Fear has an ugly way of stopping many advisers in their tracks. Fear of failure, fear of success (yes, even that) and fear of the unknown can leave you driving with the emergency brake on, slowing your pace and forcing you to work harder.
For advisers and agents who let fear affect how they manage their tasks, they shouldn’t focus so much on eliminating fear altogether but more on illuminating fear. Advisers and agents should try to understand how some of their beliefs or fears hold them and their advisory business from reaching a greater level. If this sounds like something you’re experiencing, you are not the first to experience this sometimes paralyzing crossroad. However, this post can teach you how to take that emergency brake off and put motivation and momentum back into your daily activities.
5 Steps to Overcoming Fear
The following are steps are for overcoming fear—both in your personal and professional lives. Apply each step when you are faced with a situation where you experience fear and/or anxiety and watch how quickly you can conquer it.
Step 1: Gain Emotional Awareness. Rick T. is a veteran financial adviser client of mine with 20 years of experience. He called late on a Friday afternoon concerned about a situation in which he’d emailed one client another client’s information by accident. The two clients have the same first name, so it was a simple mistake of typing the first name in the “to” box of his outgoing email. I asked him how he felt about what happened in order to give him a chance to identify and articulate his emotional awareness.
Step 2: Realize and Release. He was fearful and anxious because his compliance department was the one who notified him of the error. Unfortunately, it had occurred several other times this year so he was even more concerned about what this could mean for him. His mind was racing towards the worst-case scenario.
Putting into words how you feel and why is a great beginning. You need to let yourself recognize the fear and/or anxiety so you can work through it. It will release itself over time and you will feel better, but it’s important to sensibly talk through the situation with someone you trust until you find a stronger sense of calm.
Step 3: Get the Facts. It didn’t take Rick long to start thinking and getting worked up again about the situation. It’s common to keep experiencing the original emotion as most people’s mind tends to wander, ruminate and head back toward doubt, so I helped him refocus his thoughts by explaining the facts.
I’ve been in the financial services industry for 24 years—both as a financial adviser and a coach—and I’ve never, ever heard of anyone getting fired for sending out emails to the wrong client.
Step 4: Form a Plan and Take Action. Rick quickly asked me what he should do and we formed a plan and mapped out what he should say to his compliance department. When we hung up, he acted and made the call. By preparing for that call, we in fact refocused his energy toward something that he could control—which was trying to rectify the situation.
Step 5: Repeat the Process. It didn’t take long before Rick called me back, informing me that his compliance department was helpful and reminded him to slow down and double check when sending out any correspondence. I recommended to him that he repeat the process we used with this specific event for any situation that arose in the future that served up fear and anxiety for him.
Why Taking the Emergency Brake off Works
When Rick realized that he didn’t have to run from the fear, but instead embrace and face it, he felt empowered with hope (and equipped with a coping mechanism for bringing him to a calmer state). We all become reactive to some extent in these types of situations. That’s why taking the emergency brake off works, it takes you out of focusing on the immediate fear and allows you to focus on the process to hopefully remedy the outcome and move in the right direction.
If you are ready to take your business to the next level, schedule a complimentary 30-minute coaching session with me by emailing Melissa Denham, director of client servicing.
Daniel C. Finley is the president and co-founder of Advisor Solutions, a business consulting and coaching service dedicated to helping advisers build a better business.