who you can connect with. The test of friendliness is the ability to be pleasant to someone who is being unpleasant to you. Instead of fighting fire with fire, try responding to negativity with positivity. It may not change the other person, but it will keep him or her from changing you.
4. Employees rarely treat customers better than their employer treats them.
One of the biggest complaints I get from employees is that their manager wants them to be nice to customers even though the manager isn’t nice to them. Treating employees differently than you expect them to treat customers is shortsighted, if not delusional. You communicate more powerfully with your behavior than you do with your words. Unfortunately, just as good behavior can be paid forward, poor behavior can be passed on as well. As Eleanor Roosevelt said, “It is not fair to ask of others what you are not willing to do yourself.”
5. Nice isn’t enough if you’re not competent.
If you’re about to undergo surgery, your first concern is that your surgeon is competent and capable. All the niceness in the world is no substitute if the doctor is a hack. Once the competency expectation is met, a relationship is the icing on the cake. A doctor who is competent and who makes the time to take a personal interest, communicate clearly and express empathy will have a far larger and more committed patient base than a doctor who is merely good at what he or she does. On the flip side, studies show that the number one factor in malpractice suits is a breakdown in doctor-patient communication.
Relationship is important, but make sure you’re offering a good product and good service first.
6. Relationships aren’t built in a day.
Many people in the marketplace seem to have “Relationship ADD”- they expect instant payback from customers and when they don’t get it, they lose interest and abandon the customer altogether.
We build relationships over time by giving those we interact with our consistent and undivided attention. I worked for a sales organization where the sales manager told us, “Sell ‘em and forget ‘em. You don’t have time to get to know customers.” With such a mismatch in values, I knew my time there would be short. And as it turned out, the sales manager didn’t stay long either.
Mark’s latest book, Fred 2.0 New Ideas on How to Keep Delivering Extraordinary Results, is now available. Visit www.Fred2Book.com to order your copy.
WOW! What a Difference Getting in the Pool Makes – Part 2 of 2
How about…
- Making more calls to Referrals and Clients?
- Risking rejection or failure?
- Hiring another staff person?
- Asking for Referrals?
- Working on your Client interview skills?
- Converting a transaction-oriented business into full- service financial planning?
- Making the transition from commissions to fees?
- Investing more money in marketing?
- Becoming a more competent financial professional?
Consider yourself lucky if you have people in your life who point out when you are behaving ineffectively – especially when your rationalizing mind is at its creative best, letting you off the hook in whatever area(s) are challenging for you. Fortunate for me, I have this kind of friend in Mark Allen, the six-time Hawaii Ironman champion. In the first week of March, I was helping him work on his presentation skills for his motivational speaking career when he asked about my training. I gave him the full report about my running progress, cycling development, and weight training regimen. I rambled on about my diet and tried to distract him with a few questions, hoping he wouldn’t notice I’d left out the swimming part.
But his question was inevitable: “So, how’s the swimming going?” So much for my fancy footwork.
“Uh, well … I’ve been reading this book and, uh, watching this video about proper technique. And I’m signed up for a swim clinic.” I smiled weakly.
“Great. How’s it going in the pool?”
Caught, I gave it up. “I haven’t actually been in the pool yet.”
“You know, Bill,” Mark said slowly and pointedly, “you really should get in the pool.” Duh! The simple truth has amazing power. Just hearing Mark utter those words shattered my avoidance behavior pattern. Mark was right. I had to get in the pool. Not in March. Not next week. Now. Today.
Ultimately, learning better technique and attending the swim clinic did make me a better swimmer. But they could not replace the lost workouts in the pool. Likewise, you are successful now and have an even higher level of success to achieve. And you probably already know exactly what you need to do to achieve your next level. But you may be putting yourself through mental gymnastics to avoid the very things that will take you where you want to go. The sooner you get in the pool, the sooner you will be on your way to your next level of success.
Surely you recognize that fighting nature is futile. You’re not going to receive a special exemption, nor will the success gods reveal a secret shortcut. Just get in the pool. Come on in! The water’s fine.
©2013 by Bill Bachrach, Bachrach & Associates, Inc. All rights reserved.
Bill Bachrach is the author of several books, including the best-selling Values-Based Financial Planning™. He has delivered approximately 2,000 keynote speeches and presentations teaching financial professionals to build high-trust client relationships. For 22 years he and his team have trained successful advisors and planners to dramatically improve their client loyalty, build their business by referral only, and live a very high quality of life.
WOW! What a Difference Getting in the Pool Makes – Part 1 of 2
If you would like to get Part 2 of this article immediately, please send a request to info@billbachrach.com.
