Distraction-Proof® Advisor Ideas

This past weekend I was intrigued as I watched children hunting for eggs on Easter morning at our church. Seeing their different personalities and approaches to the hunt, I was struck by how much their behavior and results mirrored the ways advisors act when they attempt to build their businesses.

Before the hunt began, boundary lines were clearly marked and explained, identifying the area where the children should look for the treat-filled eggs. They were excited as they anticipated looking for and finding the prizes they desired. The time limit was announced, and everyone knew the rules before they started. The hunt was on!

Some children constantly scanned the ground for more opportunities, even continuing to look for new eggs as they moved in to take hold of their latest discovery. Those who gathered the most eggs did not stop to count what they had or waste time looking at what others found during the hunt; instead, they kept focused on continually moving forward and looking for new treasure.

Some children, though, began to focus more on what others had in their baskets, noting many who had more than they. Supporters along the borders urged them to keep going because there was still time to find more eggs. Some kids refocused and kept hunting, but others noticed they had an audience and started showing their disappointment and frustration at the lack of eggs in their baskets, even crying because it wasn't "fair" that others had more than they did. Their focus turned toward fussing about what they did not have and away from actually seeking what they could have. It became more comfortable for them to complain than to hunt.

Some children started well, quickly gathering eggs, but then soon became more dazzled by what they had in their baskets and abandoned the hunt for new eggs. Other children were eager to hunt for new eggs, but every time they reached for a new treasure, the egg already in their basket fell out and was lost, so they never had more than one egg at a time.

A couple of children kept asking how many eggs had been hidden. The children with the most eggs at the end of the hunt didn't care how many there were to start with, they just kept focused on their quest to discover more eggs.

One girl, who seemed very focused on her search, surprised me when she took a moment to point out an egg to a little boy in the search area adjoining hers, even as she kept moving toward an egg she had her eye on.

The egg hunt provided lots of valuable business lessons, if we consider the eggs as clients and the baskets as business practices:

• Don't be overly concerned about what others have in their baskets – some will have more "eggs" than you, some will have less. It shouldn't really matter to you, though. Concentrate on your own hunt for clients.

• If you want to look for an audience to listen to your complaints about how little you have and how hard the hunt is, you'll probably find them. It's more productive to spend your energy looking for more "eggs," though.

• Don't become so busy with the "eggs" in your basket that you forget about hunting for new "eggs."

• Conversely, as you hunt for new "eggs", take care not to let existing clients fall out of your basket. Have a method that allows you to look after your existing clients, while acquiring new ones as well.

• Don't worry about how many "eggs" are out there – there are plenty for everyone. Be careful that you don't get so wrapped up in analyzing what's out there that you never get around to actually converting prospects into clients.

• Not every egg is meant for your basket. If you see an "egg" that would be good for someone else, help them by pointing it out to them.

Unlike an Easter egg hunt that comes only once a year, you have an opportunity to keep hunting for new clients today, and then again tomorrow, and the day after that. The possibility for growth and change is available to you every day.

Get in the hunt!
Paul

Copyright Paul Kingsman 2012

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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 advisor, Paul understands how to stay focused over the long haul, as well as the unique business challenges faced by advisors. 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