It’s Time to Scale Up your Final Expense Business

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How to increase your Final Expense Sales by Keeping More Business on the Books

Now I know what you’re thinking. What does Star Wars have to do with the topic at hand. I’ve always loved Star Wars. In my more geekier days, I even read all the books. And the most recent trilogy is just so bad, that they should just cancel it. How do you rewrite almost 40 years of Star Wars history? Canceled out 40 years of Star Wars Canon…almost as bad as a Final Expense Charge back!

Charge backs, whether they are from Cancellations, Insufficient Funds (NSFs), or Not Takens can ruin your day!  These are dirty words that we have to deal with in the Final Expense world. But there are ways to reduce your charge backs. And reducing charge backs will increase your bottom line. So what can you do to increase your Final Expense income by 10-25% a year?

First, make sure the amount is affordable to your client. Sometimes, our people will bite off more than they can chew. Many times, I have walked back clients from a larger premium to make sure they can afford it. Also, I will re-ask them if the amount they have chosen is indeed affordable to them. “Now are you sure that this will fit into your budget? I don’t want you to lose your insurance when the gas bill goes up during the winter!”

Second, make sure you choose the draft based on the day they get their Social Security/Disability. This is a MUST! I don’t care what they say: “Well, I get my money on the 3rd, but I want this to come out on the 5th, just to make sure the money is in there.” That’s code for “I’ll pay for everything else first and if I have enough money left over, I will make my insurance payment.” I tell people it HAS to come out on the same day their Social Security or Disability comes in. That’s one of the reasons why I like the Social Security Billing form from Transamerica. Even when the 3rd falls on a Saturday or a Sunday, Transamerica will go in on Friday and get the money when it is deposited into their account. So whether it’s the 1st, the 3rd or the 2nd/3rd/4th Wednesday, those should be the only options you give your clients!

Now some carriers do not allow you to choose the 2nd/3rd/4th Wednesday. What do you do in those situations? Choose the latest the date could be. If it is the 3rd Wednesday, open your calendar and look at a month where the 1st starts on a Thursday. June of 2017 is an example. You will see that the latest the 3rd Wednesday can be is on the 21st. So that’s the date you pick. NOT THE DATE OF THE NEXT 3rd WEDNESDAY!

Third, send a thank you card and/or deliver the policy. I use www.sendoutcards.com to send thank you cards, but you can just go to the Dollar Store and buy some and mail them out the day you get the sale. Then you can cement the sale when you come back and deliver and go over the policy. That is also a good time to ask for referrals.

Those are some ways to help increase your persistency, but what happens when you do get a chargeback??

First, find out what happened! Call the carrier. Sometimes there was an NSF, because a routing/acctount number was entered incorrectly. Find out what the exact reason for the NSF was. If the carrier says it’s because there was no account by that number, you can check the voided check to make sure the numbers were copied down/entered correctly.

Then if you found out it was just an NSF/insufficient funds, go to the client’s house. Figure out what happened. Try to do it IN PERSON. You need to do this even in situations where they call to cancel. Don’t answer your phone and go to their homes. Find out the reason. There will always give you a smoke screen over the phone. When you show up, they will be cordial and explain the situation in detail.

Maybe you were replaced and didn’t know anything about it. Now, it is going to be rare that they actually found a lower price Whole Life carrier if you are an independent agent, but if they did you still want to find out. Many times, they signed up for AARP or Globe Life, which are usually term policies.

Then you can reiterate the deficiencies of term and save your sale. Again, they will not tell you this over the phone in most cases. Maybe you sold them $10,000 for $60/mo yesterday and today they get an increasing term mailer from Globe Life offering that same $10,000 for $25. They have forgotten everything you have told them about term. You WILL LOSE THE SALE 99 times out of 100 if you do not go out there in person! People are generally not rude at the door. So they will let you in and you can find out what happened.

