The Desert of Arizona
Partly Cloudy 58 Degrees
“I can help you get somewhere you can’t go on your own…”
This is something a leader might say. And it’s a valuable frame of mind to put yourself in when you’re dealing with prospects and clients.
This is the approach an advisor takes. It’s strong, it’s confident and it’s not annoying.
Now let’s contrast that with our favorite slimy used car salesman:
“What do I have to do to get you in this car TODAY?”
Hardly the words of a leader. Other words come to mind to describe this type of behavior, but since this is a family show, I’ll skip over them.
My recommendation is that if you don’t view yourself as a leader, you start doing that today. Once you start thinking like one, you kind of have to start acting like one. And that energy will spread through everything you do.
Assuming a leadership mindset in how you relate to your prospects and clients takes a tremendous amount of pressure off of you in a sales situation. Actually, you stop getting into “sales situations” and you start creating opportunities to lead.
Leaders exhibit a healthy type of “indifference” that is extremely attractive.
The indifference comes from their initial decision to become the leader. They don’t look around to see who is following before they decide to lead. They lead FIRST. They lead without a guarantee. They lead because they are going somewhere worth going. “Come along if you want, it doesn’t change where I’m going!”
Think about the difference in how that FEELS.
Become the leader.