An Advisor Case Study:

An advisor consulted with me shortly after a dramatic market setback. He had difficulty sleeping, his mind racing regarding the challenges he anticipated at the office the next day. He noted that every time this happens his family tells him that he is hard to live with and they wish he would change jobs.

Conflicted about whether he wanted to continue in his career, he was willing to look at alternative strategies for dealing with the challenges that are inherent in the advising career. I taught him the same mental toughness skills that I teach to elite athletes.  These skills included confidence building and resiliency skills, and developing an “identity statement” that he could repeat, along with other positive affirmations each morning before leaving for the office.

An “identity statement” is a reminder of the real qualities you bring to your clients and their families.  The purpose of such a statement is to enhance your self-esteem and confidence, especially when you begin to doubt yourself.  Here is an example:

“I am a very successful advisor.  I take a genuine interest in the needs and goals of my clients and I take pride in providing exceptional services to those who have entrusted me with their financial well-being.  I understand that I will not always have answers when questions arise and like all advisors, I don’t have a crystal ball for predicting future economic and market activity, but I don’t have to be perfect to provide my clients with wonderful service. I am proud of my profession and of my body of work.”

After repeating this statement and several others each day for a period of a month, this advisor’s confidence and resiliency rose dramatically, along with his book of business. Like Russell Wilson, he learned how to stay resilient, regardless of setbacks and how to remain optimistic and confident regardless of challenging confrontations from his clients during anxiety-provoking market conditions.

Action Plan:

  • Understand that every day you have choices regarding how you view adversity and challenges.  Negative, self-defeating thinking patterns are counterproductive and always lead to stress.
  • Have faith in your game plan.  Consult with trusted advisor mentors for reassurance.
  • Practice mental toughness skills daily.
  • List your core values as they apply to your game plan for managing and growing your clients wealth and be consistent, regardless of the challenges you face.
  • If necessary, take a course or read a book on “Assertiveness” to learn how to deal with difficult clients.
  • Read books related to developing patience, confidence and optimistic orientations, despite setbacks.


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, using this link: /book--ultimate-stress-mastery-guide. 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.advisingtheadvisors.com.

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