Attention Financial Advisers Sell More by Developing a Strong Internal Belief System

Over the many years of my career as a financial service professional I have met hundreds of advisers at conferences most of whom are looking for ways to sell more of their product or service. Financial service companies continue to come up with more and more innovative product solutions yet as a whole, very few financial advisers make more than a low six-figure income in an industry with unlimited earning potential. In fact, statistics prove that 89% of financial professionals don't make it past four years in the industry.

I find that puzzling. But then, being curious, I began to interview financial advisers in greater depth until I discovered a connection between a healthy belief system and earning. For the most part, advisers I interviewed were by their own admission, "under-earning" and feeling frustrated and stressed as a result. Conversely, advisers who were in the enviable top 10% of sales producers had the common trait of high self-esteem coupled with an unshakable belief in the value of their products and services.

I too was an under-earner until I met a mentor who rocked my world with this simple statement, "You will never let yourself earn more than you think you deserve."

Admittedly, I had to chew on that for a while. My ego fought desperately to believe that the reason I was not earning more was the fault of a sluggish economy or living in an area that was too saturated with other financial planners. It was a hard thing to admit that just maybe the reason for my lack of greater productivity was indeed due to my internal sense of unworthiness.

So, how do you overcome a negative internal belief system and start an upward path to greater earning? In my search to understand the connection, I came across a book by Ron Willingham, "The Inner Game of Selling...Mastering the Hidden Forces that Determine Your Success". Ron has since become one of my greatest mentors.

If you are not earning what you think you deserve, it's time to get brutally honest with yourself. Start with a personal esteem inventory. Ask yourself questions like:

What do I think about most? Do I think more about what I can do for people or am thinking more about whether or not people will accept me or reject me?

Do I dread getting up in the morning or am I excited to start my day to see what new opportunities await me?

Do I welcome challenges as a way to help me grow and become more successful or do I tend to avoid any potentially stressful situations?

The truth is you have the inner power to achieve any goal you set if you can unconsciously accept it to be within the realm of your possibilities. You can climb as high as you unconsciously desire to go.

The way to achieve more is simply to believe more and more good things about yourself. Energize your inner, spiritual self with positive statements like, "God has created all things in abundance. I only have to reach out and claim what is rightfully mine". When your internal "I Am" matches your "I Think" you will find yourself earning more.