If they won’t answer the door or you can never reach them when door knocking, as a last resort, give them a call. If they act clammy and won’t give you any info, this is when you can use the $1000 Guarantee from the presentation to your advantage. Just straight up ask them, “Were you able to find something better? Because if so, then you may qualify for the $1000 we talked about when I met with you.” Then they will open up. Don’t try to save the sale right there, but tell them you have to come to their house to fill out the paperwork to get them the $1000. When you get in the home, you can show them the problem with what they purchased and why it is not better than what they currently have.

Another thing I do, just from a business standpoint, is that I put 20% of each sale in a savings account to cover charge backs. Because most of our charge backs are paid for by future commissions, you won’t need to dip into this fund. Then I just use that money to pay for my taxes each quarter. That’s just smart. Treat your business like a business!

And if someone NSFs 3, 6, 9+ months in, look at it like it’s a blessing. Don’t look at it like money you lost, but money you’ve made. You’ve made 3 month’s worth of premium. Or 6 months or 9 months! That’s money in your pocket. Then you can try to save the sale. I always give them 2 options. “Well, you can make a double payment next month, which is sometimes hard for folks to do, or we can just rewrite you with another carrier so that you will only have one payment to make next month.”

Now you’ve received the commission from the first advance and then you will get a whole new advance from the next sale! Keep a view of the big picture. Many of our clients will fall off the books after 1 year and they will not be able to make a double payment.

I have clients that seem to only be able to keep a policy for 9 months to a year. I love them! Every year I get to rewrite them. The longer you are in this business, the more often that will happen. After a few years in the business, you will make far more money on rewrites than you could ever lose each year in charge backs.

Now, if someone falls off the books because they missed their first payment, you give them one more opportunity and then you move on. Royal Neighbors of America will actually allow you to re-date a policy one time and move it to the next month. Most companies won’t allow that though. If they miss a payment again, let them be someone else’s headache!

If you apply these tips to your Final Expense business, you will easily increase your income by 10-25% per year. Don’t leave money on the table because of the fear of going back out to their house. There’s a reason many agents fail in this business (or any business for that matter). They don’t treat it like a business and do what is necessary to be successful!

 

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Buy Term and Invest the Difference…NOT!!!

As Final Expense agents, we run into prospects that have purchased a term policy to pay for their final expenses from time to time. I believe this is never in their best interest and should be replaced with a permanent final expense policy, but sometimes the cheaper price makes it a difficult replacement scenario and if you don’t know what to say, you will miss out on doing what it is in the best interest of the clients and putting a little commission in your pocket!

First, what is a term policy? Simply put, term is temporary insurance. It is designed to last for a certain number of years, until a certain age or until a person leaves the group (as in Employee group term coverage). Many times, term policies will go up in price every few years or after the level coverage has expired. Because of this, term should only be used for temporary needs, such as a mortgage, car loan or income replacement when young children are in the home.

As Final Expense agents, we help families offset the cost of burial and final expenses using Whole Life insurance. We sell a permanent product because we sell GUARANTEES! We also work with low income prospects who cannot afford their life insurance to go up in price. We do not want any of our client’s insurance policies to expire before they do. The Indiana Department of Insurance says less than 2% of term policies ever pay out, because clients either outlive them or the price goes up so high they cannot afford it anymore.

Yet on a weekly basis we will run into prospects that currently have term insurance. Many of them do not even know that they have term insurance and just picked that plan because of the price. That is the real issue most of the time. Term is almost always going to be cheaper than the equivalent Whole Life policy. Make sure you explain this as you present. This will help our clients reset their expectations on price. Seeing how our clients are very price conscious, how do we replace these types of policies when we see them in the field?

Replacing term policies starts from the moment you enter the door. As with any replacement, you need the prospect to like and trust you enough to listen to your recommendations. They need to believe that you are the expert. Some of you may question whether or not you are truly an expert in this field, but I can assure you after passing your life insurance exam and going through just a little bit of training you know 1000 times more about the subject than any prospect you will speak with, especially in the Final Expense market. So as they say, “Fake it until you make it!”

Once you have a good rapport built with the prospect and have found out why you are there, move straight into the presentation like normal. Many times it will come up that they already have insurance and when they mention the carrier, you will know whether or not it is term or not. This will come with time, of course, which is why sticking to the presentation is foundational. If you jump the gun, you will fail to replace these types of policies.

