The Foundation of a Financial Services Career

AA018406The foundation of your financial services career includes your attitude, enthusiasm and goals. You see, you can have all the product knowledge in the world and excellent people skills, but if your attitude is sour and you’re not enthusiastic about what you’re doing and where you’re going, you might as well not bother getting out of bed in the morning. Your lack of enthusiasm will show. Worse, it’s contagious. If you’re not upbeat and excited about what you do for people, they won’t be either. If you don’t engage their emotions, they won’t do business with you.

As a comparison, think of a doctor with a poor bedside manner. He may be very knowledgeable and skilled, but if he doesn’t excel at making his patients feel they’ve made a good decision by seeing him, they’re not likely to return. They’ll find someone who makes them feel good about feeling good.

Your positive attitude is what you feel within and your enthusiastic manner is what people see on the outside. They should come not only from your belief in the service you provide but from the goals you have set and are working to achieve.

Let’s say you have a goal to do what every red-blooded American family wants to do—go to Disneyland. You’ve done the research and know how much you need to earn and save to achieve the goal by a pre-determined date in time. Your family is excited. You’re excited. You want to be the hero and achieve the goal. You know that providing excellent service to a certain number of clients will do the trick. Are you excited to get up and get to work every day? You bet you are! Are your spouse and kids excited for you? Are they telling you how great you are to be helping other people so they can benefit, too? Yes and yes.

That’s your foundation: Attitude, Enthusiasm and Goals.

Copyright Tom Hopkins International, Inc.  My upcoming Sales Academy and my online courses have been approved by the CFP Board and the Financial Planning Standards Council (FPSC) for continuing education credits.

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  1. John Doyle says:

    Very inspiring post. Keep up the good work!

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