1.5 CE Credits Online — Capital International Asset Management (IIROC/Advocis Approved)

Wednesday, February 23rd, 2011

Cap­i­tal Inter­na­tional Asset Man­age­ment is now offer­ing 1.5 CE Cred­its Online that are IIROC/Advocis approved.

Visit Cap­i­tal International’s Con­tin­u­ing Edu­ca­tion Cen­tre for online reg­is­tra­tion, and to get your approved CE cred­its today.

Here are the avail­able courses:

Chal­leng­ing notions of equity investing

Cred­its: 0.75 (Advo­cis) / 0.5 (IIROC)

Run­time: 43 minutes

Total videos: 5

Descrip­tion:
More and more, where a com­pany is based is an inef­fec­tive screen for equity invest­ing. It’s where and how a com­pany does busi­ness, not where it is based, that mat­ters most. The three vet­eran invest­ment pro­fes­sion­als in this panel dis­cus­sion present a com­pelling case for diver­si­fy­ing beyond Canada, get­ting emerg­ing mar­kets expo­sure through developed-market com­pa­nies, and why it’s impor­tant to break down the “silos” of tra­di­tional equity research.

Pre­sen­ters:
Carl Kawaja, Port­fo­lio man­ager
Jeremy Burge, Invest­ment ana­lyst
Rob Lovelace, Port­fo­lio manager

What’s ahead for fixed-income investors?

Cred­its: 0.75 (Advo­cis) / 0.5 (IIROC)

Run­time: 43 minutes

Total videos: 5

Descrip­tion:
Two vet­eran fixed-income man­agers share can­did views on the state of today’s bond mar­ket, includ­ing 10 rules for think­ing about bonds, why we’re not fac­ing a bond “bub­ble”, the dan­gers of unknown issuers pil­ing into the cor­po­rate mar­ket, how a cur­rency spe­cial­ist eval­u­ates the Cana­dian dol­lar, and why infla­tion and inter­est rates may remain low for sev­eral years.

Pre­sen­ters:
Mark Brett, Port­fo­lio man­ager
Jim Mulally, Port­fo­lio manager

What hap­pened to the dreaded dou­ble dip?

Cred­its: 0.75 (Advo­cis) / 0.5 (IIROC)

Run­time: 51 minutes

Total videos: 6

Descrip­tion:
This macro­eco­nomic panel takes the pulse of the U.S. econ­omy, which remains Canada’s pri­mary “blood sup­ply”. The charts (avail­able to down­load) cover wide-ranging top­ics includ­ing a his­tor­i­cal look at price-to-earnings ratios in other low inter­est rate peri­ods, a look at equity returns dur­ing infla­tion­ary and defla­tion­ary envi­ron­ments, and an exam­i­na­tion of the new dri­vers of the global econ­omy: a middle-class “boom” in devel­op­ing countries.

Pre­sen­ters:
Dar­rell Spence, Econ­o­mist
Eliz­a­beth O’Connor, Economist



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Tags: Advocis, Blood Supply, Bond Market, Burge, Candid Views, Continuing Education Centre, Course Details, Double Dip, Emerging Markets, Equity Research, Fixed Income, Global Economy, International Asset Management, Investment Analyst, Investment Professionals, Kawaja, Lovelace, Mulally, Panel Discussion, Portfolio Manager, Rate Periods, Silos
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Tug​boat​cruise​.com

Friday, April 3rd, 2009

This pic­ture on an Ad for Tug​boat​cruise​.com caught my eye yes­ter­day when I was stranded in the Van­cou­ver air­port wait­ing for the fog to lift so that I could fly onto Trail, BC to speak to the Advo­cis Koote­nay Chapter.

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Tags: Advocis, Fly, Fog, Trail Bc, Vancouver Airport
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Financial Advisor Speaking Testimonials Advocis Victoria

Thursday, April 2nd, 2009

I’m on my way to speak at Advo­cis Koote­nay Chap­ter in Trail, BC via Coast Moun­tain Air on Thurs­day, April 2^nd. Finan­cial advi­sor speak­ing in BC is a real treat as I’m fly­ing in and out same day and I will be home for din­ner. Last week’s Advo­cis Vic­to­ria was another easy trip and a rare finan­cial advi­sor speak­ing oppor­tu­nity where I could drive to the gig … all worth it as you can see by the fol­low­ing finan­cial advi­sor speak­ing testimonials.

