What would you think if I told you the majority of financial advisors in your area, your alleged competitors, are not real competition at all?
It’s a bold proclamation, but it’s my position that most advisors don’t have the mindset needed to compete at a high level. They might have had this “success mindset” in the past, but have lost their edge somewhere along the way.
Do you have a good grasp of the mental attributesthat have helped you succeed? We call these Accelerators. Maybe you were highly goal focused or you planned your days in advance. When acknowledged and harnessed, these traits and behaviors lead to future growth.
What about the mental attributes that have held you back? Perhaps you’re a perfectionist or make too many excuses. We call these Limiters. These traits should be recognized and mitigated in order to succeed at the highest levels.
As you can see from our research below, the majority of financial advisors are not on top of these two essentials:
I understand the mental attributes that help me succeed 20%
I understand the mental attributes that hold me back 19%
2019 Oechsli Institute financial Advisor Study (n=411)
Essentially, 80% of your colleagues have yet to master that proverbial 7 inch playing fieldbetween their ears—their mind. Advantage to financial advisors who do. Let’s jump start your mindset by taking a good look at Accelerators and Limiters in more detail.
Accelerators
For most of us, some of the mental attributes that led to prior successes have been neglected and need to be re-ignited. Additionally, some of the mental attributes that are beneficial to us today need to be acknowledged and strengthened. As you move forward with an eye toward achievement, what mental attributes will your success journey require? Here are some examples to consider:
Committing to a big goal
Having a work-as-needed mindset
Consistently executing my activities
Going out of my comfort zone
Time blocking effectively
Planning my day in advance and following my plan
Being a lifelong learner (reading, researching, etc)
Holding myself accountable
Being mindful of my physical health
Being present in the moment
Limiters
These are the opposing force to your Accelerators. They distract us. They stop us in our tracks. They take us off course. Ultimately, they hold us back from reaching our full potential. The first step in overcoming your Limiters is being fully aware of them. Here are some examples to consider:
Procrastinating
Difficulty prioritizing
Not thinking big enough
Lack of goal focus
Difficulty staying on task
Being a perfectionist
Challenged in delegating
Not being passionate about my career
Being fearful of coming across “salesy”
Avoiding things that make me uncomfortable
Think carefully about your success Accelerators and Limiters. If you’re stuck, ask a friend or family member for their perspectives. These must be identified to be developed. Remember the old saying—elite advisors are those who consistently do what the general population of financial advisors don’t do. Take action!
Matt Oechsli is author of Building a Successful 21st Century Financial Practice: Attracting, Servicing & Retaining Affluent Clients. www.oechsli.com
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