FAHUB
Hello Everyone,
I wanted to share my experiences and what I’ve learned as a way of giving back and helping others understand what it REALLY takes to make it in this business. Like many of you, I started with $0, was given a desk, and pretty much had to figure everything out on my own. Although I will say, I am lucky to have had a branch manager who has been very supportive.
Full disclosure, I’m no chairman council producer (not even close). However, I have put several, (and I mean SEVERAL) hours trying a range of different activities I effort to gather assets. I could write a book on everything you should know, however, for the sake of simplicity I will prove you, my colleagues, with ten things I’ve learned over nearly three years of being here.
It's very easy to get bogged down, especially when you get rejected 172 times a day.
HAVE A SHORT MEMORY AND REMEMBER THAT THEY ARE NOT REJECTING YOU, THEY ARE REJECTING YOUR OFFERING (BIG DIFFERENCE).
When your feeling unmotivated go for a walk, listen to a song, pray, put up a picture of your wife and kids by your computer – do whatever it takes to keep you going.
When your managers and senior FA’s are giving you, prospecting ideas remember that they were in the business in a much different time than you.
The only means of communication back then to a ‘good idea’ was either from the paper or a phone call from a stockbroker.
Today, good luck calling homes, gatekeepers have gotten better at filtering you and (as a business owner) I can download an app, register in under 5 minutes and be invested within the hour.
So, why do I need you?
This is the question you must be able to answer along with:
What makes you different?
How am I communicating my value?
Why should prospects hire me?
Everybody is different, so I'm not going to tell you that you should focus on a particular prospecting activity.
However, I will tell you, whatever gets you in front of the most people, you should concentrate on that.
For me, it was "warm calling."
For others, it may be seminars.
Just know the most important part of it all is having a repeatable process, a reliable contact relationship management system, and a follow-up strategy with call/mail cycles.
Having this mentality is important.
I use to get in front of prospects, and while I was giving my proposal, I would be thinking in the back of my head how important this opportunity would be for reaching my monthly goals.
This pressure created anxiety, which I'm sure the prospect felt.
It also made me call them the next day, and the following, and soon enough, my prospect was turned off.
The challenge is, how do we create a sense of urgency without seeming desperate?
If you’re going to prospect effectively YOU MUST HAVE THE RIGHT ATTITUDE AND BE OPTIMISTIC; focus on what you can control because the energy you give off will have a direct impact on your business.
I recommend at any given point to be reading three books.
One self-help communication, one finance related, one prospect niche related meaning if you are prospecting physicians your third book should be about sickle cell anemia. You can see my top recommendations HERE.
