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stokwiz View Drop Down
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Post Options Post Options   Thanks (1) Thanks(1)   Quote stokwiz Quote  Post ReplyReply Direct Link To This Post Topic: Mind feed...
    Posted: Aug/21/2010 at 11:47pm
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
 
 

 

 

 

 



Edited by stokwiz - Aug/22/2010 at 2:30pm
"The right to be heard doesn't necessarily mean the right to be taken seriously"
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snaphook View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote snaphook Quote  Post ReplyReply Direct Link To This Post Posted: Aug/22/2010 at 1:50am
well said.
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Guests View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote Guests Quote  Post ReplyReply Direct Link To This Post Posted: Aug/22/2010 at 8:31am
Nice post Stok.
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Post Options Post Options   Thanks (0) Thanks(0)   Quote Guests Quote  Post ReplyReply Direct Link To This Post Posted: Aug/22/2010 at 9:34am
Possible lobby-worthy post? 
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mlgone View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote mlgone Quote  Post ReplyReply Direct Link To This Post Posted: Aug/22/2010 at 10:10am
good insight stok
bustin members BS... day after day.
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SometimesNowhere View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote SometimesNowhere Quote  Post ReplyReply Direct Link To This Post Posted: Aug/22/2010 at 10:13am
Clap
I sort of give a fuck.
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Sportsfreak View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote Sportsfreak Quote  Post ReplyReply Direct Link To This Post Posted: Aug/22/2010 at 12:26pm
Very Bond Guy-ish post. Excellent. Thank you
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Ron 14 View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote Ron 14 Quote  Post ReplyReply Direct Link To This Post Posted: Aug/22/2010 at 1:23pm
Golden
Ronmerica - Progressive government movement. Everything goes. Everything is great. Live it. Love it. Embrace it. Teabag it.
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Post Options Post Options   Thanks (0) Thanks(0)   Quote richchick Quote  Post ReplyReply Direct Link To This Post Posted: Aug/22/2010 at 3:39pm
Worth printing out and reading every day. Thanks for sharing!
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Post Options Post Options   Thanks (0) Thanks(0)   Quote Indyone Quote  Post ReplyReply Direct Link To This Post Posted: Aug/22/2010 at 5:58pm
Originally posted by iceco1d iceco1d wrote:

Possible lobby-worthy post? 
Absolutely worthy.  My only question is, do we want to put ALL the best stuff in the lobby?  I sort of like the idea of withholding some of the best stuff from the lurkers.
"Independence is like the Berlin Wall. People are only jumping in one direction." - Philip Palaveev - November 2005. "You are never free...unless you are independent..." - Indyone - May 2005.
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Post Options Post Options   Thanks (0) Thanks(0)   Quote Indyone Quote  Post ReplyReply Direct Link To This Post Posted: Aug/22/2010 at 6:06pm
Originally posted by stokwiz stokwiz wrote:

The greatest wealth ever made has come from investments made during difficult periods. It will be no different this time.
 
Exactly.  This is what keeps me going.
"Independence is like the Berlin Wall. People are only jumping in one direction." - Philip Palaveev - November 2005. "You are never free...unless you are independent..." - Indyone - May 2005.
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knuk View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote knuk Quote  Post ReplyReply Direct Link To This Post Posted: Aug/24/2010 at 4:25pm
Thanks, needed at any level of this business.
Too much of anything is bad, but too much good whiskey is barely enough - Mark Twain
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wiredup View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote wiredup Quote  Post ReplyReply Direct Link To This Post Posted: Sep/16/2010 at 6:41pm

This stares at me everyday while I climb the mountain of cold calling.... Great post!

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