Now, if I can just get over wak­ing up at 4am to catch a 5am shut­tle to the airport …

Tes­ti­mo­ni­als from Advo­cis Van­cou­ver Island — Vic­to­ria, BC
March 26, 2009

“Rel­e­vant and timely mate­r­ial. This was not a bunch of hype, but instead was very use­ful. You deliv­ered, and then some!”
Neil Han­son
Sun Life Financial

“Empha­sizes plan­ning and goal set­ting with a focus on the big pic­ture and down­plays the reces­sion — it is a state of mind. The sys­tems Simon has are very good, great infor­ma­tion for all advi­sors.”
Brian Prochnicki
Investors Group

“Great energy, thought pro­vok­ing mate­r­ial with prac­ti­cal actions to be taken in my busi­ness now, and you offer great insight into a refer­ral script.”
Vic­tor Skaarup
Investors Group

“Fresh ideas, great energy, and your mate­r­ial is dif­fer­ent! Very applic­a­ble to every­thing, not just busi­ness, and I really like how your mate­r­ial gets right to the root of the issues that advi­sors are fac­ing in their busi­ness.”
Harvin­der Samra
Des­jardins Finan­cial Security

“Very upbeat. Strong on val­ues! Your own, and help­ing me to see what mine are. Great encour­age­ment to carry on with busi­ness, and not be fear­ful ask­ing for refer­rals or with con­tact­ing high net-worth clients.”
Harold Web­ber
Island Sav­ings Insurance

“High energy and pos­i­tive tips on build­ing self-esteem and rec­og­niz­ing the pit falls that can be solved.”
Mar­i­lyn Rose
Life­Plan Finan­cial Ser­vices Group

“Simon has great pas­sion! Great sys­tem to eval­u­ate my per­sonal sta­tus and busi­ness posi­tion and career, and an oppor­tu­nity to reflect and do some core eval­u­a­tions.”
Steve Edmi­son
Mer­itage Finan­cial Group

“Great con­nec­tions with the audi­ence and great mate­r­ial. Simon doesn’t sugar coat, he gets right to the heart of the prob­lems advi­sors face in busi­ness.”
Larry Tay­lor
Sun Life Financial

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Tags: 4am, Advocis, Asking For Referrals, Bc March, Building Self Esteem, Financial Security, Financial Services Group, High Net Worth Clients, Investors Group, Neil Hanson, Recession, Samra, Savings Insurance, Skaarup, Sun Life Financial, Timely Material, Trail Bc, Vancouver Island Victoria, Victoria Bc, Webber Island
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Financial Advisor Speaking From Sea To Shining Sea

Wednesday, March 25th, 2009

We booked a finan­cial advi­sor speak­ing pre­sen­ta­tion this morn­ing with Advo­cis St. John’s, New­found­land for Fri­day May 22^nd and with Advo­cis Vic­to­ria, BC booked For March 26^th, I am truly offer­ing finan­cial advi­sor speak­ing from sea to shin­ing sea.

It’s 2:25pm PT and the plane has just left Comox for Edmon­ton where I’ll be speak­ing tomor­row at 8am on behalf of Pro-Seminars.

I am using this time to get re-associated to my goals as I have invested some­where between 50 and 100 hours in updat­ing my finan­cial advi­sor speak­ing power point pre­sen­ta­tions so that I could deliver fresh mate­r­ial to the Finan­cial Man­age­ment Pro­fes­sional Devel­op­ment Days in Van­cou­ver on March 10^th and Cal­gary on March 12^th. The work on the pow­er­points isn’t over yet because I have a new finan­cial advi­sor speak­ing pre­sen­ta­tion to deliver enti­tled The Com­pas­sion­ate Advi­sor^TM to The Inde­pen­dent Finan­cial Bro­kers Sum­mit in Cal­gary on April 22^nd.

In this econ­omy, finan­cial advi­sor speak­ers and finan­cial advi­sors can­not afford to gather moss as the com­modi­ti­za­tion of many advi­sory pro­fes­sions is hap­pen­ing. When one can buy legal advice, real estate, travel, travel insur­ance and do DIY trad­ing on line, what are you doing right now to cre­ate a unique sales propo­si­tion to dif­fer­en­ti­ate your­self from the rest of the herd? For more on this, click Seth Godin’s blog enti­tled Where Have All The Agents Gone?

