Sales Coaching for Advisors Outside the Chain of Command – Worth it?

I’m a commission-only Financial Planner, so I am on my own. After the initial training we’re basically cut loose. They give me leads and the rest is up to me. I have been working hard at those leads for years now. I’m not making anywhere near the income I want. Some of my commission-only colleagues are far more successful. Part if it might be my accent, but I think I’m lacking some important skills. I need someone who will tell me the truth and tell me exactly what I need to do to fix this and bring in more business.

I’m a new leader in our investment firm. I am younger than most of the people I work with. When they hired me, they saw something in me, and I don’t want to let them down. It’s important that I am confident and strong, and come to them with a clear plan. I thought it was a good idea to get some outside coaching.  

We’re a niche capital firm. As a VP, I’m in charge here. They expect me to know what I’m doing. Some things I know, and some I am making up as I go along. But my sales numbers for sure are not where they need to be. The owner is difficult. He likes to take people down in public. He’s done that to others, and he’s done it to me, too.  I want him off my case. I need to improve my sales, but I want to do it with integrity.

Any of these situations sound familiar? These are all paraphrased quotes from clients of mine. You may notice a few things in common:

Pressure  

In all three situations, there is pressure from within and without. Pressure to perform. Pressure to produce results. To make sales. Timelines. Targets. Deadlines.

The weight of expectation 

The expectation that you already know or should know what to do. 

Lack of a private, safe place where you can admit you need help, and get it

In order for us to grow at any and every stage, we need support. We need colleagues, mentors, coaches. We need supportive, private places where we are free to be completely honest. Places where our strengths are recognized and respected, and our blind spots, flaws and gaps are received without judgment. We need good information. Expert training. Private places to try, fail, practice and improve.

We need the help of people who know our world and the challenges we face. We need opportunities to banter. To test out ideas before they are ready for prime time, refining, tweaking and even ditching them if need be, all without fear of judgment. Without pressure or worry from people who expect us to know, and to lead.

You have a right to that support, and a right to keep it your own business, if that’s what you prefer.

Much as we’d like to believe that we will get all the training, skills and moral support we need from the company we work for, they are many times where that isn’t the case.

Always remember, whether self-employed or not, you get to be in charge of your destiny. Never let someone else, or the shortcomings of a situation put a cap on your potential. You can always find the support you need to grow. If that support is not within your chain of command, go outside and get it. 

I have worked with over 6,000 financial professionals since 2002. Equipping them to permanently and significantly increase sales. Build confidence. Refine all aspects of client communication.  

You are not alone. Contact me for an Exploratory Chat to discuss your needs. We’ll get to know each other a bit and see if it makes sense to work together.