One Sit-Up

Jan. 6, 2010

ONE SIT-UP!

Make a very simple 2010 resolution to contact one "new" person each day. Certainly this could be a new prospect, but I'm thinking beyond that. It could also be an old client who left you; a former colleague now at a new firm; a wholesaler you haven't worked with in a while; a local business owner you might want to get to know, etc.

This seemingly simple activity gets your brain juices pumping and sharpens your interpersonal skills. It also gives you a chance to spread your networking roots into a variety of different areas. I think of this as a way to expand your presence in and awareness of your marketplace. You never know what business or ideas can come from this process. It's fast and easy but it's the start of a habit.

One per day may not seem like much, but based on what I'm seeing out there it would be an uptick for most advisors. It's also a safe dosage that will enable you to take small risks that could pay big rewards.

Let's be honest...prospecting is not easy. If it were we would all be superstars. It's much safer to muddle through the day working only with people you know or on admin problems or reading research reports. But in this profession, it is personal interactions that drive your success and also drive a positive mental attitude. If you want to feel energetic, passionate and enthusiastic…DO SOMETHING!

I've joked in many of my meetings about my strict workout regimen. I try to do one good sit-up each day! I know that’s a laugh but it’s also a serious message about goal-setting. Activity goals are your best friends, but set too high they can turn against you. So start low...give me one new contact every day and work up from there.