The main part of our presentation is building value in Whole Life. One of the questions I always ask my prospects is, “So tell me, what do you know about the different types of life insurance programs that are out there…the main ones are term life and whole life?” You need to say this without sounding condescending. You need to come off as an advisor trying to judge where your prospect is at so that you can further educate them on the process. No matter what they say, I am always going to explain what term life insurance is and how it works.

There are a few main points that you need to get across to the prospect. First, term is temporary coverage. It does not last forever. Some will cancel at age 70, 75, 80 or whenever, but they WILL cancel and you will lose everything that you have paid in. They will usually also go up in price every few years, such as AARP and Globe Life. I will always mention these two companies in my presentation, because prospects get mailers from them all the time. At this point, I will mention that the Department of Insurance says that less than 2% of term policies ever pay out, because they either outlive the product or the price goes up so high they cannot afford it. I actually saw this in my Continuing Education course one year.

Then I will summarize to the effect that prospects will make these payments until they can no longer afford them or the policy expires and then they will have no insurance at all and will get nothing back. Now they are much older and most likely less healthy and may not even be able to get Whole Life insurance, or even if they can, will now not be able to afford it.

Then I will transition, “This is why we only recommend Fully Guaranteed Permanent Whole Life Insurance.” Then I will pull out my one page Program Guarantees sheet and going over the benefits of Whole Life. If we know they already have term, we are really going to stress the advantages of Whole Life over Term, but it is important to do this no matter what. Prospects only remember 5-10% of what we tell them and by the time we leave they will not remember all of this, but if you don’t stress this point enough, they may receive a mailer from Globe Life in a week or two and see the price is much lower and cancel on you. I would imagine many Final Expense agent’s Not Takens come from a situation like this.

Now that you have built value in Whole Life vs Term, you will need to get a copy of their policy. ALWAYS GET THE POLICY! I don’t know how many prospects have sworn up and down that they have Whole Life and find out they have something different. The prospect is never right! You will run into many different companies that offer term. Most often you will see AARP and Globe Life and a spattering of Primerica and policies written by mainly Auto/Home companies like State Farm and Allstate.  These can be broken up into two main categories: level for a certain period of time or until a certain age.

Your Primerica policies will usually be level for 10, 20 or 30 years and then are annually renewable, but the premiums skyrocket once the level period expires. For example, if they were paying $50 a month for a 10 year level period, in year 11 I have seen the premiums jump to $300 a month and then in year 12 jump to $400. At some point it becomes too expensive, usually in that first year once the level period expires.

Any of your 10, 15, 20 or 30 year level term policies will work the same way. Once the term period expires, the rates will become astronomically unaffordable. Yet some companies will still market these products as “semi-permanent” products because they can still be renewed each year, only at the much higher premium.

You will run into these types of policies, but most often you will run into AARP and Globe Life. These are the type of term policies that are level for 5 year bands and then cancel at age 80 and 90 respectively. So they may go up at 55, 60, 65, 70, 75 etc. until they reach the cancel age. Most prospects will have to cancel long before that because they cannot afford the increase in premiums at the older ages.

So now that you know what you will be facing in the field, how do you replace them? As we were saying, you must get the policy and if they do not have it, call the company. You need to show them in the policy that it is a Term Policy. Many times they will not believe you unless they see it with their own eyes or hear it with their own ears straight from the carrier.  Call the company!!

Once you have established it is a term policy, you need to sound somewhat depressed, like this is what you thought, but you are horrified that someone would sell this to a senior. The longer I do this and the more horror stories I hear, makes this easier and easier to do. Term really is the money maker for the insurance carriers. They really are taking advantage of the low income seniors, in my opinion.

Once you have established that you are dealing with a term policy, you need to either show them or get the carrier to explain how it works. I love getting the carrier to hang themselves with their own words when explaining the product. For AARP/Globe Life, you need to get them to tell you what the premium will be at every price increase, sounding more and more horrified as the premium goes up with each succeeding price increase. Then get them to admit that policy will cancel at 80/90, sounding flabbergasted that they would ever sell such a product.