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Tags: Advocis, Calgary, Commoditization, Comox, Edmonton, Estate Travel, Financial Advisors, Financial Brokers, Financial Management, Herd, Legal Advice, Power Point Presentations, Powerpoints, Pro Seminars, Professional Development Days, Professions, Sea To Shining Sea, Seth Godin, Travel Insurance, Unique Sales Proposition
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Financial Advisor Speaking From Sea To Shining Sea

Tuesday, March 17th, 2009

We booked a finan­cial advi­sor speak­ing pre­sen­ta­tion this morn­ing with Advo­cis St. John’s, New­found­land for Fri­day May 22^nd and with Advo­cis Vic­to­ria, BC booked For March 26^th, I am truly offer­ing finan­cial advi­sor speak­ing from sea to shin­ing sea.

It’s 2:25pm PT and the plane has just left Comox for Edmon­ton where I’ll be speak­ing tomor­row at 8am on behalf of Pro-Seminars.

I am using this time to get re-associated to my goals as I have invested some­where between 50 and 100 hours in updat­ing my finan­cial advi­sor speak­ing power point pre­sen­ta­tions so that I could deliver fresh mate­r­ial to the Finan­cial Man­age­ment Pro­fes­sional Devel­op­ment Days in Van­cou­ver on March 10^th and Cal­gary on March 12^th. The work on the pow­er­points isn’t over yet because I have a new finan­cial advi­sor speak­ing pre­sen­ta­tion to deliver enti­tled The Com­pas­sion­ate Advi­sor^TM to The Inde­pen­dent Finan­cial Bro­kers Sum­mit in Cal­gary on April 22^nd.

In this econ­omy, finan­cial advi­sor speak­ers and finan­cial advi­sors can­not afford to gather moss as the com­modi­ti­za­tion of many advi­sory pro­fes­sions is hap­pen­ing. When one can buy legal advice, real estate, travel, travel insur­ance and do DIY trad­ing on line, what are you doing right now to cre­ate a unique sales propo­si­tion to dif­fer­en­ti­ate your­self from the rest of the herd? For more on this, click Seth Godin’s blog enti­tled Where Have All The Agents Gone?

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Tags: Advocis, Calgary, Commoditization, Comox, Edmonton, Estate Travel, Financial Advisors, Financial Brokers, Financial Management, Herd, Legal Advice, Power Point Presentations, Powerpoints, Pro Seminars, Professional Development Days, Professions, Sea To Shining Sea, Seth Godin, Travel Insurance, Unique Sales Proposition
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Mitch Anthony’s — From The Boiler Room To The Living Room

Friday, March 6th, 2009

11 hours of sleep com­ing off the road and on the bike and into the books because there are no fat and dumb old men or finan­cial advi­sors — they are either extinct or becom­ing that way.

I’m just start­ing to read Mitch Anthony’s From The Boiler Room To The Liv­ing Room and I’ve only read the Cover, Fore­word and Pref­ace and it feels like one of those books that one can’t put down talk­ing about finan­cial advi­sors hav­ing a mean­ing­ful rela­tion­ship with them­selves, their clients and their clients hav­ing a mean­ing­ful rela­tion­ship with their money — The Soul­ful Finan­cial Advisor.

I had an excel­lent trip to Lon­don, Kitch­ener and Toronto that yielded four poten­tial finan­cial advi­sor speak­ing dates.

Return­ing to an e-mail like this is always great from Lau­ri­anne Osmak of Rudichuk Agen­cies Ltd. / VP and Pro­gram Chair for the Advo­cis North Cen­tral Saskatchewan Chap­ter con­firm­ing a finan­cial advi­sor speak­ing pre­sen­ta­tion for April 29^th with 100 finan­cial advi­sors in attendance.

To be very hon­est, I am observ­ing that I am feel­ing a sad­ness that many Baby Boomers must be feel­ing … that the North Amer­i­can Dream that we all bought into looks like it is becom­ing the North Amer­i­can Night­mare for some and I sup­pose part of the rea­son I am feel­ing this is because of just com­ing back from Canada’s indus­trial heart­land and see­ing a CNN news­cast - GM said its sur­vival is in doubt which I imag­ine will give the mar­kets another wal­lop with Citigroup’s bad news.

Mitch Anthony’s, The Soul­ful Finan­cial Advi­sor and the cer­tain fail­ure of some of the Baby Boomer icons reminds me of an arti­cle that I wrote in 1996 called The Ful­fill­ment Plan­ner.

We must find new ways of ful­fill­ment and cre­ate a new global vision in this new econ­omy for our­selves and the signs are out the there.

