There are three depreciating assets that, other than health and family, determine the quality of our lives – energy, money and time.
Of the three there is only that is not recoupable – time. Energy can be replenished; money can be earned back. As for time, it is a price you pay every moment of your life which, once past, is gone, never to be seen again. Success in any endeavor requires a deep understanding of these three components, and a wise use of each. When dealing directly with people, as we do, it even more important to handle these components well.
People can sap your energy; poor business decisions will cause you to eat through your money; wasting time undermines the value of your life. In my world, energy, money and time are like precious jewels, to be carefully nurtured and protected, which when done well, results in a bigger personal and financial payoff.
Steve Lewit’s Selling World
Our job is to meet people, talk to them, and then see if you can help them do better. Sounds simple…but as you well know, it’s not. Some people drain your energy; others have no respect for your time; and others cause you to spend money with little or no return. The weeks fly by; as do the months and years; and then one day you turn around and you’re tired, very tired, strapped for cash or have not earned nearly as much as you expected; and you look in the mirror and realize you are a lot older. How did you get there? How can you do better going forward?
How you got where you are is obvious, you weren’t paying attention! You missed or ignored the signs of impending selling disaster from clients who were sending them your way; you chased all the silver bullets with few, if any, worthy results; and you literally slept through countless encounters and meetings not realizing that the clock was ticking and time was disappearing as time will do.
The more important question is not about how you got where you are; it’s how you will do better going forward. To do better you will have to make a decision, a decision to pay attention to your life, to the things that surround you, to the people you meet, to the words that come into your ears, to the thoughts opinions and beliefs circulating in your head. The interesting part about paying attention to all these is that it is invigorating and energizing, it is financially efficient, and it slows time (yes, you read that correctly).
Most advisors do what they do to make themselves feel better. I’ve seen advisors sit with prospects who have absolutely no intention of buying so they can go home and tell their spouse that they saw clients all day; other advisors have two and three-hour meetings so that they can feel good about answering every question in detail, not missing any chance to show how smart they are; and still others, in desperation, will spend their time with potential clients who are obnoxious. The ‘I need to feel good’ approach to business and life is deadening to you and those around you. You become the energy drain, the inefficient money draw, and the time waster of others. When you don’t pay attention, real attention, things just don’t go very well, and you pay the price in energy, money and time in the end.
To be aware, to pay attention, requires a lot of energy and a serious-minded approach to life. It means seeing what you see in every detail; hearing each and every word that someone is saying to you; noticing the different inflections, mannerisms, rhythm, and choice of words in conversation; watching every thought that runs through your mind and every utterance that passes your lips. To be aware, you must be supremely alive. And when you are supremely alive, energy bounds, money flows and moments become eternal.
As advisors who want to be in charge of our destiny, who want to run businesses instead of being run by them, who want to really help people, we must grow beyond the mediocrity which many of us accept. I have a deeply adverse reaction to mediocrity. What about you? Being aware takes you, and your clients, to another level of life experience. It doesn’t require practice, it just requires a decision on your part to go down that road – an instant, total shift of consciousness, at your fingertips, now… right now. What will you do?
Until next time,
CEO & Co-Founder
New Science of Selling