NOTE: With AARP and reputable term policies, they can sometimes have the option to convert the policy to Whole Life. If the customer service rep starts to go into this, IMMEDIATELY cut them off, “Yeah yeah I understand how that works…,” and move on. Sometimes if the client is too unhealthy to qualify for new Whole Life coverage, you may have to recommend that they just convert their term policy to Whole Life, but if I’m in the house and it is possible, I’m going be their new agent!

If the prospect has Primerica or another level product for 10/20/30 years, then you would do the same thing, but write down the premium increases for every year after the level coverage expires. If they have Group Term Coverage through their employer, you just need to explain that it will cancel when they stop working or retire. The key is to show them that they are trying to use a temporary product to cover a permanent need. Once you have done that, now we can replace it!

So you need to write down all the premium increases. You don’t necessarily need to write down when the increases will happen, just the increases themselves. I will now say, “Well I was hoping it was Whole Life, but it is unfortunately a term policy(sound sad, we are creating a wedge here!). So right now you are paying $25/mo. (I have this written down and am now showing it to them). Next it will go up to:

$39/mo (then it will go up to)

$62/mo then

$84/mo then

$112 (And in AARP/Globe Life’s case) “then it will just cancel on you. You won’t get any of your money back, it will just be gone.” (If it is an annually renewable term) “and it just keeps going up and up and up each year.”

The Close:

So most people (Jones’ effect: everyone wants to be like someone else) in this situation, will take the money they are already paying toward AARP and apply it, plus whatever extra they can afford, and get themselves some Whole Life insurance. (Note: through the presentation, you will need to be dropping hints that term is much cheaper than Whole Life, that way you are resetting their expectations.)

So currently you are paying $25 a month for your term policy that will cancel someday (if it will soon go up in price, I will say) and it’s going up to $39/mo soon and so you’re going to have to pay that no matter what. So, above and beyond, what you’re already paying, how much more can you afford to put into a Whole Life insurance program?”

Whatever number they give you, that’s what you show them. If they say they cannot afford any more than what they are already paying, I will say, “That’s fine, getting something that will last your whole life is better than nothing. The only reason we see if you can afford more is because Term always starts off cheaper. They can afford it because they rarely have to ever pay out. But you’re not trying to make anyone rich, right? You’re just trying to get your final expenses taken care of. Let me plug that in and see how much Whole Life we can get for you.”

I would still then show them what $25, $32 and $39 would get them, explaining once again that their payment is about to the $39 whether they like it or not and then I will ask, “So, you tell me, which one of these can you squeeze into your budget?” Then once they pick, “Ok who do you want to leave the money to when you pass?” “Ok we will take care of getting everything switched over for you. You won’t have to do a thing (Smile). So you’re last name is spelled M Y N E W C L I E N T?” And then just finish filling out the app.

If presented to correctly, you should replace the term policies you run into with ease. I struggled with these types of replacements when I was new. Remember, as good salespeople we understand that people don’t buy based off of price, they buy based off of value. Many times a lower price is part of that value, but when comparing Term to Whole Life, the price will not matter if presented correctly!

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Take Your Business Card To The Digital Age

Bizcard360X are consultants to help grow your business. An easy way to show value and build trust for a long-term mutually beneficial relationship is through a disruptive technology.

Handing out paper cards is an inefficient way to promote your business and a waste of money. Many firms are turning to a digital business card that has 5 ways of promoting and building your business.

The first is to build a database of warm leads of people that you have met. This allows you to create a drip campaign. We will show you how to send your business card to the new contact that you made as part of your normal conversation. The analytical report that you receive every month will show you each person that you forwarded your card to; this will create your database. For example, every month you forward your card 50 times. Then over the next 5 or 6 months you will have compiled a list of 250/300 people that you can start a drip campaign on to share ideas/products/solutions etc.

The second is the use of card as a prospecting tool. When you meet a new contact then forward your card to their email, you will tell them that if they know anyone who could utilize your services, to please forward your card to their email. When you get your monthly report, it will show that the person you met emailed your card to the prospect. You can now reach out to the new prospect to schedule a meeting.

