I am fascinated by financial advisors.
The field has a tough start-up curve, yet it consistently ranks in the top 25 careers year after year.
The business affords huge luxuries to people who establish their practices. Many advisors report great pay and a very flexible work schedule.
With so much to be gained by having a viable practice, it is a wonder that more people don’t invest in something as simple as a guide.
I have been both an entrepreneur and working with entrepreneurs for almost 15 years, and I have noticed several themes in how people approach coaching.
The Hold Out
This is the rugged individualist, the classic entrepreneur who wants to do everything himself and has a hard time delegating. The Holdout has become quite proficient in powering his way through obstacles, and he has become an island unto himself. This approach works for some people but not most.
The Dabbler
You find dabbling behavior amongst the readers out there. They’ve always got a book on their desk or a CD in their car. While these learners typically do well in business, they usually balk at having a deeper one-on-one relationship that could truly accelerate their success.
The Embracer
The Embracers are different; they go in all the way. The Embracers not only read or listen to audios on their own, they also recruit a ring of trusted advisors for help.
I have had the opportunity to work with and observe many Embracers over the years. What I tend to see in Embracers is a behavior that will surprise most readers. Before a person becomes an Embracer, they are usually a Fighter.
I spend a lot of time in a CEO forum group that meets here in Charlotte. I’ve noticed that entrepreneurs tend to Fight the idea of joining a CEO forum, they pull away from joining, they hesitate, and they make excuses.
The fortunate ones relent.
They join the group to come along side several other business owners who are peers.
Then the transformation begins.
I have watched time and time again when the skeptic turns into the believer. The new group member begins to understand fully why it is so important to spend time with other successful business owners.
What is so ironic to me is that the same Fighter behaviors that the entrepreneur from joining are the behaviors that keeps the new member coming back month after month.
At the end of 90 days, many don’t know how they ever got along with it.
Value of a Good Coach
The two most powerful things a coach can offer you is his perspective on:
Your current condition. Do you tend to choke at certain points in the sales cycle? Do you procrastinate on key behaviors? Is there a step in the system that you could execute more effectively?
Your performance over time. Last fall you were having a hard time moving certain product sales to closure. Today those products are not a problem for you and business is up.
The Main Thing
You spend so much of your time taking care of your clients. Now it is time to take care of you.
When you are offered the chance to join up with a coach, someone who has been there, don’t be a Fighter.
Check out the offer.
Then be an Embracer.
Commit to your success and dive in. You’ll be glad you did.
Author Bio
Jason Owens researches and encourages entrepreneurs. He lives with his wife of 18 years and his precocious 6-year old in Charlotte, NC. His thought-provoking blog articles on overcoming entrepreneurial challenges can be found at JasonROwens.com.
