Two weeks ago when I was in Florida to speak at the NAIFA National Convention, I attended my favorite event: a panel of four top producers under 40 years old sharing what has helped them succeed. Here are four examples of how they look at the world in an empowering way.
1. They do not look at rejection as a bad thing
How do they handle hearing NO?
“I shut it down fast.” “It is not a reflection of me.” “I block it out.” “The more good relationships I build with my clients, the less rejection I get.” “Dealing with it gets easier over time.” “There are so many opportunities out there, I just move on.” “The busier you are, the less you feel it.” “Any time I feel ‘less than’, I walk away.”
The point here is: make sure you have something empowering to tell yourself for those inevitable moments of frustration. See it at best as part of the grand scheme that will help you reach your goals and at worst as part of the real world to thicken your skin and help you talk to the next person.
2. They are more connected to their sense of purpose
They have spent more time getting clear about their desire to help others. We all want to make a difference. Most high achievers are MORE aware of this and communicate this more clearly to their prospects and clients. The power of this comes across as greater enthusiasm and an increasingly sincere commitment to do what’s best for the client. This leads to more sales, right? They speak with more certainty and congruency – all qualities that cannot be faked easily and consistently.
Conversely, because of your purpose, there is little to no ‘edge’ or neediness to making sales. Your prospect picks up these vibes too.
One of the panelists said: “Every day I walk with purpose. I make daily decisions consistent with my values which are to have fun, be responsible for all areas of my life, to act with courage, and to show gratitude.”
Pause for a moment and ask yourself: how often do you hear people talk like this? Maybe it’s time to start doing that for yourself!
Another of the top producers explained that success comes from giving first. Intellectually you have heard this before. Yet the reason why so many people struggle to prioritize this is because their first thought is almost always ‘where can I get more business?’ rather than ‘who can I help today?’ It is counter-intuitive. It is a skill worth mastering. It does not come easily!
One suggestion I have is to ask yourself:
a) Why am I doing what I do?
b) How do I make a difference?
c) How can I communicate this more to others rather than just tell them I am an xyz for a living?
3. They see their age as an advantage
I love English Premiership soccer. Every once in a while a player will come onto the field who is 17, 18 or maybe 19 years old being lauded as an up and coming star – one the big teams are watching closely. The panelists said to use your youth as an advantage. The fans admire and are excited by young talent. There is a vibrancy and energy level that older people envy. The message is: “Watch out: we’ve got Wayne Rooney.”
In financial services, the average age of advisors in the USA is 59!! If you are 25, see your age as a positive: your selling point is that you plan to be there in 30 or 40 years. Who in their right minds would want the average advisor who will soon be retired? So long as you communicate that you know your stuff and are continually getting better, hunger and passion are great qualities. Oh, and “work on your reputation.”
We all want to do business with people who are positive magnets. Whatever your age, communicate your strengths to others such that they want to be on your team. If you are 59 and reading this, why is it a no-brainer that people should work with you? In 17 years I know I will be particularly passionate about that (because I’m 42)! Right now I enjoy my hunger, energy level and willingness to do whatever it takes. When I’m 59 I intend to have all those qualities too and more besides.
4. They understand that practicing their sales language is a fundamental habit
One of the panelists said: “Repetition is the mother of skill – develop your prospecting language.” Another said: “For every hour that you study a product, spend 2-3 hours on the language.” This is not particularly fun, right? But that would be one more good reason why they are getting great results.
It’s the same with a referral conversation. You must practice this repeatedly until it gets to feel like everyday conversation where the only thing you have to think about (preferably ahead of time) is who you want your client to introduce you to.
My final reminder is that these four things are paradigms – mindsets that most people do not have but can choose to believe over time. Good luck! If others have done it, you can too!
Please forward this on to someone who is either under 40, in management or still working hard to get to the top. We all benefit from these insights and reminders.