The third is to drive traffic to areas of your website that you want your prospects to see. This is an amazing marketing tool that has customizable tabs to direct people to the various links on your website, email, phone number, any website URL or document. The report shows you how many people are clicking on your customizable tabs. If one of your services is not appealing to your prospects, you can change the link as often as you would like. This provides real time data on the relevancy of your services.

This tool also assists management to track the activity of your sales force. Your monthly report will show all of your reps and how often they are utilizing their card. This is a great coachable moment to work with under performing sales reps to educate them on how to utilize the card to drive sales.

Finally, this card can also be used to generate revenue. Depending upon your business, you can drive sales through your card. Imagine a life insurance agent that has a tab that links to their quote engine. A prospect can pull up the card, click on the tab to run a life insurance quote. Then you can have a follow up email sent to see if there were any questions and get the paperwork sent to start the process.

Bizcard360X is a business tool that: Creates drip campaigns; Is a dynamic prospecting tool; Allows you to market your business: Is a sales management Tool: Has the ability to transact business, all in one digital business card.

 

8 Ideas For Getting Things Done…The Right Way

 

We all want more success and the fear of failure can often be the driving force of our actions.  We work long hours, sacrifice personal time, and even sleep.  We put our heart and soul into what we're trying to achieve, only to find that we're spinning our wheels.  We think we're getting things done, because at the end of the day all of our Action List items are crossed out; but did we really get closer to achieving our goals?  The fact is, most of us accomplish a whole list of things by the end of the day, but have little to show for it.  Your success depends on what you are doing and the way you are getting things done. If you're not moving closer to your goal achievement, you are not getting things done the right way.

 

The good news is – getting things done the right way requires only a simple shift in your actions.  There are only two ways of getting things done; one way leads to your success, while the other keeps you in the same position you're in right now.  There is no in between.  Getting things done right comes down to taking actions that support your forward progress and success.  If you feel like you've been spinning your wheels, you probably have been.  You might be getting things done, but your actions have been sabotaging your success.  You end up working twice as hard, only to stay in the same place.

 

Getting things done the right way, can take you from spinning your wheels to; creating more time, expending less effort, reducing frustration and moving you closer to your goals with every single action.  This is possible because success relies on one principle: success takes successful actions.

 

1. Organize Your Time for Optimal Performance

      Success takes successful time management.  Whether you're a corporate executive or an entrepreneur, you must optimize your performance.  The universe will only deliver what you can handle, so if you want more, you have to do more without adding more hours to your day.  

      Ascertain what you need to Do, Delegate, and Delay.  Since you can't manifest any more hours in a day, focus on your highest pay-off activities.  In other words, do just those things that will lead to the highest probability of achieving your goals in the quickest timeframe possible. Put these things in priority order and then in your calendar.  You will quickly realize you don’t have time for anything that doesn't get your closer to achieving your goals.  

 

2. Take Action with the End Result in Mind

      Maintaining a constant focus on your goal will help you achieve it faster. Remember, getting things done right means taking actions that are in support of your goals.  As an example, watching TV for 5 hours is not an action in support of your success.  You may have to learn to do the things you don't necessarily want to do, but you do them because they will get you to where you want to be.  

      Keep a working list of actions you need to do today, and place them in prioritized order. Check them off the list one at a time as you complete. This leads you to focus on your highest payoff activities, not the ones that are the easiest.

 

3. Act with 100% Integrity

      It's not always easy to always to do what you say and say what you do.  But there is no way around it; acting with anything other than 100% integrity will sabotage your success.  The truth isn’t always easy, but it is the truth!

 

4. Act with the Best Interest of all Involved

      Achieving your goals does not mean you step on people to get there; in fact it's quite the opposite.  This principle follows the universal law of reciprocity; what you put out comes back to you.  Getting things done right, means you keep the best interest of all involved at all times, so the reciprocal comes back to you.  Every action you take has an outward effect, and long term, sustainable success is only possible acting by this universal law. Napoleon Hill explores the power of this law great depth in his book, Think and Grow Rich.

