2 Types of Financial Advisor Motivation

bad habitsCoaching financial advisors day in and day out, I am very aware of their motivation and work habits which reminds me of a great story.

I once had a call from an advisor almost 12 ago who was completely unmotivated about his investment management business. He couldn’t seem to muster the energy to go through the day-to-day operations of his business because he quite simply had no motivation. His business brand was suffering and he was suffering too. I knew it wasn’t a matter of not developing a good business plan because he shared with me that he had a non-working spouse and 3 children to support and he felt stuck. I dug a bit deeper and found out he was coming to work about 9:30a.m. and leaving a few minutes before 5. Towards the end of the week, he was taking half days off. He had “Monday-itis” (an ache in the pit of your stomach attached to going to work) beginning on Sunday afternoon.

I said “Well, have you lost your passion?” and he replied that he just didn’t give a bleep about the industry anymore and he wanted out. Ok. Fine.

 

What causes lack of motivation?

Back in 2004 I didn’t know what I know now and that is that to become unmotivated, something likely happened to cause disinterest or he may have been keeping poor work habits. Maybe he had been kicked in the rear by a poor business decision, maybe he lost a big client, maybe there was a family crisis that took him away from his business, or maybe he just dropped the ball and stopped trying.

 

Can any of these words be used to describe how you feel about your business?

  • apathetic
  • dull
  • everyday
  • humdrum
  • indifferent
  • lazy
  • old hat
  • ordinary
  • stale
  • unambitious
  • uncreative
  • unexciting
  • unimaginative
  • uninspiring
  • uninteresting
  • unmoved

 

If so, you are lacking motivation! In order to get back on track you’ll have to do something about your situation.

 

2 types of financial advisor motivation

It might be helpful to know that there are two types of financial advisor motivation that need to be addressed. There is plain ol’ disinterest and then there’s poor lifestyle choices.

So my question for you: Is your lack of motivation due to disinterest or poor lifestyle choices?

 

1. Disinterest

You may have given up respect for the industry or perhaps your company has cut commissions or your territory. In this case, unless management changes their tune and corrects the lack of ethics, there’s not much to do but change companies. I’ve seen many cases of representatives changing firms after their success caused a change in sales payouts.

If your disinterest is due to lackluster results or poor prospecting, then you had better get back on that horse and commit to an intense period of 90 days to new clients that will get you energized and taking action.

 

2. Poor Lifestyle Choices

If your lack of motivation is due to no structure and poor choices, this can be easily remedied with a change in work habits.

What time to you get to work? Are you slacking off? Get up early and get to work before 8am and focus on your business. It’s time to get back in the saddle. You will receive results when you commit to action. Action cures anxiety. Results lead to motivation!

What bad habits do you need to banish from your current workweek? Do you maintain a workout schedule? You know, if you don’t look in shape, subconsciously your prospective clients will feel that if you don’t take good care of yourself, you won’t take good care of their money.

 

Conclusion

Low motivation has a negative effect on the success of your financial advisor practice. Recognizing and correcting poor motivation could be just what you need to get your practice to the next level. I am trained in this area. Request a consultation to learn more!

LinkedIn Pulse Publishing for Financial Advisors

LinkedIn Logo

What is a good way to stand out from other advisors, showcase your expertise to your target market, and increase your credibility? Publish articles or white papers on LinkedIn!

In a prior post on marketing using LinkedIn, I talked about the importance of getting your profile ready for Secret Shoppers who check you out before they contact you. Most advisors have neglected their LinkedIn profile, which is a turn off for prospective clients. Don’t let that be you!

When working on Business Development with my clients, I prefer to focus on the higher end of the market, and these clients are picky about whom they hire as their financial advisor. They tend to look for advisors who have experience with their particular issues, so it’s important for business planning purposes to curate content that positions you as an expert authority in your field. This helps you rise to level 4 of the financial advisor earning pyramid.

 

First off, are you asking, “Where is LinkedIn Pulse and how do I find it?”

Click Here to Write Your Article on LinkedIn Pulse

 

Here are 10 tips for financial advisors who want to publish articles on LinkedIn’s Pulse.

1. Use an image in your post

Using an image will make your post stand out on the LinkedIn home page. Posts with images get 95% more views! When selecting your image, make it one that is impactful, colorful, and memorable. And make sure you have purchased the right to use the image.

2. Longer is better

Some people think the shorter the better, but it’s proven through search engine results that longer posts that are well organized are more widely read. In other words, in depth articles on a particular issue are more widely read and shared.

3. Write for the web

People scan, they don’t read until they determine there is enough information that interests them. To write for the web use:

  • Shorter paragraphs
  • Bullet points
  • Subheads
  • Quotes

4. Tell them what to do:

Give the reader a call to action (CTA) at the end of every post.

Example:

◄Contact me to learn more: 480-463-3171 or visit www.ProsperityCoaching.biz ►

5. Link back to your own website

At the end of your article, link back to your website. “Learn more about ABC Wealth Management here” and hyper link the phrase to your home page.

 

GET MORE EXPOSURE

6. Join more groups

Your article gains more exposure through your membership in groups. The more groups you are a member of, the more exposure your posts and your profile will receive.

Example: you are in a group for corporate executives, and you share your post about corporate benefit packages in the group, all the people in the group will see your post.

7. Begin adding more connections

The more people you are connected with, the more views your post will receive.

Example: you are connected to a Center Of Influence and he/she likes your post, their connections will see your post.

8. Direct Message close contacts

To help your article obtain more exposure, you can direct message 5-10 of your close LinkedIn contacts with this message: “I just wrote this article on the LinkedIn publishing platform Pulse. Would you do me the favor of taking a look at it, and then liking, commenting, or sharing? Here is the direct link to the article: PROVIDE LINK HERE”

9. Use numbers in your headline

In a controlled group, 5 headlines were tested. The headline with numbers and a benefit received the most views.

10. Add an “About the Author” section

To improve your brand message, add a section that talks about your expertise as an advisor, the clients you serve, and any e-books or offers you provide.

 

Writing your own articles or blogs will definitely help you gain exposure and improve your credibility in the eyes of your prospective clients and centers of influence. Don’t however expect immediate results from this tactic. Provide value consistently over time and you will gain!

 

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