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Tags: Advocis, American Nightmare, Baby Boomer, Baby Boomers, Boiler Room, Cnn, E Mail, Financial Advisors, Global Vision, Industrial Heartland, Kitchener, Meaningful Relationship, New Economy, North Central Saskatchewan, Program Chair, Room 11, S Industrial, Saskatchewan Chapter, Trip To London, Wallop
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Clear Your Roadblocks eNewsletter — February 2009

Thursday, February 12th, 2009

Wel­come to the Feb­ru­ary 2009 edi­tion of Clear Your Road­blocks To Success.

With 17 flights and 27,000km in Jan­u­ary I’m enjoy­ing a month off the road in Feb­ru­ary and enjoy­ing the prac­tice of Strate­gic Quit­ting to cre­ate the space for A Much Big­ger Pic­ture.

It is Mon­day morn­ing, Feb­ru­ary 9th and I have four days this week to invest in busi­ness build­ing activ­i­ties that include writ­ing this e-newsletter.

Our mar­ket­ing activ­i­ties are yield­ing fruit and we are attract­ing an incred­i­ble har­vest of new clients and speak­ing oppor­tu­ni­ties … last week being one of the best weeks we have had since the com­ple­tion of my book with 4 new clients, 2 Advo­cis speak­ing inquiries, an inquiry to speak at a finan­cial advi­sor con­fer­ence in the USA with 10 coach­ing prospect calls yet to com­plete. It is a good thing that I am work­ing on coach­ing work­shops that I plan to launch because there is only so much of me to go around.

Here is an inspir­ing e-mail related to my book that was sent to me over the weekend;

Good morn­ing Simon

I’m sit­ting here on my patio on this beau­ti­ful warm sunny morn­ing, in Cabo San Lucas,truly feel­ing safe and taken care of. I am grad­u­ally work­ing my way through your book and have reached some ‘aha’ moments.

You have a win­ning book deal­ing with an issue I believe almost every­one has buried like a dog with a bone, and most of us have no idea where that bone is buried, what it looks like, nor how it is affect­ing us, or even bet­ter, how we might be able to truly live once we dig it up once and for all and deal with it.

I thought I had it pretty much together how­ever am real­iz­ing I’m still deal­ing with issues that arise mostly from peer issues at school that I havn’t com­pletely healed from.  

I would like to take up the 2 month offer. If I am to be an effec­tive coach this is an area I want to under­stand and be able to work through with free­ing results.

We get back on the 17th. Can we start after that sometime?

For now, cheers and God bless.

Bill

This edi­tion of the Clear Your Road­blocks To Suc­cess newslet­ter is all about change and includes two great arti­cles called What Are You Doing To Avoid Change? and Change Is Easy When You Under­stand It.

Enjoy the read;
Simon Reilly
The Finan­cial Advi­sor Coach
Simon Reilly Com­ing To A City Near You

What Are You Doing To Avoid Change?

Seth Godin’s quote, “Change doesn’t fail because it is too early, change fails because it is too late”, res­onates as I am reminded that 54% of finan­cial advi­sors will do any­thing to avoid change.

Like the frog, 54% of finan­cial advi­sors hate change so much, they will sit in a beaker of water on a hot plate until it is too late fail­ing to cre­ate a writ­ten vision, busi­ness plan, 90 goals and time man­age­ment plan.

The same 54% of finan­cial advi­sors lulled them­selves into com­pla­cency over the past six years solely focused on money prod­ucts in this last bull mar­ket and they are really feel­ing the heat because they are afraid to diver­sify because of their fear of change.

Over the past six years it was very easy to take orders for money prod­ucts, and it went on for so long that they for­got how to sell insurance.

At the same time, those same finan­cial advi­sors who hate change, will avoid con­flict at all cost.

‘Sell­ing’ to them, in their fear based mind, equals conflict.

Change will hap­pen because it is only a mat­ter of time before their best clients are con­tacted by finan­cial advi­sors that are com­fort­able with change and conflict.

With money too tight to men­tion, these finan­cial advi­sors don’t want to talk to their clients. So they sit wait­ing for some­thing to hap­pen on the out­side when some­thing needs to hap­pen on the inside.

This brings to mind Daniel Pink’s new book, A Whole New Mind.

Daniel is included in the 46% of the pop­u­la­tion of left brain­ers and sug­gests that left brain­ers need to change to become more right brained embrac­ing the six senses of; design, story, sym­pa­thy, empa­thy, play and meaning.

Daniel’s mes­sage of change to left brain­ers is offered because he believes that left brain skills are being com­modi­tized because of com­pe­ti­tion, com­put­er­i­za­tion and jobs going abroad.

