The initial phone conversation starts the same way. "I'm doing ok, but I know I could do much better. I just find it hard to change my habits to bring my business to the next level." Upon further questioning, I find out that the person I'm speaking to is not suffering from a dramatic lack of cash flow, prospects, or clients. So what are they suffering from? And make no mistake about it, they are suffering!
I tell them that they are in a Success Rut™. Sounds like an oxymoron doesn't it? People in a Success Rut™ generally are doing ok. Their business is providing an adequate level of income. In fact, they may even be hitting their company's incentive requirements whether they are a producer or a manager. They no longer fear where their next dollar is coming from. They are no longer concerned about cash flow. They know that if they get behind they can "get serious" about doing the things necessary to get their business back on track. They are no longer in survival mode. It's actually worse than that, they are operating on auto pilot and are just going through the motions.
Some of the symptoms of being in a Success Rut™ includes the following:
Lack of enthusiasm
Little or no achievement drive
Inability to get motivated
Lack of sustainable energy
Loss of excitement for the career
Lack of resilience
The feeling of just going through the motions
People in a Success Rut™ often have lost their way. They forgot why they entered this great business to begin with. A career in financial services is interesting, diverse, exciting, and very rewarding. It is rewarding not only for what it can do for them, but also, what it can do for your prospects and clients. People in a Success Rut™ have forgotten what goals they were hoping to accomplish by being a success in their business. In these cases, they go through the motions necessary for success, but have lost sight as to why they are doing it.
I have found that people like to be a part of something bigger than themselves. What do I mean by this? Why did you get into the business to begin with? Was it to make cold calls and speak to strangers or was it to help others and to personally benefit from the rewards that delivering value to others brings? Have you achieved your early-stage survival goals and failed to set your sights on what comes next? Have you stopped growing and developing personally and/or professionally?
Try these questions on for size:
Where do you want your career to be in 5-10 years from now?
What do you want to achieve 5-10 years from now?
What legacy do you want to leave behind?
How do you want people to remember you after you have retired or moved on to the great beyond?
Do you have a magnificent obsession you would like to accomplish?
Here are some suggestions:
Create new and exciting goals that you are passionate about achieving
If money and time were no object, what would you like your life to be like?
What are your strengths and are you leveraging them every day?
Create a list of everything that you want to accomplish in your life. Then begin going after them.
Define what your needs are and be sure that they are getting met
Replace any negative self-talk with positive thoughts
Be good to yourself. Exercise regularly, eat right and get enough sleep
Do what you need to do to feel good
Take action, now! Just decide, and then act.
Be open to expanding your belief boundaries. Stretch yourself.
Surround yourself with positive, nutritious people who pull you forward
Stop tolerating whatever it is you are tolerating
Volunteer for causes that are meaningful for you
Henry David Thoreau said it best, "If one advances confidently in the direction of his dreams, and endeavors to live the life which he has imagined, he will meet with success unexpected in common hours… If you have built castles in the air, your work need not be lost; this is where they should be. Now put the foundation under them."
Good luck to you on your journey to success.