Intensive Coaching for Financial and Insurance Professionals | Build Confidence, Improve Communication, Lead

I Hope You Dance!

If you’ve had some success but you’re still not where you want to be, your situation might be caused by one of these three roadblocks:

1. You don’t want it badly enough.  To achieve anything of great significance, you need to possess a burning desire to make it happen.  Now and then, a client will consult me to help him grow his or her business, only to quit after a month or two, just as we are beginning to make real progress. Wanting it intenselyhaving a “burning desire” for itis a prerequisite for success.

2. You don’t believe that it is possible for you to have it.  You can want something intensely, but if you don’t truly believe it is possible to have, you won’t get it.  Mary Kay Ash, the founder of Mary Kay Cosmetics, explained it succinctly:

“If you think you can, you can. And if you think you can’t—you’re right.”

3. You’re not willing to persist. If you wanted the prize at the end of a Dance Marathon, would you be the last one dancing? Or would you be the other 99% of the dancers, who sit down, too exhausted to go on? 

“I’ve tried doing seminars, but they just don’t work for my kind of business!” Larry an MDRT producer with aspirations to get to Top of the Table, blurted out. We were on the topic of useful marketing tools.

“How many seminars have you done?” I asked him.

“Three,” he replied.

I got Larry to tell us that he hadn’t spent a lot of money on any of them or done any real analysis and that, nonetheless, a few people had showed up to each one and at least one person had asked him for a quote afterward.  So, I persisted:

“What if you believed that seminars did work and you did twenty of them to get your business going?”

“It wouldn’t do any good,” he responded definitively.

“Well, how can you know that from the brief experience you’ve had with them?” I pressed.

Larry started to say that he ‘just knew’, but then, he caught himself.

“I guess I just didn’t believe they would work, so I stopped doing them,” he admitted.

“There’s more to it than just ‘not believing’,” I coached.  “You had only just gotten started, and then you just stopped dancing.

Often, what you want is harder for you to achieve than you want it to be.  If you want to be a “rainmaker”, you must continue to “dance”…’til it rains.

For some sound advice on having the persistence to overcome your roadblocks and get what you want—and some great choreography—book a coaching conversation with me at my expense. I promise, there will be a great conversation with no pressure.  When you get the choice to sit it out or dance, I hope you dance…and


16 Disciplines

I suppose it would have been more fun if I called them 16 “hot tubs” for advisors, or less intimidating if I called them “practices,” but after 17 years of working with and observing how the most successful advisors, it's clear that there are branches of knowledge involved. 


Practice these simple 16 disciplines daily and watch how quickly and easily your practice grows.

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