Build Your Own Moral Support Team

AdviserBlast – Quick Tips to Accelerate Your Practice

In this issue: Having others remind you of the "why" of what you do daily can help navigate the bumps in the road!


Recently, while I was preparing to walk on stage to give a presentation, a woman walked up to me. "This'll be the second time I've heard you speak. Are you going to say the same thing?" she asked.While I was thinking of an articulate way to say, "Yes" and graciously explain why it can sometimes be good to hear the same message again, she carried on.

"Please just say exactly what you said when I heard you two years ago. I need to keep hearing that message about why I should keep doing the same things over and over again. I'm getting there – I know I am; I just need to be reminded from time to time to just do the things that count."

It turns out she was building her practice very well and was actually ahead of the schedule she'd set herself.

How are you reminding yourself, every day, to do the things that count most, over and over again? Who is helping you reinforce the "why" of what you're doing?

During 13 years of training for the Olympics, I had the support of people who reminded me every day why I was doing what I was doing. Whether it was my coach, family, closest friends, church youth group leader, or even random members of the public who had read about me and my pursuit, I had people continually helping me keep my objective as my number one priority, which in turn shaped my daily activities.

By keeping my destination front-of-mind, the daily training became a little easier, the sacrifice seemed a little less, and the 'cost' became merely a technicality.

Recently I jumped back into the financial services industry. Along with the speaking I do to financial services companies and coaching advisers, I am also working with a small team who manages an equity portfolio. My role in the group is to begin conversations with appropriate prospective clients.  Part of the attraction was to be able to "practice what I preach" by following the advice I give to others regarding building a business.

It takes a lot of calling, emailing, and continual follow-up. I've heard everything from "Great platform, it's just not for us," to "Your timing is perfect!" and everything in between. After four months, I finally feel like I'm beginning to get some traction.

All along the way close friends and family, colleagues within the industry, and acquaintances I've made from speaking have been asking me how things are going and if I'm on track to achieve my goals I've set (they know me well.) People close to me know exactly what I want to achieve and how I intend to do it, and they continually remind me to keep going.

It's far easier to stay on track, focused, and distraction-free when the people closest to you know what you want to achieve and can cheer you on! It is awfully hard going when you're operating without a moral support team, especially in this market climate.

How can you help yourself stay on track?

  1. Find someone to share your goals with. Identify someone who will support and encourage you to reach what you want to achieve. They might be a colleague or a mentor in the industry, but friends and family members who don't necessarily know the intricacies of your business can also be a help.
  2. Tell them how they can best help you. Clearly articulate what you need from them so that their support is truly helpful to you. Maybe it's holding you accountable by emailing you and asking how things are going, with pointed questions about your progress on specific activities you have told them you intend to accomplish. Set a regular time to check in so you know you have to be accountable to someone by a specific deadline.
  3. Ask how you can reciprocate. It can be easier to get someone's cooperation when you share with them what you're looking for and offer to provide the same support for them. When they realize you genuinely want to help them reach their objectives, they will often be more willing to help you.

Even though there may be bumps in the road, if you have rationally assessed your situation, set realistic and measurable goals, and laid out specific steps to get you where you want to go, KEEP GOING! It can be hard work along the way, but the ends are worth your best efforts!

Stay focused,

Copyright Paul Kingsman 2010


As a motivational speaker and executive coach, Paul Kingsman helps financial services professionals successfully navigate the bumps in the road and cheers them on to outstanding results. Combining his experiences as an Olympic medalist and his background as an adviser, Paul understands how to stay focused over the long haul, as well as the unique business challenges faced by advisers, and equips them to build the businesses they desire.

To find out more about how he can equip you or your team to achieve your own Split Second Success® through his presentations or executive coaching, visit or email him at

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