step outside the comfort zone
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You’ve probably heard a lot about stepping out of your “comfort zone.” When trying to push boundaries or exceed goals, we are often encouraged to step outside of our usual habits and behaviors. But, as you might suspect, this is easier said than done. This is what I call the comfort zone mystery.
Over the years, I have met many advisors who have created serious speed bumps. for their own growth. In today’s article, I’d like to share with you three common but unproductive refrains I’ve heard over the years. In almost every scenario, what they couldn’t handle was their comfort zone.
- “I am very well connected in my community, I belong to the most prestigious country club, and I am on the board of some of the most powerful people in town. If so, they will come to me.”
This can be a common speed bump for financial advisors, especially those with connections and community involvement. It’s easy to assume that people know what you’re doing and will actively seek your services if needed. There are many good financial advisors who don’t bring many clients. The industry’s fastest growing companies are more aggressive and doing better.
For many, it’s not that social prospecting doesn’t add to their marketing, it’s that it’s outside their comfort zone. It’s certainly more comfortable to stay away from social contact about business, but it’s not very productive.
My recommendation is to be your own advocate and let people know you can help!
- “I’m not worried about digital marketing. I’ve never brought a business that way in the past.”
Looking at consumer trends, it cannot be said that all generations are increasingly digitizing the way they make decisions.According to our survey, he 22% of people under 45 Needless to say, digital marketing serves as a complement to all other marketing strategies. If someone met you through a CPA they will look you up online. If you know them socially they will watch the instructional videos you post on Facebook. Your digital presence cannot be an afterthought.
Many people don’t consider digital marketing to be a fad. It simply means that digital marketing is somewhat dependent on previous marketing strategies rather than the way it has grown in the past. It could also be because digital marketing is out of your comfort zone.
My recommendation is not to get sentimental about marketing, but to embrace digital and create a business that will grow for the future.
- “I built this business and was responsible for researching prospects. Now is the time for the next generation to acquire new customers and take their place.”
It should certainly be expected that the next generation will bring in clients, but they do not yet have the experience and connections of tenure advisors. Senior Advisors have a duty to lead by example.
Again, your comfort zone plays an important role. Many of the most productive marketing efforts require being assertive and (sometimes) facing rejection. Whether it’s asking clients for introductions, discussing business with social contacts, or contacting COI, there are emotional risks involved.
My recommendation: Show your new advisor how it’s done. Interact with top clients, invade their sphere of influence, be introduced to new prospects, and romance them to become clients.
Dealing with the comfort zone mystery is never easy. We are a rational species and can justify almost everything, at least in our heads. However, to get positive results, you need to deviate from your usual habits and behaviors. All the major achievements we’ve achieved so far require expanding our comfort zone. Feel the fear and do it anyway. Attack your comfort zone – identify speed bumps and be proactive.
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