Have you ever noticed how easy it is to avoid doing the very things we know will get us the results we say we want? Have you ever avoided doing something you knew was absolutely necessary, but had no idea why you were avoiding it? Me too.
In every endeavor, there are certain immutable requirements or “natural laws” of success. Yet sometimes, in attempts to avoid discomfort or achieve our goals with less effort or anxiety, we spend too much time and energy hoping to flout those laws. But it can’t, won’t, simply doesn’t work. That’s why they’re called laws. Break them and you lose.
You might know that in December of 1997 I began training for the 1998 Hawaii Ironman Triathlon, which was held on October 3, 1998. Nine to 10 months is not a long time to prepare for a 2.4-mile swim, 112-mile bike ride, and 26.2- mile marathon run. But it’s achievable if you create a good plan and stick to it.
Swimming has never been my strength, and I hadn’t been in the pool in a decade. The rest of my training program started out pretty well. I began running again by steadily building up my mileage. I pulled my bike off the hooks in the garage where it had been hanging upside down for a long time, dusted it off, got it tuned up, and began riding. I even started pumping iron twice a week to build my strength. But the swimming…
December passed, then January, and by February, I knew I was behind in my swimming program. I’d heard that 70% of being a good swimmer is technique, so I bought a swimming technique book. Next I bought the swimming video. (Could I really have been foolish enough to think I could read and watch my way through the Ironman swim? Or was my judgment clouded by pure and simple denial?) By the end of February, I had still managed to avoid getting wet. I then enrolled in a swim clinic being held the last weekend in March. No point getting in the water until I learned the proper technique!
With this twisted logic, we could say it’s too bad the clinic wasn’t even further off – or even after Ironman – maybe I could have gotten by with no swimming at all. Yeah, right! Are there activities you don’t enjoy or aren’t the best at, yet which are absolutely required for you to excel at a higher level? And which you delude yourself into thinking you could put off altogether?
If you would like to get Part 2 of this article immediately, please send a request to info@billbachrach.com.
©2013 by Bill Bachrach, Bachrach & Associates, Inc. All rights reserved.
Bill Bachrach is the author of several books, including the best-selling Values-Based Financial Planning™. He has delivered approximately 2,000 keynote speeches and presentations teaching financial professionals to build high-trust client relationships. For 22 years he and his team have trained successful advisors and planners to dramatically improve their client loyalty, build their business by referral only, and live a very high quality of life.
Not Bad Enough to Fire. Not Good Enough to Refer. – Insights to What High Net-Worth Clients Want From Financial Advisors
A few weeks ago I had lunch with a very successful couple. She had recently sold her business and for the better part of the past year has been interviewing Financial Advisors. She described the experience as “dismal.” To be specific, none of them impressed her with their deliverables, if they were able to show her actual deliverables at all. She felt more like money they were trying to capture rather than a human being they were trying to help.
Another striking element of our conversation was her experience seeking referrals to financial advisors from her most successful friends. She contacted 10 of her mentors who had helped her build her business over the years. They were worth millions on the low end and upwards of $100 Million on the high end. Virtually all of them told her they were not happy enough with their advisor to make a referral and asked her to contact them when she found the person she hired. Whoa! Not a single person among the most financially successful people she knew was willing to introduce her to their financial advisor. Sobering.
What’s the moral of the story and action-able lessons for you? There are several:
1. Where do you think you stand, really, in the mind of your clients? Is it possible that some of them have been asked about you and chose to not make the introduction? Are they telling you the truth when they fill out those client satisfaction surveys?
2. Consider refer-ability as a metric of trust. The more your clients trust you the more likely they are to refer you to their friends, family, and colleagues. If you are not being referred there could be a trust gap. What will you do about that?
3. Consider refer-ability as a metric of value received by the client. Even if they trust that you are an honest person, this does not mean they are impressed by the value they are experiencing. If you are not being referred there could be a value delivery gap. What will you do about that?
4. Don’t presume that when prospective clients tell you they are happy with their advisor, that they are really happy with their advisor. What’s more likely is that they feel too busy to do something about finding the advisor they would really like to have or they don’t really believe that there is something better so they settle for what they think is normal. Many financially successful people do business with their current advisor more because of inertia than true satisfaction or happiness. How will you use this knowledge to attract and convert more financially successful people to become your future Ideal Clients?
5. Bill Gates once said, “Success is a lousy teacher. It seduces smart people into thinking they can’t lose.” Have you become at all complacent about the 1% you collect on your clients’ assets?
Watch the Replay of ’5 Ways Financial Advisors Leave Money on the Table, Under-Serve Their Clients, and What to do About It’
If you missed the webinar, ‘5 Ways Financial Advisors Leave Money on the Table, Under-Serve Their Clients, and What to do About It,’ watch the replay by CLICKING HERE.
