What do you guys do to stay motivated?

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Oct 12, 2010 4:19 pm

I am currently cold calling like a mad man, but I find it hard at times to stay motivated wtih all the rejection you face on a daily basis.  It really does beat you up to the point you feel drained and discouraged. 

What are some things you guys do to stay motived and focus on the task at hand?

Oct 12, 2010 4:42 pm

Prescription medication...

Seriously...Faith in the numbers...

Oct 12, 2010 6:53 pm

I pray a whole lot.  It really works.  I also try to think of something very happy when I call so I zone out completely.  I my lips are moving but my mind is on something that makes me smile.  Try it!!!

Oct 12, 2010 7:01 pm

[quote=ricky32478]

I pray a whole lot.  It really works.  I also try to think of something very happy when I call so I zone out completely.  I my lips are moving but my mind is on something that makes me smile.  Try it!!!

[/quote]

Very interesting take on things, I will have to try that.

Oct 12, 2010 7:25 pm

I keep my goal of calls posted right in front of my face - keep tunes I love playing the background and say "thank you, thank you very much" as I dial the next call when someone is rude, hangs up, or otherwise does me the favor of letting me know they are not in the market for my services.

quote=Westwood]

I am currently cold calling like a mad man, but I find it hard at times to stay motivated wtih all the rejection you face on a daily basis.  It really does beat you up to the point you feel drained and discouraged. 

What are some things you guys do to stay motived and focus on the task at hand?

[/quote]

Oct 12, 2010 8:03 pm

where are you guys gettings your names from.  I hate the do not call list.  It is the worst thing in the world

Oct 12, 2010 8:44 pm

[quote=ricky32478]

where are you guys gettings your names from.  I hate the do not call list.  It is the worst thing in the world

[/quote]

I'm still working on my purchased lead lists.  Just recently discovered RUSA though, so I will be incoorporating that into a few different campaigns.

Oct 12, 2010 10:48 pm

I read, focus, and visualize achieving my list of personal and business goals every morning while doing my 30 minutes of cardio.

Read the classic self help books....Think and Grow Rich, How to Win Friends and Influence People, The Power of Positive Thinking...ect.

Also limit the time you spend with negative people in the office or the ones who come up to you to talk and waste your time. They will bring you down.

Some one told me this 5 years ago and it doubled my production in one year and I never looked back.

"Hang out with successful people and you too will be successful"

Keep up the good work. You guys have inspired me to get off my as* and I started prospecting again.

Oct 12, 2010 10:57 pm

Thanks.  Theres nothing I won't do to succeed.  If this business was easy everyone would be doing it.  Thats what I keep telling myself.

Oct 12, 2010 10:58 pm

what is RUSA?

Oct 12, 2010 11:13 pm

Reference USA, I'm guessing.

As for motivation, look for the underlying reasons why you want to succeed. Remind yourself every day.

Oct 13, 2010 12:20 pm

Read this everyday:

Over my 20 years in the business, I've accumulated alot of perspective from others and basic truth's, so here goes-

 The most important quality of successful people is self-discipline. The ability to make yourself do what you should do, when you should do it, whether you feel like it or not.

 

If you’ll be hard on yourself, life will be easy on you. But if you insist on being easy on yourself, life is going to be very hard on you.

 

Success is tons of discipline.

 

You don’t have to be great to start, but you have to start to be great.

 

Understand how important each day is in your career as a financial advisor. Great days lead to great weeks, great weeks lead to great months, great months lead to great years.

 

Focus less on overcoming objections and more on making the calls to find the yes’s.

 

There are thousands of people who need your council. Why waste time with those who say no?

 

Hearing no’s are good, it means you’re making the calls necessary for success.

 

The ones at the top of this business are the ones who hear the most no’s.

 

If you are in the office and doing anything but making calls, you are not working.

  A body in motion tends to remain in motion- prospect daily- like a 747 you need energy to take off.

 

Generate 5 prospects per day, 25 per week = 100 per month = 1200 per year. Convert 25% to clients = 300 new clients per year

 

The measure of how hard you’re working is the number of calls made.

 

Your professional limitations have been imposed by YOU- Only YOU can dismantle them!

 

A prospecting calls outcome is immaterial

 

Waste no time with pikers- My fund did 100$% last year, Bob brinker says… My Vanguard fund did 50%, ..

 

The harder you work, the luckier you get…

 

Remember no matter how proficient you are at callbacks, the majority of people will blow you off. Much of it is just numbers.

 

Never stop- You never know where the next call will lead you.

 

The more qualified prospects you have, the less important each one becomes.

 

All chronic production issues are behavior issues. You behaved your way into whatever box you’re in, you can behave your way back out again.

