All of us are challenged to follow through regardless of who we are or what are intentions are. This is pure fact! In an article by David Rock and Jeffrey Schwartz, “The Neuroscience of Leadership,” they state that “...changing behavior is hard, even for individuals, and even when new habits can mean the difference between life and death. In many studies of patients who have undergone coronary bypass surgery, only one in nine people (11%), on average, adopts healthier day-to-day habits. The others’ lives are at significantly greater risk unless they exercise and lose weight, and they clearly see the value of changing their behavior. But they don’t follow through.”
This is merely one example albeit a dramatic one. There have also been some estimates that 90 percent of books purchased in bookstores never get read past the first chapter, and that nearly three out of four new health club members stop going within just three months of signing up.
Forbes reports that self-improvement, or at least the desire for it, is a shared American hobby. It's why so many of us—some estimates say more than 40% of Americans—make New Year's resolutions. But for all the good intentions, only a tiny fraction of us keep our resolutions. In fact, a University of Scranton research suggests that just 8% of people achieve their New Year's goals.
In another article I learned the problem is so timeless in fact, that ancient Greek philosophers like Socrates and Aristotle developed a word to describe this type of behavior: Akrasia. Akrasia is the state of acting against your better judgment. It is when you do one thing even though you know you should do something else. Loosely translated, you could say that akrasia is procrastination or a lack of self-control. Akrasia is what prevents you from following through on what you set out to do.
In our business, it’s not only a natural type of behavior, it’s daily unplanned interruptions from clients, staff and the firm, local, national and international events over which we have no control that we need to understand and react to, and like everyone, unexpected family matters. The point here is not to attempt to control the uncontrollable but to manage the controllable.
There are perhaps five critical task over which you MUST be in control:
Have you ever left a conference inspired with ideas that could greatly help you with any or all of these five critical tasks only to find your notes 3 months later and realize one or more could have resulted in new business or created a “signature experience” for a client or clients?
Do you realize your PSG (primitive guidance system) listens for squeaks and greases the squeakiest wheel? Your PSG couldn’t care less about intelligent guidance; all it cares about is squeak. The fact is, we don’t have a problem knowing what we should do. The problem is we just don’t do it!
According to a survey of 400 advisors by SEI Advisor Network, which could be repeated annually, advisors want to generate growth through referrals in 2018. What was your commitment for 2018 and are you on track to meet that commitment? The number one resolution for advisors for 2018 is to take steps to increase referrals because most are having difficulty generating as many referrals as they would like in order to reach growth goals, the survey said.
What was your commitment for 2018 to acquire 1, 2 or 3 introductions from COIs (Centers of Influence) or even develop 1, 2 or 3 COI relationships in 2018 and are you on track to meet that commitment?
What is your contact strategy goal for 2018 and are you on track to meet that commitment?
What was your plan for deepening your financial planning offerings and 2018? How are you doing with that commitment?
Follow through can be improved by:
It’s not about luck, it’s not about trying, it’s not even about caring, it’s about commitment to your own success, hour by hour, day by day, week by week, month by month with CONSISTENCY!!!
If you want to improve your business by exploring ways to create new levels of client service, “signature experiences” if you will, make an appointment on my calendar to discuss if and how I can help you.
David I. Leo
David Leo is Founder of Street Smart Research Group LLC. He is an author, speaker, coach, consultant and trainer to financial professionals. David is an experienced business manager who works solely with Financial Advisors, Planners and firms who want to organize, structure & grow their businesses by attracting, servicing, and retaining affluent clients.
If you would like additional details or have any questions about his articles or an interest in coaching schedule a free 45 Minute Strategy Session @ https://calendly.com/davidileo or contact him @ David@CoachDavidLeo.com. Call 212-598-4229 (Office) or 917-379-1249 (Cell) and visit @ www.CoachDavidLeo.com