Comfortably numb

Many of you, who know me personally, know that in my alternative life, I am a musician.  Music is always rolling around in my head.  My wife says, repeatedly, that I often speak another language – lyric-ese.  It spills through in everything I do, at times even my business.  Indulge me, as this is one of those times.

In the Pink Floyd tune “Comfortably Numb”, the opening lines are:

“Hello?  Is there anybody in there?”

Toward the end of the first verse, we hear this:

“Relax.  I’ll need some information first.

Just the basic facts. Can you tell me where it hurts?”

Let’s apply this theme to today’s business atmosphere.  Negativity is all around.  It is in the news, the analysis and most opinions.  What is one to believe?  People are overwhelmed and confused about the complexities of making sound financial decisions.  They are becoming comfortably numb.  They want to stop hearing about what’s urgent, stop thinking about what to do, and stop listening to others telling them what to believe.  This numbness paralyzes their taking action.  They want to get back to normal.  The fallacy is that there is no returning to what was once thought to be normal.

You must help your clients progress toward a new vision of their ideal future.  But, where to start, you ask?  Remember the song lyrics mentioned above?  You might find value in trying that simple approach to initiating a meaningful discussion with your next prospective new client:

• Relax
• I’ll need some information first.
• Just the basic facts.
• Can you tell me where it hurts?

It is far too easy to lose sight of the goal, if you are overwhelmed with negativity, which can lead to comfortable numbness.  Remember last week’s post, “Slippery slope” concerning the Three Deadly D’s of Destruction?  Don’t let yourself become distracted!