Will We Be All Right?

We live in a rapidly changing and increasingly complex world, wouldn’t you agree? Studies show that the greatest fear that all humans share is a fear of the unknown future. The result of these turbulent and chaotic economic times is a sense of uncertainty about the future of epic proportions. This uncertainty is express in one simple question: “Will we be all right?” this question, often unspoken but just under the surface, is crucial. It is the question on the minds of nearly everyone including families with young children, couples whose children have grown and moved on to establish themselves, couples already in retirement, and business owners and executives in all industries.

This crucial question is further exacerbated by an increasing sense an awareness of a loss of personal control. There was a time when a person could make up their mind to get a job, work hard, and advance their standard of living. They could continue to make good choices about their career and create a comfortable retirement. Times have changed and many people are experiencing something never thought possible. They want to work and increase their standard of living. But many are facing unemployment or a loss of income and benefits. Like it or not, we live in a world controlled by money and the availability of money. Without a sufficient supply of money, the future is uncertain indeed!

This backdrop of economic change and uncertainty has created what I call a “Golden Age for Financial Professionals.” Nearly everyone is experiencing uncertainty and complexity regarding how to make sound financial decisions. You, as a financial professional, are in a noble profession. You have the knowledge, experience, tools, and ability to help your clients manage the forces and dynamics of money in their lives. You may be an insurance professional, financial planner or advisor, or any of many other disciplines in financial services. Whatever your calling, there is a need in the marketplace and they are asking you to help them find the answer to their question, “Will we be all right?”

There is one other question that I suggest you make your own. Begin each and every day with this personal question: “How can I make a difference today?” To play your part in helping people with the answer to their question, you must adopt the mindset that your role is to serve them. Put them first and help them experience mental peace in knowing that with your help they will indeed be all right.

Do you really want to grow your business, make a difference in the lives of others, and increase your own earnings? The key is marketing not selling. People buy what they need from people who understand what they want. Develop a system and process for your business where you always begin with a discovery interview. Not the old-fashioned fact-finder type of document and approach. Remember, you are not looking for the “hot button” that will lead to a sale. You are going to create value for your clients by first getting to know about them, who they are, their hopes and dreams, what they want their future to look like, and what resources they have to work with.

Build trust first and operate with the mindset that you are in a noble profession. You will build deep and strong relationships, in this manner. Your clients will think of you as a Value Creator. Learn to think like a Value Creator. The nobility of your chosen profession will be evident and you will experience prosperity. You will attain significance!