Years ago, when I was a rookie, I was running out to an appointment with a client I was hoping to close, when a colleague wished me good luck. My immediate response was, “Thanks, but he’ll probably have to think about it.” My peer replied, “You’re right—if you go into the meeting with that intention.”
On the ride to the appointment I thought about what my co-worker had said and realized that I needed to run my business by going into each phone call and every appointment with a vision of a successful outcome rather than with my existing, less enthusiastic mindset. I quickly changed my focus—which had been negative—and instead worked on how to handle any possible objections that might arise during the appointment.
The result was one of the smoothest presentations (and closes) I’d ever experienced. Afterward, I made the connection: the reason my meeting went so well wasn’t because my change in focus was attracting success but because I went into the appointment expecting success.
The following are the steps I’ve used in many situations, in business and life, to increase my probability of success. Apply these steps and watch how your business and life can transform for the better.
Step 1: Believe in the outcome you want. When I look back at the aforementioned story, I realize now (20 years later) that although I knew I wanted to close that prospect, I didn’t believe that I would. Knowing what outcome you want and believing in your ability to achieve that outcome can be two entirely different thought processes. That’s why it’s so important to address any doubts you have by asking yourself, “What is the evidence that this is true?” And, in my case the follow-up question was simply, “Have I ever closed a prospect before? If I’ve done it once I can do it a thousand times more.” By questioning a negative belief system you are in fact decreasing its validity and increasing your own belief in yourself.
Step 2: Know where you are now. On the ride to that particular appointment I had a revelation that I needed to run my business with intention. Up to that point I’d actually run my business by winging it. Believe me, I’ve coached hundreds of financial advisers and insurance agents since 2004 and one thing I learned early on is that winging it doesn’t work. That is why you need to get crystal clear on where you are now and where you desire to be. In other words, what have you been doing that has been preventing you from reaching your full potential?
For me, it was taking the time to prepare recommendations while neglecting to prepare for the presentation and any objections.
Step 3: Decide what to do and do it. That appointment was a turning point in my career because I realized that people don’t want to be corrected, they want to be connected. In other words, people don’t like to be told they have been doing something wrong with their investment strategy but they do what to know that you care about them and that you have their best interest at heart. In order to show them that, you need to ask questions to help prospects see that they have a challenge (if they do) and to realize that you have the solution.
So, I decided that I would focus on having a process for my presentations, ask better questions and lead them down a path to understand what value I could offer them.
Step 4: Prepare for possible pushbacks. In business, as well as life, we’re all faced with the possibility of pushbacks, those unforeseen obstacles that prevent us from reaching our desired results. In the case of presenting the prospect with recommendations, it’s highly likely that they will have objections. That’s why I decided to study a process (and actually develop a system) to handle any type of objection. When you prepare for possible pushback, you increase your likelihood of success because you are ready for the inevitable obstacles.
Step 5: Evaluate the process. A simple barometer for understanding how well your process is working is to observe the results you’re seeing (or not seeing). If you’re obtaining your desired results, than keep doing what you are doing, but if not it’s time to go back to the beginning and start over at step one.
Why Positive Intentions Work
The more often you go into any situation with an intentional, positive attitude and a plan, the more likely that it will become a habit. If you begin each interaction knowing what you want to happen, believe in the outcome and prepare your dialogue for inevitable objections and you will no doubt increase your probability for success. The reason why running your business with positive intentions works is because it’s the antithesis of “winging it” or leaving your business up to chance. Instead, expect success by preparing to succeed.
Schedule a complimentary 30-minute coaching session with me by emailing Melissa Denham, director of client servicing.