Distraction-Proof® Advisor Ideas

2008 Preparing for Excellence Series – Special Editon – Issue 14

The Olympics are on, and in recent days we’ve seen some outstanding performances – and finishes!

I had to send you this special Olympic edition of the Preparing for Excellence newsletter because everything we’ve been talking about over the past 12 months in these newsletters comes down to the very thing we are seeing so vividly illustrated on TV each night: finishing excellently is key! (If you haven’t seen any of the swimming competition yet, watch a bit – it’s thrilling!)

We’re seeing amazing swims in the pool, with medals being decided by mere 100ths of a second! The victorious swimmers not only keep the pressure on during the race, but perhaps even more importantly, they know how to finish with extraordinary focus in the final half a meter of their race, where it matters most.

Just like the Olympic swimmers treat the finish of the race as a distinct stage of their process and specifically train for it, advisors must also treat the close of a prospect meeting as a specific part of their process, where nothing is left to chance. They must execute the ‘wind down’ or close of the meeting deliberately and with control.

The swimmers specifically practice their finishes in training: they know which hand will hit the wall first, the precise moment to take their last breath. They know that all of the training they’ve done may come down to only a couple of millimeters and that getting distracted at the last moment can be devastating.

That’s exactly what happened in my 1988 Olympic swim, when I won my bronze medal by only 4/100ths of a second. On review of the video (which you can see on my website), the swimmer who came 4th turned his head and looked at me during his final two strokes, and that split second distraction changed both of our lives.

While first impressions count, last impressions truly set the stage for success. Advisors can spend a lot of time on preparing a proposal, but a strong finish also needs to be deliberately planned and prepared.

For the swimmer, there is a definite difference between simply reaching the end of the race and finishing strongly. For the advisor there must be a difference between just drawing a prospect meeting to a logical close and finishing with conviction; know what points your presentation summary will highlight, which specific words you will use to call your prospect to action. It is much more than just having a general idea of how you’ll finish the meeting – specifically plan and practice it to ensure an excellent finish!

• Deliberately create a format to close your meetings successfully.
• Actually rehearse what you are going to say. Many people hear or read great lines, but when they have to actually say them out loud, they get fearful and can fumble. Practice to make sure you’re comfortable with your strong finish.
• Use the same closing process on your one million, ten million and fifty million dollar prospects: perform excellently every time!

Make finishing strongly a habit so you have the best chance of success, especially in the vital split seconds that can change everything.

Finish fabulously,
Paul

Copyright Paul Kingsman 2008
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Learn how to perform excellently – even through to your finishing touch! Paul Kingsman – Olympic medalist, professional speaker and executive coach – equips his clients to be prepared for the crucial split seconds so they can achieve life-changing results.
To find out more about how he can help equip you or your team to achieve your own Split Second Success® through his keynote presentations or executive coaching, contact him at http://www.paulkingsman.com.

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