How to earn more money and lead a simpler life – Part 2
In the previous blog, I mentioned that I have identified 12 clear choices that are turning points in the careers of virtually every financial professional. Every producer makes these choices either deliberately or by default. Six of these are best presented as positive choices that consistently lead to greater success (these were mentioned in the previous blog) and six of these choices are best presented as commonly unmade choices that lead to failure, or worse: mediocrity.
Here are the 6 choices never made or not made soon enough:
1. Failure to recognize that what got you from where you were to where you are today may not be the best way to get from where you are today to where you want to be in the future. (Failure to change.)
Do you believe that the industry legends would do the same things they did in the 40s, 50s, 60s, 70s, or 80s today? Their genius was not in what they did then. Their genius was their ability to figure out what worked at whatever time they needed it.
2. Failure to implement well.
Will Rogers once said, “Even if you’re on the right track you will still get run over if you just sit there.” There are no secrets in business.
3. Failure to master the referral interview. (Training your clients to do all your sales and marketing.)
All prospecting and marketing other than referrals should be temporary. Prospecting and marketing is what some people who have no clients or no natural market have to do to get started. Unfortunately, some producers get so good at it that they just keep doing it forever.
4. Failure to master the art of delegation.
My mentor said, “I’m very good at what I do because I only do what I am very good at?” If you are only going to do what you are very good at then you have to hire people who are very good at the other things. Hiring well and delegating is a skill that all serious business people must develop.
5. Failure to align your choices and your target market with your values.
I am not a teacher of target marketing, but I have been a pretty good student. One of the key decisions that I believe was instrumental to the success I enjoy today was the choice to make the financial services industries my exclusive target market. It wasn’t an easy decision to be industry-specific, but it was one of my best.
6. Failure to write your book.
Are you currently writing a book? Have you ever thought it would be a good idea? Have you ever read a book on money or insurance and said, “I could have written that?”
Simply rate yourself on a scale of 1-10 in each of the 6 areas above and then begin to make incremental improvements. Be honest with yourself and make a commitment to make the choices that will propel you to your highest level of success.
