When our marketing consultants are making calls to contracted advisors and our good prospects we often hear the same refrain. The answer comes after we ask if we can be of service, work up a case, assess or provide info. We often hear..."Nothing COOKING now.” We then will ask, "when do you think you will have something cooking? Something where we can vie for the business?” They don't know. When we ask about their marketing plans and budgets, many don't have a plan nor do they have any money. When we ask how they feel about next year, many will just speak of feelings of dread, and fearing the ends of their careers. I am still scratching my head. We have the products that Americans need, we have a dwindling field force and most of the competition is in our minds. So, what should advisors with this attitude do? Simple, take responsibility.
I recently read a quote by an unknown author regarding responsibility: "The power to fulfill our dreams is within each of us. We alone have the responsibility to shape our lives. When we understand this, we know that nothing, and no one, can deny us greatness. We are the ones pushing ourselves forward or holding ourselves back. The power to succeed or fail is ours alone.” Well, call me a simpleton but that sums it up. I knew this from the time I started selling life insurance on a straight commission basis while in college. Talk about competition… there were agents on every corner. But, I went to meetings, read motivational books, had a schedule, developed a regular prospecting program and then replicated this when I built an agency and then later served as president of US life companies in America. It is simple but hard. Is there something advisors like this should do? Yes, read on…
If this commentary is hitting you right between the ideas, don't feel as though you are alone. We have some answers. There are no quick fixes, but plans that have worked for hundreds of advisors and agents across America. Now, I will really start to show my age when I say "thousands.” If you want some solutions, please call us and speak to one of the marketing consultants. But, if you are not ready to take ownership and responsibility, then we wish you a happy retirement... for some an early retirement. So, I leave you with one other quote that I have always liked, "No one can cheat you out of ultimate success but yourselves." By Ralph Waldo Emerson. Thanks for your time and your business.
Until next time... good selling!