Take A Step Today

AdviserBlast – Quick Tips to Accelerate Your Practice

In this issue: Choose what you will do today!


Some days the “small stuff” seems huge, and it’s hard to see our big, audacious goals, much less feel really convinced we’ll achieve them. Whether we want to lose thirty pounds, run a marathon, improve a relationship, or reach the next hundred million dollars in assets, sometimes our longer term goals are daunting, and we just don’t feel like we have the energy to go after those dreams. But, it doesn’t have to be that way!

Even “tough” days are far more enjoyable if you make your ultimate goal relatable on a day-to-day basis. Small steps are easier to see, understand, and achieve. Plus they create great momentum, moving you closer to your big goals!

Formalize Your Desire
When I was a kid and wrote on a piece of paper that I wanted to win an Olympic medal, all I really did was formalize my desire. I was passionate about seeing how fast I could swim and wanted to measure myself on a world scale. The Olympics seemed to me the best way of doing that.

But that was an enormous quest! It was going to take a lot of time and effort, and it was fraught with uncertainty. When I looked at that piece of paper, as I often did, it could be overwhelming, and I could have easily changed my objective to simply going to the Olympics.

Choose What You’ll Do Today
But I wanted to do all I could to be all I could, so swimming faster needed to be relatable on a day-to-day basis. While I couldn’t swim my Olympic race every day, I could sharpen my turns so I’d continue toward my ultimate objective of getting faster. While it would be months until I competed against the fastest in the world, what I could do now was eat well and get the rest I needed.

It’s just the same with building a great financial services business. While you might need to get your first twenty million dollars under management, instead of having that total number seem intimidating, choose what you will begin doing effectively now!

  • Develop the words you need to explain how you help people rather than just telling your job title, so when people ask what you do, you have an answer that engages them. Practice these words and get comfortable with them.
  • Learn about local businesses in your area. Go for a walk and go inside to introduce yourself.  “Hi, my name’s Paul, my office is down the road, and if you ever have any questions about the crazy stuff happening in the market right now or want to know how to get your child to and through college, I’m two blocks that way.”
  • Think of that lawyer or CPA you like and respect. Set an appointment with them to talk about how you might more effectively refer business to each other so you both help your clients.

Make your long-term desires relatable by taking a concrete and measurable step forward each day.

Adjust Your View
When you’re having a tough day and your longer-term objectives seem distant or daunting, try these tips to change your outlook:

  • Change the language. Instead of focusing on a big number of assets or calls or clients, think to yourself: It’ll be fun seeing what it feels like once I’ve achieved ____________!! (What will it feel like?)
  • Complete the small, controllable steps. While you might want $300mm under management in four years, what small (but important) habits can you start now to ensure that success?
  • See the final picture. Keep the image of where you want to be alive. Every day take a moment to look at that desire you formalized. (You do have your big goal written down, right?) Clearly visualize that final picture to keep yourself fired up to continue with the “small” but vital steps toward it.

Remember, you eat an elephant one bite at a time!

If you’d like to discuss your longer term goals and objectives, especially for this last quarter, or next year, give me a call.

Take a small step today,

Copyright Paul Kingsman 2011

As a motivational speaker and executive coach, Paul Kingsman helps financial services professionals successfully grow their businesses by taking practical daily steps to achieve outstanding long-term 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. Through his professional speaking and executive coaching he equips them to overcome distractions so they can get the money they need, the clients they want, and the time to do what they love.

To find out more about how Paul can equip you or your team to achieve outstanding results, visit paulkingsman.com/coaching or email him at Paul@PaulKingsman.com

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