 

This business is the most just employer on earth- You get out exactly what you put into it.

 

Gather assets, gather assets, gather assets.

 

Here’s a system- Get on the phone at 8:30 and make 15 quality contacts til 10:00.Take a short break and make 15 more contacts by noon. Trust me, it’s the only system you need!

 

Pipeline every day.

 

Activity drives the dream.

 

Realize the value of 5 minutes. What can you accomplish in 5 minutes?

 

How you use your time is most important. You can invest it, or you can waste it.

 

It’s the habits. Do you have the habits of a million dollar producer? If not, why not?

 

You have the same amount of time per day as a million dollar producer.

 

Constant stress is a sign your time management skills need improvement.

 

Out of 100 cold calls, a good seller might open 2-3 accounts. That means over 97% of your calls will go nowhere. Focus on the positives.

 

There is only one thing you can control and that is the number of presentations you make.

 

The worst prospects are the ones that say maybe. Working at the top you get yes’s and no’s- Be glad!

 

You have to move tons and tons of dirt to find the gold. Do focus on the dirt or the gold?

 

Find out when they have money coming due.

 

Have 100- 150 actively followed up prospects in your file. Don’t be afraid to toss out names if there’s no chance of doing business.

 

If you have a choice between talking to someone new or someone who has consistently failed to play ball with you, call someone new!

 

Do you really have a prospect? Someone who ends the conversation by suggesting a vague point in the future is not a prospect.

 

Focus on people who you can help.

 

Prospects who reject you are doing you a favor by finding your next client more quickly.

 

You are paid to go through rejection.

 

Top producers feel the same depression, rejection, etc. They’re successful because they do the daily tasks without fail!

 

Be amused by rejection and thrive on anxiety by allowing them to motivate you to higher levels of achievement.

 

“ I’m already taken care of”  Oh? How’s that?

 

The last time we spoke you indicated an interest in increasing your retirement nest egg. Is this still a concern for you? I think I may have a solution. Do you have a minute?

 

I don’t send out information, instead I can see you on…

 

Tape yourself daily.

 

Don’t be afraid of big success.

 

The greatest wealth ever made has come from investments made during difficult periods. It will be no different this time.

 

Profits from these levels will be large. Profits from bottoms always are. Profits from tops are small

 

 

My experience tells me there are 2 basic reasons people don’t get involved- no money, or they’re hesitant because they don’t clearly understand how the recommendation will work. What’s your real concern?

 

My firm has a pristine reputation

 

And lastly for today,

 

Close the gap between your performance and your potential!

     Stok
Oct 13, 2010 12:30 pm

Westwood...

Assuming you have a reasonably decent pitch and strategy, and are dialing decent numbers, and reasonably qualified folk....

You got to put blinders on, damn the torpedoes. Be hardcore, and call every day, for at least 3-4 months, without letting an ounce of doubt creep into your head. Like breaking the sound barrier, you must have faith, and when you do, the ride will get smoother. You are essentially taking an ice pick to a glacier, and you can't have doubts after only a few swings of the pick.

Oct 13, 2010 12:38 pm

[quote=stokwizz]

Read this everyday:

Over my 20 years in the business, I've accumulated alot of perspective from others and basic truth's, so here goes-

 The most important quality of successful people is self-discipline. The ability to make yourself do what you should do, when you should do it, whether you feel like it or not.

 

If you’ll be hard on yourself, life will be easy on you. But if you insist on being easy on yourself, life is going to be very hard on you.

 

Success is tons of discipline.

 

You don’t have to be great to start, but you have to start to be great.

 

Understand how important each day is in your career as a financial advisor. Great days lead to great weeks, great weeks lead to great months, great months lead to great years.

 

Focus less on overcoming objections and more on making the calls to find the yes’s.

 

There are thousands of people who need your council. Why waste time with those who say no?

 

Hearing no’s are good, it means you’re making the calls necessary for success.

 

The ones at the top of this business are the ones who hear the most no’s.

 

If you are in the office and doing anything but making calls, you are not working. 

  A body in motion tends to remain in motion- prospect daily- like a 747 you need energy to take off.

 

Generate 5 prospects per day, 25 per week = 100 per month = 1200 per year. Convert 25% to clients = 300 new clients per year

 

The measure of how hard you’re working is the number of calls made.

 

Your professional limitations have been imposed by YOU- Only YOU can dismantle them!

 

A prospecting calls outcome is immaterial

 

Waste no time with pikers- My fund did 100$% last year, Bob brinker says… My Vanguard fund did 50%, ..

 

The harder you work, the luckier you get…

 

Remember no matter how proficient you are at callbacks, the majority of people will blow you off. Much of it is just numbers.

