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Here are a few common mantras that prevent Financial Professionals from moving forward in their practices and achieving their personal and professional goals. The best answer to each issue is reflected in a question posed by Mark Allen, the six-time Hawaii Ironman Champion who is considered to be the greatest Triathlete of all time. Mark asks, “Are you willing to do what the Goal requires to achieve it?” You would be well advised to reflect upon your Goals and Now/Be section of your Success Road Map® and to pose this question at the end of each Frequently Offered Excuse as an inspiration to make the right choice.  “Best Practices” Issues – I Just Want to Use the Financial Road Map®, etc. Values-Based Financial Planning™ (in concert with High-Trust Leadership™) represents a philosophy of practice management and living life on purpose. The principles associated with the philosophy should not be confused or mixed with sales techniques in some perceived “best practices” approach. Sales techniques are all about getting Clients to do what you want them to do … for your purposes. Conversely, Values-Based Financial Planning™ is all about getting your Clients to do what will help them achieve their Goals for reasons that are important to them. If you faithfully implement the principles of Values-Based Financial Planning™, you will also achieve your Goals on an accelerated basis and with a more fulfilling and rewarding experience. This has proven to be the case since 1988. However, this is only predictable if, in fact, you faithfully implement the principles of Values-Based Financial Planning™. It’s a bit like mixing the parts of a plane with the parts of a boat. Both of them are a means of transportation, but they serve very different purposes. Values-Based Financial Planning™ and traditional sales techniques will both improve your results, but they focus on different purposes. If you believe you have a professional obligation to serve your Clients’ best interests, then Values-Based Financial Planning™ will serve you well. From a practical standpoint, our experience and training is also singularly focused upon Values-Based Financial Planning™ and High-Trust Leadership™. If you choose to use a sales technique or to experiment with a mixed model (part VBFP and part sales technique), we cannot help you. Your Accountability Coach has no experience with a hybrid approach to practice management, and it would be inappropriate for them to attempt to counsel you further. Our recommendation would be to decide on how you want to pursue your profession … and stick with your decision. Please contact your Accountability Coach (800-347-3707) to schedule an appointment if you are confused about whether Values-Based Financial Planning™ (and/or High Trust Leadership™) is for you. They can help you gain the experience you need to decide for yourself. []Commitment Issues – I’m not sure I want to commit to Values-Based Financial Planning™ That’s fine. Values-Based Financial Planning™ isn’t for everyone. It takes a special kind of Financial Professional to embrace the principles of Values-Based Financial Planning™. It takes a dedicated focus on your Clients’ best interests and a commitment of time and money, invested in yourself, to become the best you can be. See Are We A Fit For You. Jim Rohn’s quote is applicable to the work that’s required to become a true Trusted Advisor, “Don’t wish that it were easier … wish that you were better.” If you find the Trusted Advisor “Way of Being” to be challenging, maybe it’s not for you. If you find it to represent the type of professional conduct that you aspire to exhibit, you need to commit to implementing the principles of Values-Based Financial Planning™ as they are taught. The choice is yours, and we wish you the very best in whatever you choose to do. Please contact your Accountability Coach (800-347-3707) for assistance if you are considering an investment in a Program, Resource or Service to determine whether it is appropriate for you at this point in your journey. [] Money Issues – I Can’t Afford It Right Now / It Costs Too Much, etc. As Benjamin Franklin once said, “The definition of insanity is doing the same thing over and over and expecting different results.” If your present method of operation isn’t generating sufficient money to reinvest in your professional growth, why would you expect it to generate sufficient money in the future? The key is to do whatever it takes to “break the mold” that’s not allowing you to shape your professional and personal life in a meaningful way. The best investment you can make … is the investment you make in yourself. How many of us took out a college loan because we recognized the value of having an education? Yet, have you ever asked yourself how many of your college courses actually apply to your daily work? Our Programs, Resources and Services are specifically designed to have a positive impact on your daily performance. Additionally, your Accountability Coach will only allow you to make investments that are appropriate for where you are on your journey, so you are somewhat insulated from making a poor decision. The bottom line is that you need to consider how you’d advise your Clients if they needed to invest in themselves to achieve their Goals … and then apply that advice to your own situation; and remember: “There is never a return on an investment that is not made.” Please go to ROI Calculator to determine the payback period and return on investment associated with any Program, Resource or Service you are considering