We have gone through the Ages of Agri­cul­ture, Indus­trial and Infor­ma­tion and Daniel writes we must change to the Con­cep­tual Age of cre­ators and empathiz­ers with a high con­cept and high touch con­sul­ta­tive approach.

Pink believes this is because a worker over­seas can do rou­tine and aver­age, a com­puter can do it faster, and if you are not branded and work­ing in a niche, you look like every other finan­cial advi­sor in the mar­ket place.

Hav­ing said this, right brain­ers need to change to become more left brained embrac­ing; vision, ambi­tion, com­mit­ment, focus, inspi­ra­tion and enthusiasm.

Mal­colm Glad­well talks about the the­ory of 10,000 hours in his new book, Outliers.

“That the most suc­cess­ful peo­ple in a field tend to be those who met a cer­tain thresh­old of intel­li­gence or tal­ent, and then prac­ticed their skills for at 10,000 hours before attain­ing suc­cess.  He applies this recipe to hockey play­ers, com­puter sci­en­tists, musi­cians, and oth­ers and finds it to be a con­sis­tent guide to pre­dict­ing the most successful.”

Change doesn’t hap­pen overnight. It takes prac­tice and most of the peo­ple that have gone through change didn’t do it by them­selves, they worked with a coach or a mentor.

Change is about tak­ing responsibility.

When one takes respon­si­bil­ity self con­fi­dence, self esteem, self respect, self trust and energy all increase.

When one doesn’t take respon­si­bil­ity self con­fi­dence, self esteem, self respect, self trust and energy all decrease.

When one doesn’t know how to get their needs met from within, they are addicted to try­ing to find the answer to their lack of self con­fi­dence, self esteem, self respect, self trust and energy from out­side of them­selves which can’t be done.

The addic­tion of try­ing to meet the unmet need of secu­rity and not cre­at­ing a vision, busi­ness plan, and 90 days goals will be ful­filled by watch­ing the news to find out if one is secure all the while giv­ing more evi­dence that one is not safe.

As finan­cial advi­sors one must be invest­ing their time into the find­ing the truth.

Some exam­ples can be gleaned from the Feb 7, 2009 Van­cou­ver Sun arti­cle “Cana­di­ans spooked by U.S. news” by Bar­bara Yaffe.

The Amer­i­can expe­ri­ence is mak­ing us a lot more depressed than we need to be. In Canada, the hous­ing sec­tor is health­ier. In fact, res­i­den­tial mort­gage delin­quency is on the decline. Cana­dian con­sumer spend­ing has been sup­ported by income growth, rather than home equity. Cana­di­ans — with aver­age sav­ings between two and three per cent — have more cash to sus­tain spend­ing dur­ing a reces­sion. Canada’s reces­sion will be both “shorter and shal­lower” than the one in the States. — Bar­bara Yaffe

As we approach Charles Darwin’s 200th birth­day, and to embell­ish a quote from jour­nal­ist and satirist H.L. Menken …

“It is hard for the ape to believe he descended from a finan­cial advi­sor that doesn’t have a writ­ten vision, busi­ness plan, 90 goals and time man­age­ment plan”.

Change Is Easy When You Under­stand It

What would you do if you could not fail? Did you suc­ceed? What did suc­cess feel like? What dif­fer­ence did you make?

Have you failed in the past? What did it feel like? Was it painful? What dif­fer­ence has it made to the way that you approach your goals? Was your past fail­ure so painful that your fear is pre­vent­ing you from set­ting new goals for the future?

Are you excited about 2009? Are you doing every­thing to be all that you can be? Do you have a vision, busi­ness plan and 90 day goals for 2009? Are you meet­ing and exceed­ing your goals for 2009?

These are the ques­tions that came to mind as I flew out of Toronto after com­plet­ing a finan­cial advi­sor speak­ing pre­sen­ta­tion where less than ten hands went up out of one hun­dred finan­cial advi­sors in the audi­ence when I asked the ques­tion, “Do you have a vision, busi­ness plan and 90 day goals for 2009?”

As I reflect on this, the words of the CEO of a major MGA firm come to mind, “Why are these results hap­pen­ing? My biggest frus­tra­tion is that we spend all kinds of time with a finan­cial advi­sor to help them cre­ate and com­plete the sale. While the con­sumer receives excel­lent value from our prod­ucts and ser­vices and the finan­cial advi­sor is well rewarded for their efforts, we don’t hear from the finan­cial advi­sor until they are back into their line of credit.”

