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Exercising Mental Toughness

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Jul 12, 2008 1:26 am

Im 2 years into this business and it seems that no matter what strategy or firm or investments or situation you are in, building a financial planning practice is based on one thing- Mental Toughness. I will sprint for a few weeks and then be numb and frustrated. For you guys who are successful, is there a book or philosophy or regimen that I can follow to increase my mental toughness.

Jul 12, 2008 1:33 am

I'm sure there are books on the subject but i dont know them.

But the best way to increase mental toughness, bar none, is by working your ass off and getting rejected a lot, and learning from experience is that a whole shitload of "no"s get you to yes. Then when you get the one yes, start over. You make a great point about mental toughness being the key. It is a truism. Another truism is that there are no shortcuts in this business. I am a big fan of reading books on our industry, and on the profession of sales. I am a self improvement fanatic. But mental toughness cant be learned by a book. Just jump onto the battlefield. You will either learn mental toughness or die. What doesnt kll you makes you stronger. (in fact, i just found my auto=signature)
Jul 12, 2008 2:44 am

You will find the key to mental toughness and doing well in this business is to reach and maintain momentum.

After 18 years in the biz, I've found doing  the things that generate business- such as calling new people daily, having 8 - 10 appointments per week, etc. become habit and thus  easier over time. Just as exercise builds endurance, so does constantly subjecting yourself to rejection and failure- to the point where it feels natural and you feel strange if you haven't experienced your fair share of rejection daily .   I know that if I just stuff the pipeline with dials, contacts, appointments and callbacks that income pours out the other end. Sometimes it drips, sometimes it comes out in torrents, but it always comes.   If I take two weeks off , it is difficult to get back in the zone and those negative feelings creep in for a couple of weeks. Point is, even the most successful feel the pain, they have just learned how it works. If you aren't feeling the pain, you probably aren't growing your business.   Pick up Top Gun Prospecting by Scott Kimball for some daily motivation.   Stok
Jul 31, 2008 8:46 pm

Ditto the above, calling back those who have already been called and calling their bluff.

Jul 31, 2008 8:49 pm

Ditto on above. Reference for those days: 1) Stress for Success or 2) The Joys of Stress two decent books.

Aug 1, 2008 1:07 am

You need to be utilizing some motivational speakers on tape (or probably CD).  It’s amazing how listening to positive and motivational ideas and stories can keep you energized.  Tom Hopkins speaking is one of my favorites (remember, I’m OLD!), but there are a ton of really good speakers and materials out there.  Listen in the morning while you’re getting ready for & driving to work.  Listen at night on the way home.  It will make a difference.