Although Danny didn't like what I had to say, that wasn't enough of a reason for me to keep my mouth shut. It had to be said. I'm not in business to help people produce mediocre results, to meet some of their goals or to have only moderately lucrative careers. No, to achieve my own goals, I need and want to help people achieve much, much more than that.
And I'm not going to let someone else's failure to implement what I teach keep me from getting what I want. I know what it's going to take for me to achieve my goals, and it doesn't include people who are unwilling to do what's best for themselves, whatever their reasons.
I told him, "Look, Danny. You can really care about helping your clients, but you can't put their success ahead of yours. If they're willing to implement, they've got to want their success more than you want it for them. And you've got to want your success enough to make sure you're building your business in a way that you get what you want."
You have to stick with the program and not waffle whenever a situation feels uncomfortable or someone might dislike what you tell them. I love what Ian Anderson, an adventure-racing coach and three-time Eco-Challenge champion, had to say in Outside about the trials of staying with something: "Sticking with the program is all about attitude. See challenges, not problems; lessons, not mistakes. Use those lessons to make yourself stronger, and they'll take you to the next level."
To me, it's largely about integrity. How can you credibly purport to help others achieve their goals if you're not achieving yours? You've got to be living a financially successful life, or you haven't earned the right to help others be financially successful.
Salespeople can get by with being charming and likable. They can afford to scuttle around trying to please everyone because that is exactly what they are being paid to do.
But being a financial advisor isn't about making friends, dazzling people with your pretty financial plans or selling the "right" products. Being a financial advisor is about making sure your clients achieve their goals. You don't just manage their money; you manage their behavior, expectations and goals. To do that, you have to be willing to get tough-to be tough-from time to time.
© 2004 by Bill Bachrach, Bachrach & Associates Inc. All rights reserved Bill Bachrach is the author of four industry-specific books, including his newest book, It's All About Them; How Trusted Advisors Listen for Success. For more information about his services or to order his books, call (800) 347-3707 or visit the Web site, www.bachrachvbs.com.