“For the life of me, I can’t under­stand it. One would think that the excite­ment of mak­ing a big sale would inspire the finan­cial advi­sor to go out and sell more”, said the CEO dur­ing the meet­ing that we had where I had the oppor­tu­nity to intro­duce my new book Cur­ing The Unmet Needs Dis­ease — How to Pros­per in Busi­ness by Meet­ing Your Unmet Needs.

I explained that this type of finan­cial advi­sor or rather “finan­cial sur­vivor” suf­fers from The Unmet Needs Dis­ease and here is my theory.

Let’s look at what got the finan­cial sur­vivor in the busi­ness in the first place.

Was it based on some of the fol­low­ing val­ues of the finan­cial advi­sor?  Assist, Cre­ate, Demon­strate, Dis­cover, Edu­cate, Empathize, Engage, Enlighten, Enliven, Explain, Explore, Extend, Facil­i­tate, Guide, Hon­our, Illu­mi­nate, Imple­ment, Inspire, Invent, Learn, Lis­ten, Nur­ture, Orga­nize, Par­tic­i­pate, Plan, Pre­pare, Real­ize, Refine, Renew, Respond, Sense, Strengthen, Sup­port, Teach, Unite and Understand.

Was it based on these val­ues that would com­pel them to assist their clients to build a strong finan­cial plan to cre­ate finan­cial free­dom and a legacy that will last for generations?

Was it based on val­ues that cre­ate pos­i­tive feel­ings and pos­i­tive beliefs?

Was it based on val­ues and through ser­vice and the finan­cial sur­vivor would be rewarded in kind?

If this were the case, if the finan­cial advi­sor were liv­ing their val­ues, the finan­cial sur­vivor would be rewarded  in many ways which would include a lov­ing and sup­port­ive fam­ily, great friend­ships, a well bal­anced life with health, vital­ity, travel and hob­bies all stand­ing on the foun­da­tion of faith and inspiration.

Their busi­ness would be effort­less built on vision, a plan and goals attract­ing a steady flow of higher net worth clients that come to them through a well orches­trated mar­ket­ing sys­tem which is sup­ported by a strong cus­tomer ser­vice team.

The sad real­ity, the finan­cial sur­vivor likely started in the finan­cial busi­ness because they were not mak­ing enough money and they were unful­filled in their past busi­ness or career and were caught up in the illu­sion that money buys you hap­pi­ness, which was all cre­ated by the fol­low­ing dom­i­nant unmet needs; Approval, Con­trol, Power, Recog­ni­tion, Secu­rity and Worthiness.

Unmet needs are the source of neg­a­tive beliefs and neg­a­tive emo­tions, and based on the law of attrac­tion; con­tribute to attract­ing the very thing that the finan­cial sur­vivor is try­ing to avoid.

When the finan­cial sur­vivor attempts to ask for a refer­ral they sab­o­tage them­selves before they even start with their unmet need of Approval which is fuelled by the lim­it­ing belief that, “I might get rejected”, and the lim­it­ing emo­tions of anx­i­ety and fear.

When the finan­cial sur­vivor attempts to take the time to cre­ate a vision, busi­ness plan and goals they sab­o­tage them­selves before they even start with their unmet need of Secu­rity which is fuelled by the lim­it­ing belief that “I don’t have enough time” and the lim­it­ing emo­tions of panic and over­whelm. The panic and over­whelm con­tribute to their adren­a­line addic­tion mak­ing them feel really busy doing most of the wrong things.

While the finan­cial sur­vivor is addicted to unmet needs it is dif­fi­cult to add value to others.

So they thought the solu­tion to their lack of secu­rity was to become a finan­cial advi­sor because they had heard that there was an infi­nite amount of money that could be made.

So they gave it all that they had and made it through those first years of the long hours of study and evening appoint­ments. They made sales and the finan­cial rewards started to flow. But there was still some­thing missing.

Let’s look back to their early stages of devel­op­ment to under­stand what may be missing.

The finan­cial advi­sor may have been raised by par­ents that expe­ri­enced the Depres­sion or the War.

In the early years, their par­ents did their best to ful­fill the child’s phys­i­o­log­i­cal, emo­tional and spir­i­tual needs.

Regret­tably, if the par­ent went through a depres­sion or war, it is likely that their phys­i­o­log­i­cal, emo­tional and spir­i­tual needs were not met because like their fore­fa­thers before them, they were caught up in sur­vival and one can’t give some­thing that you don’t have and it is no fault of their own.

