There is one major thing that almost all my financial advisor clients have in common. It’s not their personality – I work with all personality types. It’s not their marital status – I work with single and married clients. And it’s not their geographic location – I work with clients all over the world.
What my clients have in common is that they want to create and achieve new goals! And in order to do this, we have to talk about changing the Financial Advisor brain
Without change nothing changes
They have tried on their own, but they don’t know what they don’t know. They have tried a few ideas, but nothing has stuck. The have moved through the pre-contemplation stage of change where they were not even aware of the change that is needed. Their office may be a mess. Their schedule may be a nightmare. They may be putting out fires instead of working through a day smoothly, without stress or problems. They may be having poor results with branding or prospecting and they simply don’t know what to do.
When they contact me, they are in the contemplation stage of change where they have thought about making change. They may have heard about peers who have achieved wondrous success. Peers who have a great business with quality clients and a flow of income that gives them the freedom to do what they want. They want to know what to do next.
What is necessary before change takes place?
You’ve all heard about the PAIN versus PLEASURE dichotomy. We often don’t take the steps to make changes until we have reached a massive PAIN point where’s there’s no option but to do something about our situation. This is the point where we have the motivation to change.
Do you have the motivation to change?
Most often, the change is YOU
Changing YOU means changing behavior. What you’ve been doing hasn’t worked. Changing behavior is not easy because our tendencies are inherent, part of who we are, and they come to us naturally. Instead of trying to change existing habits, making new habits is often the best way to go (more on that later).
Why is it so difficult?
When things are the same, we are comfortable. We don’t have to get out of our comfort zone. Day to day things progress with the same speed (or lack thereof, if your needed change is organization). We don’t have to spend time learning new processes and new procedures. We don’t have to spend time on training new hires so we can delegate what we’re not good at.
Fear often gets in the way of change. We fear that we won’t be able to do things the new way or that it won’t work. We fear that change may expose our deficiencies and we may lose our status.
Why does change fail?
If we haven’t changed our behavior, or as I like to say, our BRAINS, failure can happen. If nothing changes, guess what? Nothing changes. Behavior modification is essential to the success of change and for us to achieve our goals.
Changing the financial advisor brain and making new habits
Neuroscience says that thoughts and emotions have a beneficial effect on behavior modification. If we are still stuck in our old thoughts and emotions we will not change and attract new opportunities and successes. This is why clients hire me!