Bridging that gap is, indeed, all about motivation. It's about doing what you know you must even when you don't feel like it. It's about knowing the real reasons for doing all the tedious, challenging and sometimes frightening things that a person has to do to be successful in this business. Know your own reasons: Define what's important to you and then go for it!

This makes a critical difference between the product salespeople, who are interested mainly in what transaction can happen today, and the true financial advisors, what I call the Trusted Advisors, who are genuinely committed to helping people achieve what's most important to them in life-and to having that for themselves, as well.

© 2004 by Bill Bachrach, Bachrach & Associates Inc. For more information about his services or to order his books, call (800) 347-3707 or visit

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