Being you
Do you want to attract success? Master trainer Jim Rohn said, "You attract success by the person you become." Attracting success is all about believing and becoming the person affluent clients need and want. When you change, your whole world will change.
So, what am I talking about? You are not a "human doing", you are a human being. When you improve your way of being, you can attract more success. But how can you improve your way of being?
Your way of being is your stress-free self that is open to and interested in others. Maybe you have become someone who is battle-scarred and overwhelmed with the pressures and incompletes of life. How can you rise above the challenges and move to life on a higher plane?
You need to deal with the things that obstruct your ability to be 100% present with others. You need to be able to be a sincerely great listener. You would benefit from a genuine love for others that will lift you to the place of sincerely helping others to live your life to the fullest. Having an increasing awareness of how other people show up in the world can help you become more positive.
Ask your team, "What's going right and why is it going right?" Ask your team, "What is ideally right?" Then, "What's missing?" Finally ask, "What human and financial capital is needed to fulfill what's missing?"?
So what does your way of being have to do with selling life insurance, variable annuities, fixed annuities or providing fee-only wealth management? Connecting with the deepest part of your core and believing in what you are doing will translate into confidence and infectious enthusiasm. When your past is behind you and your present is clear and your future is bright, you will begin to make a much larger impact on the world around you.
Attracting success
How can you share your competence with those who can use it most? One of my friends from Pittsburgh uses monthly seminars for his clients and their friends. He holds these educational seminars at three local country clubs and serves them dinner. He's been doing this for more than 20 years.
He has built a practice to help his clients introduce other successful people to his services through these dinner workshops. No products are sold at the seminars, only a no-obligation, complimentary appointment is sold. These seminars are truly helping other people to live their lives to the fullest by introducing their friends to the firm.
Here's another friend's success story from Minneapolis. He has all kinds of client events and public "Private Briefings." These are events that he invites a small number of ideal clients to and then asks them to bring a friend. He's had them come to a private gourmet cooking class, a comedy dinner event and even a steamboat ride. These fun events are a way for clients to help their friends live their lives to the fullest.
My friend from Idaho has a special, "Retirement Strategies and Asset Protection Workshop"? that works great for attracting prospective clients with $1 million or more of investable assets. This workshop helps folks feel like they need a second opinion on their current plan. I purchased this system six months ago and have developed new relationships with potential clients who have investable assets of $21 million.
Brent Welch, CFP, ChFC, CLU, started as a financial planner in 1984 and is founder and managing member of Welshire Capital, LLC, a firm specializing in private wealth management, retirement and estate planning. He is a past president of The International Forum, a past board member for the AALU, a 17-year MDRT member and an 8-year TOT member. You can reach him through his Web site at www.welshirecapital.com.
Footnotes:
1. Doug Carter, clientsforever@sbcglobal.net
2. Dan Pinkerton, www.PinkertonRetirement.com