Instead of meet­ing the phys­i­o­log­i­cal, emo­tional and spir­i­tual needs, the child is left with typ­i­cal unmet needs of approval, con­trol, recog­ni­tion, safety and wor­thi­ness and no mat­ter how hard the child tries to meet these unre­solved unmet needs as they progress into their adult life, it is impos­si­ble to meet the unmet need from out­side of them­selves.  It must be met from within.

It is highly likely that they intu­itively picked up that there wasn’t enough money and because the home envi­ron­ment wasn’t safe. Many heard that they were not good enough or that things were not good enough.

As they grew into their teens, they started to reach out to the out­side world to try to meet their unmet needs.  They tried to meet their unmet needs through alco­hol, cars, drugs, edu­ca­tion, fash­ion, food, friends, hob­bies, money, sex and sports … and for a while, they may have been suc­cess­ful … at the same time, they still felt some­thing was missing.

Some found them­selves in busi­ness and in sales.

Unmet needs can be both a bless­ing and a curse.

Imag­ine an oys­ter and the unmet need of secu­rity is the grain of sand. After many years the irri­ta­tion of the grain of sand cre­ates a beau­ti­ful pearl and this beau­ti­ful pearl has many busi­ness and sales skills.

At the same time, the irri­ta­tion of the grain of sand is still there and no mat­ter how hard they try, no mat­ter how much they sell, they still don’t feel secure or fulfilled.

As years go by, they con­tinue their drive based on unmet needs like secu­rity that con­tin­ues to fuel lim­it­ing beliefs that there isn’t enough money and this cre­ates lim­it­ing emo­tions of anx­i­ety and fear.

Sure they stay moti­vated and may even break some sales records but their per­for­mance is up and down because there can never be enough money to sat­isfy the unmet need which must be met from within.

Even­tu­ally the grand daddy of all unmet needs, the need of wor­thi­ness catches up with them along with the lim­it­ing beliefs they are not good enough along with the lim­it­ing emo­tions of depres­sion and sadness.

You can almost see them lay­ing there on the couch on a Sat­ur­day morn­ing com­pletely burned out and pissed off at the world with the TV remote in their hand think­ing, “is this all there is?” and “maybe there is some­thing wrong with me?”.

Fact: There is noth­ing wrong with them as it is only a lack of understanding.

Unmet needs are com­pletely sat­is­fi­able, they must be met and they can be met.

When unmet needs are met the finan­cial advi­sor lives their val­ues and is rewarded in many ways which includes a lov­ing and sup­port­ive fam­ily, great friend­ships, a well bal­anced life with health, vital­ity, travel and hob­bies all stand­ing on the foun­da­tion of faith and inspiration.

Their busi­ness is effort­less built on vision, a plan and goals attract­ing a steady flow of higher net worth clients that come to them through a well orches­trated mar­ket­ing sys­tem which is sup­ported by a strong cus­tomer ser­vice team.

Cur­ing the Unmet Needs Disease

In Simon’s lat­est book you’ll dis­cover the REAL rea­son why you are frus­trated, stressed, and falling short of your finan­cial goals.

There is a cure for this dis­ease, but you won’t find it in a moti­va­tional sem­i­nar or a work­shop on clos­ing tech­niques. Nor will you be able to cure it your­self by work­ing harder or spend­ing more time prospect­ing. It’s deeper than that.

More Info… | Buy Now

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Tags: Advocis, Business Building, Cabo San Lucas, Coach, E Mail, Flights, Inquiries, Marketing, Monday Morning, Nbsp, Roadblocks To Success, Sunny Morning
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Strategic Quitting 2.0

Wednesday, February 11th, 2009

The Pur­suit Of Excel­lence reminded me to engage Seth Godin’s notion of Strate­gic Quit­ting from his book called The Dip and this means;

• Daily blog­ging — while I enjoy daily blog­ging, it is some­thing that I com­mit­ted to doing when I started my blog back in Decem­ber of 2004. Now the blog­ging time is dis­tract­ing me from A Much Big­ger Picture
• Writ­ing pub­li­ca­tion arti­cles — I believe in STP, See The Peo­ple and the bot­tom line if it is going to be it is up to me and I have a big vision and a big mes­sage and it needs to be deliv­ered in per­son to MGA firms and life insur­ance com­pa­nies to attract the speak­ing and work­shops that we want to do
• Web 2.0 mar­ket­ing — clients hire us as a result of pub­lic speak­ing not because they are surf­ing the web
• Clients that con­tinue to re-schedule their appoint­ments — tak­ing respon­si­bil­ity cre­ates con­fi­dence, energy, esteem, respect and trust — break­ing appoint­ments not only demon­strates that no fore­sight is going into plan­ning, it destroys con­fi­dence, energy, esteem, respect and trust
• Not ask­ing for client referrals
• Not ask­ing for client testimonials
• Not Vlog­ging my coach­ing calls for resource mate­r­ial for my Vlogs

