While most advisors want to focus on the outer game and activities, such as lead generation and referral marketing, of equal and possibly greater importance is their inner game. My 20 years of research, to find the key to success, has consistently shown that one of the most critical aspects of consistent, high level achievement in your consulting or advising business — as well as life overall — is mastering your inner game. At the core of that game is a healthy “worth barometer.”
In this report, I share some of the best strategies to improve your inner game, so you can get the results you desire.
In my second book, The 7 Principles of Becoming a Millionaire for Life, I developed this term to represent the measurement of a person’s beliefs and self-esteem. Just as a regular barometer predicts the weather, depending on the atmospheric pressure — your worth barometer predicts the types of clients, situations and circumstances you’ll attract, personally, as well as in your financial advisor business plan.
People with a healthy, worth barometer have a positive outlook and a healthy self-image. Regardless of outside circumstances, they persevere. They also seem to have better luck. They often just happen to be at the right place at the right time. They have healthy relationships and enjoy the life and business they have created!
Individuals with a low worth barometer have a low self-image and have a difficult time sustaining long-term success and happiness. They experience highs and lows in their business and sabotage any business success they may experience by ignoring other aspects of their lives such as their relationships or health.
Raising your Bar
People often want to know the level of their worth barometer and how to raise it. An easy initial assessment is to ask:
“Am I achieving the goals I desire… in my business, personal life, with my health?” Continue to ask this question in all areas of your life. If the answer is “Yes” at least 80% of the time, then you can keep doing what you’re doing! Your barometer appears to be in the healthy zone. If the answer is “No” the majority of the time, you either need to accept your results and life or — own up and do the work to change it.
The best news is that your beliefs and self-esteem are not etched in concrete. You can change it (and the results you get) by making the required shifts to your internal belief system. While this can be challenging (especially if you are attached to your beliefs and the justification that they are right), the rewards of changing them can be a life and game changer. The exercises I share later in this article can make the shift smoother. Please note: If you have experienced extreme trauma, then it is recommended that you seek professional guidance prior to any of these exercises.
Let’s begin with a common opportunity. If the success you desire in your financial advisor marketing or business plan has been elusive to date, it would be a good idea to review your beliefs and self-esteem. Take out a piece of paper and draw a line down the middle to create two columns. On one column, identify the beliefs and behaviors that are supporting your goals. On the other column, identify the behaviors or beliefs that do not support you and that you need to let go. It is critical that you are honest – your future success (or lack thereof) depends on it.
Studies have found that our beliefs can actually carry more weight than the current reality. For example, many people who are suffering from serious illnesses regain health simply because of their belief in the treatments. If you believe in the power of prayer, alternative health or chemo — they can all heal you. The determining success factor is purely based on the person’s beliefs.
Other studies prove that we can alter or shift our beliefs with a combination of affirmations, goal setting, visualization, self-talk, coaching and consistent practice.
Changes in any area require that we become aware of the desire and need to make a shift. Permanent shifts require that we persevere even if things don’t go as planned or we get scared or overwhelmed. Creating an action plan makes it easier. As Albert Einstein so eloquently shared, insanity is wanting a different result but continuing to do the same thing. Too often, advisors want success in their financial advisor marketing or business plan but continue to make excuses why they haven’t completed their high-value, fixed daily activities (HVFDAs) or income-producing activities (IPAs), such as making warm calls to their niche market or scheduling introductions with referrals partners. Clearly insanity!
Exercises to Improve your Inner Game
There’s a lot that most of us can do to release beliefs and behaviors that are not supporting our goal — even those that are at the very core of our being. Some are quite simple, while others will take a little more effort. Try one or two of the recommendations below for a month and see what shifts. If after completing these exercises for six to eight weeks, you are not seeing any shifts, then try another option.
1. Ask & Listen
This is one of the best and most interesting exercises of all. With your dominant hand (the hand your write with), write out a challenging question such as “What do I need to do to earn $250,000 per year?” Then with your non-dominant hand (generally left), answer the question. We have found that writing for 10 to 30 minutes each day produces the best results. Continue to answer the question until the underlying core answer appears or the challenge disappears.
At first, your answers will be logical. But as you continue writing, you’ll tap into the creative, right hemisphere of your brain. Innovative solutions and ideas that you may have never thought of will show up. This exercise is one of the most effective strategies for discovering what you need to do to achieve your desired results, as well as what’s really keeping you from achieving your goal.
2. Practice Getting Quiet
The power of quieting our minds one of the most important skills we can master. It allows us to improve our self-esteem, focus our attention, put things into perspective and attract more of what our heart desires.
One of the most effective strategies to quiet our mind and reduce the chatter and distractions we all face is meditation. The first step is to create a special spot in your home that is comfortable and free from distractions. Begin by simply breathing, in through your nose to the count of eight, hold your breath for eight and then release to the count of 10. Once you master this you can start to set your daily intention. Interestingly, when I ask advisors in our mastermind group, what strategy has produced the best results, I often hear it is setting their daily intention.
During my recent trip to Kauai, I had the pleasure of practicing Gong Meditation. At the beginning of class, our instructor has everyone set their intention. She shared how one woman shared that her husband had been trying to sell his million dollar commercial building for over two years and had not had a single offer. The next day (after attending the meditation and setting her intention to sell the building), her husband received a full price cash offer. Pretty cool, huh?
3. Tap into the Magic of Visualizations and Affirmations
Studies prove that our minds don’t know the difference between something real and something we imagine. That’s why the saying, “seeing is believing,” is so powerful. Picture your dream business and life and visualize what it will be like to live it. Then write out each of your affirmative goals, as if you are already achieving them. For example, “I am financially free.” Or “I earn $250,000 in 2013 with ease.”
4. Incorporate “The Power of 7”.
The number 7 represents completeness. Perhaps that is why this exercise is so powerful. This exercise consists of writing out each of your affirmative goals 7 times each day. In addition, to writing out your affirmative goals and high value activities, it is ideal to also read, speak and listen to them each day.
With some consistent effort on your part, you can raise your worth barometer to a healthy level with relative ease. As you begin experiencing the business and life of your dreams, you will be so glad you did!