I am recording this the Sunday after the Fourth of July, getting ready for my second half of 2019. This episode will be a little different than the other ones that I push out for the following reason. You know, I find that a lot of times when you look at advisors and just at human beings in general, it’s halftime.
We have 2019 in the books, and some of us are wondering where the hell it went. Before we know it, the holiday decorations will be up and we’ll be thinking about 2020. You’re in one of three conditions right now.
- You have had a very good first half of the year both personally and professionally. Now you start to think you have everything figured out and that’s when you let up.
- Your first half of the year hasn’t been a total washout or failure, but some things could have been better than others. You know there are still things you need to do, but are you willing to do them? Are you willing to fix the gaps in your game?
- Your first half of the year sucked. You don’t know what happened. You set your goals, you made your New Year’s resolutions, but then February hit and things got busy. Next thing you know, it’s June 30. Now you feel as if you’re so off you don’t know what to do. Truth, you know exactly what you’re going to do, you’re going to go back to survival mode.
Remember, there are three modalities or three conditions that we have, right?
They all have their own traps. In scarcity, you talk to yourself about not having resources, and you blame others. In abundance, you think you’re really good at this and you don’t need any help. In prosperity, you can take your eye off the ball because you can take on some new projects, maybe some nonprofit work.
The next thing you know, you’re not minding the garden like you need to.
Now we are in July and you have to make some decisions right now! My current clients just got done going through our major benchmarking and review process. Twice a year I have my clients go through an 18 step process. Why? Because we need to know what we’re good at, so we can continue to be good. We need to know what we need to fix.
This is the conversation you need to have with yourself. What do you need to do in order to elevate? I’ve been coaching for 25 years, I know advisors better than they know themselves, you can’t bullshit me because I’ve been bullshited by the best.
Here’s your bottom line.
If you’re going to sit there and tell yourself that you need a new marketing program or it’s your systems fault or you need to change farms, guess what? That’s not it. In other words, when you look around, you’re not looking in the mirror saying I am the issue and I’m also the solution.
If you’re not willing to tell yourself the truth, then why do you think things will change for yourself?
It has nothing to do with how smart you are everybody’s smart enough to be successful in this business. If you have a CFP, good for you. If you have an MBA wonderful! But, none of these titles will guarantee you success.
The question I have for you is do you even know the questions to ask yourself to make the right change? The truth is you need to focus on your mindset, your rituals, your vision, and your energy. How do you get up in the morning? What do you do every day? How do you define whether or not you had a successful day or not? What do you put in your body? What do you put in your mind? What’s your goal? What’s your goal for today, this week, this month, or this quarter? All my clients operate with our 90 day game plan. We have a playbook we execute each and every day inside of our game.
What’s your one year vision? What’s your five year vision? Paint me a picture of where you want to be both personally and professionally in 16 months, five years. I will tell you nine out of 10 times it is a vague collection of concepts with no tangible or measurable outcomes.
If you operate without a vision, you operate in survival mode, period. You operate trying to make money. You’re the hustler advisor. You think about the next client, ticket, or prospect. Like all of a sudden going to get any one of these things is going to cure you and fill your bank account back up. You’re going to be able to breathe again, I can relax, which quite frankly, is the exact opposite of what you need to do.
You need to double down your efforts when you’ve got good things going on. Let me ask you. What’s your vision? What are your rituals?
Let’s talk about energy. Energy is not just physical energy, but mental as well. Many of you say “Well I don’t work on my body Joe and I sit at a desk all day.” You have to understand sitting is the new cancer. Sitting is like smoking today. Then, you also have mental and emotional energy. You need all three of these energies to be effective. Why is this important?
Because we are in the people business. You need to influence someone to get them to do something that’s in their best interest and not just sell them. The simple truth is that in order to communicate and influence and lead you need physical, mental, and emotional energy at massive levels, period.
I’ve watched clients double their income by losing 50 pounds. We didn’t go get another degree, we didn’t go get another designation, we got a personal trainer, nutritionist and we sweated our ass off to make a better version of you. Your business today is a reflection of who you are as a person. If you look in the mirror, and you don’t like what you see, I can guarantee you it’s reflected in your bank account.
