The power of this process lies in the universal law that successful people tend to focus on what they can control while unsuccessful people tend to dwell on what they can't control. The most successful companies focus on taking care of their clients, while the less successful tend to be preoccupied by the competition or the economy.
The keys to success have little to do with what happens "out there" and everything to do with what happens between your ears. Perhaps this is why there are so many enduring quotes on this subject:
"To enjoy good health, to bring true happiness to one's family, to bring peace to all, one must first discipline and control one's own mind. If a man can control his mind he can find the way to Enlightenment, and all wisdom and virtue will naturally come to him."
-Buddha"I cannot always control what goes on outside. But I can always control what goes on inside."
-Wayne Dyer"The secret of success is learning how to use pain and pleasure instead of having pain and pleasure use you. If you do that, you're in control of your life. If you don't, life controls you."
-Tony Robbins"When we direct our thoughts properly, we can control our emotions."
-W. Clement Stone"Circumstances are beyond human control, but our conduct is in our own power."
-Benjamin Disraeli"Learn from the past, set vivid, detailed goals for the future, and live in the only moment of time over which you have any control: now."
-Denis Waitley
Helping your clients be prepared for the future that's not predictable is your most important job. Confidence does not come from being able to predict the future, but rather from being prepared and adaptable for whatever future comes.
To give your clients confidence about the future is a great gift. Consider some of the following scripting as a template for how you might manage a conversation with a prospect or client who is overly fearful or preoccupied with potential future events outside of their control.
One option: "We find that a lack of confidence about the future has more to do with the legitimate nagging feeling that many people have that their financial house is not in order enough to weather a potential future storm. As you make progress in getting your own financial house in order, which is something you can control, you become more confident about being able to weather external events over which you have no control. Therefore, once you have done everything that you can control regarding your finances, you experience a mental shift. Once you've done everything you can do there's really no point stressing about those things over which you have no control. Do you like the idea that these external events no longer have a negative impact on your quality of life?"