They create and use thought provoking questions to help prospects get at their own reasons to take action.
Icons use all appropriate media to market their business benefits and create more prospects for their business. Prospecting is purposeful communication.
O – Organize: Icons order their business, themselves and their presentations. Order leads to Process that leads to Persuasion that creates Help that Sells more.
They organize their business for a focused service to a specific, natural audience. These are the people who naturally respond to them because they have natural influence. They use organized sales presentations. Some “PowerPoint” presentations to play to the power of the “screen” in meetings.
Icons have polished, professional, passionate, pleasant presentations to prepare premier prospects to purchase proper product promptly.
N – Numerate: Icons know that “Whatever you measure will improve”. It’s the measuring, the counting, that makes the difference in results. Icons know and work their activity and result scores and ratios to leverage their effort.
Being iconic is the natural consequence of large numbers of everything necessary to be successful – leads, contacts, appointment, closes and sales. They understand that 10-3-1 (however you define it) is an average of thousands of attempts, not just 10.
Icons take the winning perspective, not the whining perspective. They know that regardless of industry developments, they can make them work to their advantage. They know that whining forces reality to work against them.
Icons allow enough failure into their lives to succeed as much as they want. They ask more and they sell more. They ask all the time. They do at least one thing every day to get a new client.
How can you be Iconic?
Being Iconic takes courage. That’s the resistance to fear, not the absence of it.
Icons do what they need to do in spite of their fear, not because they don’t have any. Icons know that the price of their success is the risk of their self esteem. Icons learn to do by habit what average advisors will not do by nature. Icons understand that the more they put their self esteem on the line, the more they will achieve.
That’s why they are the best of the best.
Jim is an advisor and leader Coach, best-selling Author, Podcaster and Keynote Speaker. He has spoken 4 times at the MDRT Annual Meeting including the Main Platform. His weekly Facebook Live broadcast @JimRutaTV, is watched by thousands every month.
Jim is president of Advisorcraft Media and Consulting and his ICON Protocol™ uses the four core competencies of the world’s best advisors to help aspiring advisors excel and excellent advisors become their best. Advisorcraft Study Groups and personal Coaching help advisors with innovative sales, practice management and operational strategies.
Top of the Table advisor and industry icon, Van Mueller, calls Jim “one of the best business coaches in the world”.
Learn more at www.jimruta.com and www.AdvisorCRAFT.com