 

Never stop- You never know where the next call will lead you.

 

The more qualified prospects you have, the less important each one becomes.

 

All chronic production issues are behavior issues. You behaved your way into whatever box you’re in, you can behave your way back out again.

 

This business is the most just employer on earth- You get out exactly what you put into it.

 

Gather assets, gather assets, gather assets.

 

Here’s a system- Get on the phone at 8:30 and make 15 quality contacts til 10:00.Take a short break and make 15 more contacts by noon. Trust me, it’s the only system you need!

 

Pipeline every day.

 

Activity drives the dream.

 

Realize the value of 5 minutes. What can you accomplish in 5 minutes?

 

How you use your time is most important. You can invest it, or you can waste it.

 

It’s the habits. Do you have the habits of a million dollar producer? If not, why not?

 

You have the same amount of time per day as a million dollar producer.

 

Constant stress is a sign your time management skills need improvement.

 

Out of 100 cold calls, a good seller might open 2-3 accounts. That means over 97% of your calls will go nowhere. Focus on the positives.

 

There is only one thing you can control and that is the number of presentations you make.

 

The worst prospects are the ones that say maybe. Working at the top you get yes’s and no’s- Be glad!

 

You have to move tons and tons of dirt to find the gold. Do focus on the dirt or the gold?

 

Find out when they have money coming due.

 

Have 100- 150 actively followed up prospects in your file. Don’t be afraid to toss out names if there’s no chance of doing business.

 

If you have a choice between talking to someone new or someone who has consistently failed to play ball with you, call someone new!

 

Do you really have a prospect? Someone who ends the conversation by suggesting a vague point in the future is not a prospect.

 

Focus on people who you can help.

 

Prospects who reject you are doing you a favor by finding your next client more quickly.

 

You are paid to go through rejection.

 

Top producers feel the same depression, rejection, etc. They’re successful because they do the daily tasks without fail!

 

Be amused by rejection and thrive on anxiety by allowing them to motivate you to higher levels of achievement.

 

“ I’m already taken care of”  Oh? How’s that?

 

The last time we spoke you indicated an interest in increasing your retirement nest egg. Is this still a concern for you? I think I may have a solution. Do you have a minute?

 

I don’t send out information, instead I can see you on…

 

Tape yourself daily.

 

Don’t be afraid of big success.

 

The greatest wealth ever made has come from investments made during difficult periods. It will be no different this time.

 

Profits from these levels will be large. Profits from bottoms always are. Profits from tops are small

 

 

My experience tells me there are 2 basic reasons people don’t get involved- no money, or they’re hesitant because they don’t clearly understand how the recommendation will work. What’s your real concern?

 

My firm has a pristine reputation

 

And lastly for today,

 

Close the gap between your performance and your potential!

     Stok

[/quote]

Thanks Stokwizz!!!

Oct 13, 2010 12:52 pm

Stokwizz...

That was nothing short of spot on awesome...

Oct 13, 2010 1:08 pm

For motivation... I put a post it on my wall with how much gross I want to do this year divided by 12 months...

Then below that( on a 8*11 sheet)  i have it broken down by day(20days in a month)...and I cross off each day when i make it..

Oct 14, 2010 8:13 pm

Great ideas guys!

Oct 14, 2010 8:15 pm

[quote=Westwood]

I am currently cold calling like a mad man, but I find it hard at times to stay motivated wtih all the rejection you face on a daily basis.  It really does beat you up to the point you feel drained and discouraged. 

What are some things you guys do to stay motived and focus on the task at hand?

[/quote]

sucks

gonna want it bad

Oct 14, 2010 8:17 pm

[quote=Jennifer Nettles]

[quote=Westwood]

I am currently cold calling like a mad man, but I find it hard at times to stay motivated wtih all the rejection you face on a daily basis.  It really does beat you up to the point you feel drained and discouraged. 

What are some things you guys do to stay motived and focus on the task at hand?

[/quote]

sucks

gonna want it bad

[/quote]

very true...

Oct 17, 2010 8:51 pm

This may sound a little crazy, and fly in the face of the "finding your n", but I 've stopped keeping track of dials--I just go for contacts.  Period.  It got discouraging at times with having a large number of calls without a prospect, now, I organize my day the night before, get my calling sheets together with a second in reserve in case I need to use it, come in at 7am, and at 730, close my monitor and get calling.  I call from an unoccupied office, close the door, and that's it. 

The reason I say this is, when I see circles on my sheets, which mean "contacts", it seems more motivating to keep pushing forward and hit the 20, 30, 40, etc.  Rather than just a lot of "slashes" which are dials.