Distraction-Proof® Advisor Ideas

AdviserBlast – Quick Tips to Accelerate Your Practice

In this issue: Make every meeting count! (They do anyway.)

What if you knew now that you would only have one more new prospect meeting during the remainder of 2011?

Would you approach that one meeting any differently than you are currently approaching your next prospect meeting? Would you make more sure that you were prepared, well rested, and organized for the appointment?

While we can't definitively predict how many meetings lie ahead in the coming months, we do know the number will be finite. Are you approaching every meeting as though it is the last opportunity you have to grow your business, increase your assets, and land one of your best clients?

In short, are you making every opportunity count? Because the fact is, they all count, whether you're ready for them or not.

In late summer, it can be easy to put things off or become a bit lackadaisical. We come up with justifications for inaction: "He's probably on vacation…I'll call in a couple of weeks," "She has enough other things on her mind with this volatile market…I don't want to bother her right now," "I'm feeling tired…I'll prepare for that meeting tomorrow," and on and on.

You only have so many chances to accomplish what needs to happen to meet your 2011 goals. You don't know which phone call or meeting may end up being the first step toward a game-changing relationship for your business. So, jump in AND bring your best performance, every time.

Here are a few things you can do to help you stay at the top of your game this month:

1. Get "up" for every meeting– Don't let past results impact your approach to future meetings. If your last one was easy, don't approach the next one casually or flippantly; if it left you discouraged, get back up and prepare to deliver a knock-out performance. Bring your "A-game" to the table every time, so that you earn the right to expect an excellent result, regardless of the meeting's outcome.
    
2. Listen well– Have a plan for each prospect meeting and know the direction you wish to proceed. However, ensure that you don't come on like a bulldozer: listen to what they are saying, taking into account their questions and concerns, rather than being so set on selling them your package or plan that you've never really heard what they want.
    
3. Ask for their business – After you have genuinely listened and seen they are a good fit for your business, let them know.  Say, "Having heard what you've said and considering your aspirations, I know I can help. Would you like to work together?"

Know you'll only have a finite number of appointments each month, and so approach every one truly believing that it really counts. (They all do anyway!)

Have a productive August,
Paul

Copyright Paul Kingsman 2011
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As a motivational speaker and executive coach, Paul Kingsman helps financial services professionals successfully grow their businesses by taking practical daily steps to achieve outstanding long-term results. Combining his experiences as an Olympic medalist and his background as an adviser, Paul understands how to stay focused over the long haul, as well as the unique business challenges faced by advisers. Through his professional speaking and executive coaching he equips them to overcome distractions so they can get the money they need, the clients they want, and the time to do what they love.

To find out more about how Paul can equip you or your team to achieve outstanding results, visit paulkingsman.com/coaching or email him at Paul@PaulKingsman.com

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