Many planners never take the time to think about what is really holding them back from prospecting. While some may say that it’s the fear of rejection, I believe it’s a deeper issue and more of an attitude towards prospecting that determines how well and often you prospect.
Lou Holtz said it best when he said, "Ability is what you’re capable of doing. Motivation determines what you do. Attitude determines how well you do it."
Have you ever taken the time to think about what it takes to create a positive prospecting attitude? If not try the following five steps.
Step 1: Find a Mentor
One of the hardest things for planners to embrace is the fact that you do not have to reinvent the wheel. Find a mentor, someone whom you can learn a prospecting process from, who is continuously filling their pipeline and would enjoy the journey adapting their process for your needs.
Bob K., a financial planner client of mine with five years of experience, previously found it difficult to pick up the phone and prospect. I recommended that he find a peer who was excited about prospecting potential clients and find out what steps they were following. Bob contacted his friend who was another planner in his firm that he’d met during training class, who Bob knew loved to prospect.
Step 2: Secure an Accountability Partner
Creating success doesn’t have to be a lonely process. In fact, there are plenty of peers and colleagues you know who would enjoy being an accountability partner.
During our coaching sessions, Bob shared with me the details around Joe’s (both his mentor and accountability partner) process and what kept him motivated. I recommended that they keep in contact with daily emails and weekly accountability calls. They both liked the idea.
Step 3: Take Daily Action
Keeping a positive prospecting attitude requires action and accountability on a daily basis. That’s why it is so important to have morning rituals.
Both planners had similar morning rituals to start their day off, setting a positive tone. They would exercise, listen to a motivating podcast and make the first call of the day to a client to just touch base (no stress). Doing these activities made easing into a prospecting mindset a breeze.
Step 4: Gain Confidence with Each Win
Part of maintaining a positive prospecting attitude is to build your confidence. The best way to do that is to take a minute to identify any “wins” during the day, such as breaking a record number of dials, contacts, and appointments set and held. If you are only aware of the end result, how much business you do each month, you miss out on all of the opportunities to be grateful for all that you accomplish along the way!
Sharing your wins—and yes even losses—with your accountability partner keeps you aware and reaching for those wins. That way you reinforce positive behaviors and learn from every loss so as not to repeat them.
Step 5: Keep Improving
It’s important to focus daily on improving on one part of your prospecting process. By doing this you are concentrating on mastering each step of the way. Eventually, you see that doing so is a win itself and you notice that constant improvement brings you successful outcomes.
Why Creating a Positive Prospecting Attitude Works
If you follow these steps, you inevitably find that prospecting can be a fun activity that’s fueled by your positive attitude. Nothing else can make or break your business more than your own attitude. So, work on it all-day every day and you too will see how it positively impacts your business!
If you would like a complimentary coaching session with me, please email Melissa Denham, director of client servicing.