or contact your Accountability Coach (800-347-3707) for assistance. [] Permission Issues – I Need to Get Permission (or Approval) If you have a spouse (or significant other), we encourage you to share your Goals with them and the professional development plan that will help you achieve those Goals. They will undoubtedly be excited and supportive if they clearly understand the opportunity that stands before you and how dramatically it can improve your lives together. If you have a Manager that you wish to inform, please do so. Any good Manager will want you to grow as a professional and perform at a higher level. If you have a Manager that does not support your development and performance, you may have a more fundamental issue to resolve. No one should stand in the way of your ability to achieve your highest potential. Note: If you’re just trying to get your Manager to pay for your enrollment, be sure to assess your level of commitment. What will you do if your Manager says, “No”? If you won’t come if your Manager doesn’t pay your way, then you shouldn’t be coming in the first place. That‘s an indication that you’re not sufficiently committed to your own success to invest in yourself. If that’s the case, it’s unlikely that you’re presently ready to embrace the Trusted Advisor “Way of Being.” Please contact your Accountability Coach (800-347-3707) for assistance if you are considering an investment in a Program, Resource or Service to determine whether it is appropriate for you at this point in your journey. [] Scheduling Issues (Conflict) – I Can’t Make It Because I Have To … (do something else) There are things in your life that should take priority over your professional development. They are “once in a lifetime” events (your wedding or your child’s wedding, your child’s graduation, etc.). However, there are also many other events that do not deserve a “once in a lifetime” exemption, and you need to view those events sensibly rather than emotionally. Financial Professionals often put off professional development because of vacation plans, conferences, certification training and other similar events. Yet, none of those events can impact you and your family’s lives in as meaningful a way as an investment of time in your professional development. It is really a matter of calendar prioritization. The key is to assess whether an event really deserves a “once in a lifetime” exemption (then, by all means, do it) … or if it is just a matter of convenience or preference. If it is the latter, consider the impact of your investment of time and money. Think of what you would advise your Clients to do if one choice was driven by convenience or preference and another choice would allow them to actualize their Goals. Then, follow your recommendation. We encourage you to review your professional development needs with your Accountability Coach at least once each quarter. Then, place any relevant Program dates on your calendar. That way, if a potential conflict arises that’s not a “once in a lifetime” event, you’ll be reminded to decline. Additionally, by developing new skills that help you operate more efficiently and effectively, you’ll be in a position to take more (and better) vacations in the future and have the time to attend conferences and pursue additional certifications, etc. without negatively impacting your business. It’s just a matter of prioritization. Please contact your Accountability Coach (800-347-3707) for assistance if you are considering an investment in a Program, Resource or Service to determine whether it is appropriate for you at this point in your journey. [] Scheduling Issues (Delay) – Now’s just not a good time / I’ll Do It “X” Months from Now Have you ever said, “I can’t do it now, but in six months …?” Yet, have you ever pondered what you would have said six months prior? If you are like most people, your answer probably would have been the same … because if you do not change your behavior, you cannot expect to get different results. As Benjamin Franklin once said, “The definition of insanity is doing the same thing over and over and expecting different results.” It is not uncommon for Financial Professionals to procrastinate. Unfortunately, it is often just an excuse for avoiding commitment. After all, “commitment” can be frightening. It has implied consequences: you’ve actually committed to do something … and someone may hold you accountable! Trusted Advisors don’t fear “commitment” … they relish it. They recognize that “commitment” is their “friend.” It pushes them to “Live Life on Purpose” rather than just accepting whatever results come their way. Doug Carter speaks about, “The Commitment Effect.” “The Commitment Effect” is a reference to studies that show that people’s behavior shifts favorably once they have committed to a course of action. For example: the sooner you enroll in a Program, the sooner you begin to prepare for the Program and the better the experience you have both during and after the Program. Procrastination is just another word for avoidance, and avoidance is one of the major barriers to success. If you’re serious about “Living Life on Purpose,” overcome your fear of commitment. Make your decision today, and begin to exhibit the behavior that will help you achieve your Goals for the reasons that are important to you. Please contact your Accountability Coach (800-347-3707) for assistance if you are considering an investment in a Program, Resource or Service to determine whether it is appropriate for you at this point in your journey. [] |
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