 

5. Think “Outside the Box”

      What got you to where you are today typically isn’t what will take you to where you want to be.  Get creative and brainstorm ideas and possibilities.  Ask friends and business associates for feedback.  Ask them what improvements you can make to improve your service and relationship with your clients.  Study someone you admire.  If you know someone who is successful and want to know how they did – ask them!  Think outside the box of where you are right now and learn how you can improve yourself to encourage your success. 

 

6. Remove Negative Emotions

      Taking action based on feelings of fear, anger, or jealousy will get you no where and caneven lead to goal regression.  Negative emotions sabotage your success – period.  Remove them from your thoughts and actions, and you will be getting things done the right way.  Pay attention to what you say to yourself.  Sometimes we don’t realize we're feeding our minds with negative thinking until you consciously pay attention.  Ask a friend, peer, or significant other to share what they hear you say or do.Having an occasional 5-minute pity party is acceptable – but then you've got to get over it and move on. 

 

7. Write an Action Plan

      You don't have to know exactly what to do, some of it you will have to figure out along the way, but you must have a general plan of action.  Say you want to add a specific number of ideal clients this year. Create an action plan detailing exactly what activities you need to do to add ideal clients and then how much of each of those activities you have to do each month and each day to achieve this goal. Create a detailed spreadsheet for that identifies all the activities necessary and the goal for each week and each month for each activity. Then compute your reality each month to see if your activities are actually producing the desired results.  If you are part of the Bachrach & Associates, Inc. Being Done Study Group, you already have a way to track activities as they relate to adding ideal clients.  

 

8. Write Self-Evaluations and Look for Areas of Improvement 

      Ask yourself the following questions:

  1. Did I focus on the highest pay-off activities that allowed me to be the most productive and efficient I could be so I could achieve my goals?
  2. Did I effectively use my calendar and honor it?
  3. Did I delegate and delay everything I could?
  4. Did I reduce or eliminate distractions so I could stay focused only on those activities that put me in the highest probability situation for success? 
  5. Did I make decisions that delivered the best results for all involved? If no, how might I have reacted differently to improve end results?
  6. Did I act with 100% integrity in all of my personal and professional relations?
  7. Did I accomplish my goals?  If no, where were my thoughts and actions focused?  Did I allow myself to make excuses and then let myself off the hook?  What will I need to do to change this?
     
    If you have answered "no" to any of these questions, explore why and how you can improve future actions and desired end results.
     
    Action is good, but it's the way you take action that makes all the difference. Action taken produces results, good and bad.  Successful action produces positive results and brings you closer to your goals – that's getting things done in the right way.  Optimize your performance, act with integrity, keep the higher-good of all involved and every action you take will get you closer to your success.  Results Rule!
     
    Success comes to those who become success conscious.
    Napoleon Hill, Author of the best-selling classic, Think and Grow Rich
     

© Anne M. Bachrach. All rights reserved.

Anne M. Bachrach is known as The Accountability Coach™.  She has over 23 years of experience training and coaching.Business owners and entrepreneurs who utilize Anne’s proven systems and processes work less, make more money, and have a more balanced and successful life. Anne is the author of the books, Excuses Don’t Count; Results Rule!, and Live Life with No Regrets; How the Choices We Make Impact Our Lives, and The Work Life Balance Emergency Kit. Go to http://www.accountabilitycoach.com/landing// and get 3 FREE gifts including a special report on 10 Power Tips for Getting Focused, Organized, and Achieving Your Goals Now.  Join the FREE Silver Inner Circle Membership today and receive 10% off on all products and services, in addition to having access to assessments and resources to help you achieve your goals so you can experience a more balanced and successful life (http://www.accountabilitycoach.com/coaching-store/inner-circle-store/).