I wrote the above blog draft entry back on Mon­day, Feb­ru­ary 2nd and as a result of Strate­gic Quit­ting, this is what last week looked like;

Our mar­ket­ing activ­i­ties are yield­ing fruit and we are attract­ing an incred­i­ble har­vest of new clients and speak­ing oppor­tu­ni­ties … last week being one of the best weeks we have had since the com­ple­tion of my book with 4 new clients, 2 Advo­cis speak­ing enquiries, an enquiry to speak at a finan­cial advi­sor con­fer­ence in the USA with 10 coach­ing prospect calls yet to com­plete. It is a good thing that I am work­ing on coach­ing work­shops that I plan to launch because there is only so much of me to go around.

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Tags: Advocis, Appointments, Bottom Line, Client Referrals, Client Testimonials, Confidence, Enquiry, February 2nd, Foresight, Insurance, Life Insurance Companies, Notion, Publication Articles, Pursuit Of Excellence, Resource Material, Seth Godin, Taking Responsibility, Vlogs, Web Clients, Web Marketing
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Changing Behavior

Sunday, February 8th, 2009

I am a great believer in tak­ing the time to appre­ci­ate ones bless­ings by writ­ing out the things that one is thank­ful for in their journal.

This has been a boun­ti­ful month hav­ing had the priv­i­lege to travel nearly 27,000 km to speak with hun­dreds of finan­cial advi­sors in 6 cities right across Canada receiv­ing loads of great finan­cial advi­sor speaker tes­ti­mo­ni­als. There’s a load more to say about what we can celebrate.

By far, the biggest suc­cess at the advent of this New Year was my behav­ior change with time man­age­ment and with what I call OCTDLD; obses­sive com­pul­sive to do list disorder.

The time man­age­ment change came about as a result of refin­ing our vision at the begin­ning of the year, set­ting 90 day goals not get­ting over­whelmed with 1 year goals and sched­ul­ing the actions into time blocks.

It’s my view that time man­age­ment should be rela­beled attrac­tion man­age­ment because when one has a 90 day goal, deter­mines the action and time blocks that action and makes a 101% com­mit­ment to focus on noth­ing but that action within the des­ig­nated time block, the attrac­tion towards the result mag­ni­fies one thou­sand fold.

Our evi­dence is the finan­cial advi­sor speaker dates that we have booked for 2009 with an increase from last year from zero Advo­cis and MGA finan­cial advi­sor speaker dates at the begin­ning of 2008 to six Advo­cis and MGA finan­cial advi­sor speaker dates at the begin­ning of 2009. At the same time, we are on the short list for a least 10 more Advo­cis and MGA finan­cial advi­sor speaker dates.

Best of all, I have elim­i­nated; OCTDL; obses­sive com­pul­sive to do list dis­or­der by only using a jour­nal — no other to do lists, notes or sticky notes which I through away at least ten years ago.

Every­thing goes into the jour­nal and the jour­nal is updated weekly in an Excel list to repri­or­i­tize the many ideas that I have for inspi­ra­tion, vision, clients, mar­ket­ing, and arti­cles and so on. Read more in Fin­ish­ing My Year With An Empty Head.

Not using one source for all my writ­ing and stop­ping to repri­or­i­tize set me up for the following;

• Over­whelm
• Too many files to file
• Unable to find anything
• Feel­ing helpless
• Feel­ing incomplete
• Feel­ing and believ­ing that I had no time
• Mak­ing myself wrong and beat­ing myself up
• Despair
• Tak­ing too much time to get organized

The price;

• Less time for my family
• Less time for myself
• Less time for inspi­ra­tion because the most impor­tant mes­sages could not get through the sea of overwhelm

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Tags: Advent, Advocis, Behavior Change, Believer, Blessings, Change With Time, Changing Behavior, Financial Advisors, Inspiration, Management Change, Marketing, Mga, New Year, Privilege, Sticky Notes, Taking The Time, Testimonials, Time Block, Time Blocks
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