As you get into the second quarter or the second half of 2019, you’ve got to ask yourself this question, what am I going to do different? If your concept is I’ll just try harder, you’re lying to yourself.
Lastly, mindset. This is the big head game that we play.
This is about emotional capital, not intellectual capital. You can go get smarter at IRAs, you can get smarter at wealth management, you can get smarter with financial planning, and these are not unimportant. If you think that you’re going to fix yourself by getting smarter it’s not going to work out. Maybe that’s been the game you’ve played for five years, 10 years, 20 years, or 30 years and it hasn’t worked out for you real well, maybe there’s a reason for that.
Maybe you’re playing by a set of rules that are obsolete and no longer relevant.
The Magellan Core is vision, rituals, mindset, and energy. We build our entire game around these four principles. These core four elements drive the success inside of the game. I want you to just take each one of those for a second and ask yourself, if I had to grade myself on a scale from one to 10 on each one of these where would you be?
Are you excited every morning about getting up and contributing to the value of others. How do you feel two, three o’clock in the afternoon? Are you refreshed and ready to go? Are you engaging with people at the highest level? Are you taking a call and your mind is somewhere else? Or are you sitting in a review with a client and you know you’re there only 80%? 80% versus 100% is not 20%? It’s 500% when it comes to influencing that person. What’s your vision for the next 30 days? The next six months? The next five years? Do you have something that’s bigger than yourself?
Do you have something that’s greater than yourself?
Tell me about your morning. Tell me about your morning ritual. We call it the Magellan Morning Eight. How do you prime and prep for the day? We have our Magellan Daily Five. The five things you have to do every day to be successful in this business. How would you rank your rituals? What are you putting in your body? Where are you in this game?
I put a post on LinkedIn a couple weeks ago. Basically, the title of the post was “All New Advisor Training Sucks.” If you look at all training today, and even training when you first got into this business it was how to get on the phone, handle rejection, and get people to buy stuff.
Now firms are getting a little bit better, right? Now we’re putting mentoring programs together. If you think about it though, it’s all about the mechanics. Here’s how you do X, not why you do it, not the mindset behind it. Right? There’s no protocol and there’s no game. Just a to do list.
I want you to think about your career. What would have happened if from day one, you knew exactly what the rules of success in this game were?
How would your life be different? How would everything be different for you? Now we can’t go back in time, but you can declare as we enter the second half of 2019 that this next six months for you is going to be your best six months in your entire career period. When I say that I do not care how long you’ve been at this game. I was talking to one of my clients the other day who’s been doing this for 35 years and he asked me “do you think I can do what you’re asking everybody to do?” Question is what do you believe?
Here’s what I believe, there’s probably 80% to 90% commonality of what we do. You forget you need to get people to do what’s in their best interest. I’ve got to invest massive amounts of emotional and physical energy into what I do. People hire you because they understand how you roll. They like and trust in you.
The other stuff is secondary. Your firm, your planning process, how you run money, that’s all secondary. Really, it’s all about you.
The question then becomes what do you need to do to make you a better version of you because you think that you’re going to sit here and increase your business by 20% or 50%. In other words, if you think you don’t need to change that is the biggest massive lie you can ever tell yourself.
If you want to double your business, you need to ask yourself who do you need to become?
What are your rituals? What’s your mindset? What’s your vision? What energy do you need to double your business? Those are the questions where you need answers.
You NOW have a decision to make. Many of you are going to say it’s July and I’ll get to it after Labor Day – that’s the same crap you’ve been telling yourself for maybe decades.
Either you’re going to step up and really get what we’re doing or you’re going to dismiss all I’ve just said and say I’m crazy.
I know, though, I’m speaking the truth because I know a lot about myself and my clients.
How about you?
If this message resonated at all with you there’s a 15 minute video I have for you. Don’t say you don’t have time to watch it because you have plenty of time. Come see how we play the game. Visit MagellanNetwork.net.
Remember, the best day, the most powerful day that you’ll ever have in this business is the very last day you’ll ever be in this business. There is no such thing as the other side of the mountain. There’s no such thing as my best years are behind me. Your best days are right in front of you, but you have to understand the new game and play!