 

3 Steps to Achieving Your Goals Sooner Rather than Later

 

It’s so easy to set goals in life.  How many people actually take the time to set specific life goals?  Not many of us, is my guess.  You want to make more money.  You want to enjoy more productive relationships with friends and acquaintances. You want to make a difference in the lives of others.  You want more to be a successful Financial Advisor, if you aren’t already.  While these goals are admirable, they are also very broad.  Most people fantasize about being rich, famous, and well liked.  However, these are not necessarily goals.  

 

Step 1: Know the Difference between Dreaming and Doing

 

When a Financial Advisor claims that making a lot of money is his or her “goal”, they are not truly seeing the future.  An Advisor that is motivated to achieve a goal does not think in terms of failure and winning.  (As in, I failed at becoming a millionaire.  So it’s not meant to be.) Rather, this person follows a set path towards their or their final destination.  To the successful Advisor, succeeding in life is a daily responsibility, one full of setbacks and solutions.  The successful Advisor doesn’t merely think in terms of “becoming rich” overnight.  They study the path towards having a successful practice and financial freedom, as handed down by others, and create a feasible and specific plan to increase their profit through the years.    

 

Step 2: Set ‘Stretch’ Goals

 

Achieving one’s vision of success depends upon the setting and completion of ‘stretch’ goals.  A stretch goal is a realistic goal with a little more added to it for it to be a stretch.  I think stretch goals are a little more motivating and inspiring than goals that are ‘realistic.’  Stretch goals do not follow someone else’s idea of success, but only your own.  You know where you want to be as a successful Advisor, so begin by creating an action plan that helps you focus on the highest payoff activities that puts you in the best position to achieve your stretch goals. Set your goals on a long-term and short-term basis and work your way down to weekly goals.  It is easier to take smaller steps than trying to focus on one big goal or many big goals.

 

As you reach milestones along the way, your self-confidence increases and the ultimate objective becomes clear.  You are no longer confused about what action you should take.  You don’t start projects and stop them; rather you channel your enthusiasm and passion in one specific area, moving closer to the desired result.  Along the way, you learn to prioritize your time, as setting specific goals helps you to avoid unproductive actions.  When you apply your energy and resources to your goals, you are able to accomplish more in a few short years than most people will ever do in one whole lifetime.  When you set your own goals you are given total power over your life.  You don’t surrender your time and energy to the will of others, as if subject to someone else’s control.  

 

Step 3: Don't Procrastinate

 

The successful Advisor doesn’t typically procrastinate or procrastinate often.  Some have stated that dreaming or wishing is actually a form of procrastination, especially if no goals are being set to achieve a dream.  Once you have created an action plan, you have no reason to delay taking certain action.  You may find that once you start to put your plan into effect that your outlook on life may change.  When you have specific goals in mind and keep a positive perspective, you start to achieve more things in life.  You may use other’s achievements as a guideline; however, you choose your own goals based on where you want to be and by when you want to be there.  Don’t ever let anyone tell you that you can’t do something or hold you back from achieving your goals and desires.  

 

What is the difference between dreamers and doers? Dreamers usually spend a great deal of their life whining and wishing things were different.  Doers go after what they want, in essence, adapting to a system to prolong their life and prosperity.  Doers create their future.  Jim Cathcart says, “Dreamers stay stagnant and blame others for their lack of progress.”  Are you a dreamer or a doer?   

 

 

© Anne M. Bachrach. All rights reserved.

Anne Bachrach is known as The Accountability Coach™.  She has over 23 years of experience training and coaching.  Business owners and entrepreneurs who utilize Anne’s proven systems and processes work less, make more money, and have a more balanced and successful life. Anne is the author of the books, Excuses Don’t Count; Results Rule!, and Live Life with No Regrets; How the Choices We Make Impact Our Lives, and The Work Life Balance Emergency Kit. Go to http://www.accountabilitycoach.com/landing/ and get 3 FREE gifts including a special report on 10 Power Tips for Getting Focused, Organized, and Achieving Your Goals Now.  Join the FREE Silver Inner Circle Membership today and receive 10% off on all products and services, in addition to having access to assessments and resources to help you achieve your goals so you can experience a more balanced and successful life (http://www.accountabilitycoach.com/coaching-store/inner-circle-store/).

 

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