An Advisor Case Study:
Steve had been working in a wealth management firm for four years. While he really enjoyed his colleagues on the team, he was intimidated by his managing director. When he observed how calm the director remained, despite frantic calls from clients during weeks of market volatility, for example, Steve told himself that it would be awful to have clients lose faith in his “inability” to forecast such market fluctuations (Magnification). He believed that he had to be able to “always” have an answer for every question clients might ask him (All or Nothing).
When Steve’s prospecting success was slow, he assumed that his Managing Director was disappointed in him and would eventually fire him (Mind Reading and Fortune Telling).
Dr. Jack Singer is a professional psychologist, speaker and a success coach for select financial advisors. He is the author of “The Financial Advisor’s Ultimate Stress Mastery Guide,” which can be ordered in the FA Mag Bookstore. To learn more about Dr. Jack’s keynote speaking and exclusive success coaching services for financial advisors and his unique, referral-generating program for your next Client Appreciation Event, contact Jack at [email protected], call him at 1-800-497-9880 and read more at http://www.funspeaker.com.