Sometimes it’s a tough go, no doubt about it. In the ebb and flow of business, the ebb can scare the pants off of you!
You’re out there pounding the pavement, you’re making your sales calls and nothing seems to be clicking. All you get is voicemail. People who said they were interested aren’t returning your calls. You keep getting stopped by gatekeepers. People cancel on you. You think longingly back to the time when you had a J.O.B. And it all just feels like crap.
And the self-doubt creeps in. Ooo, look out for those Doubt Monsters and their nasty whispers! After a couple of weeks of ebb, you’re pulling your hair out and thinking ‘What am I doing wrong??’ or worse, ‘What’s wrong with me?’
When you’re in flow, it’s obvious to you and your prospects and clients just how valuable your service and your expertise are, but in the ebb cycle, that certainty fades. You might have the impulse to jump on some new marketing scheme or dramatically re-vamp the way you’re handling things, but in this state, that impulse is more about beating down panic than good business planning.
Okay. Take a deep breath. In fact this isn’t the time to make drastic changes. It’s time to dig deep. It’s time to reconnect with faith and a sense of deeper purpose. Once we’re realigned with why we love what we do and why it inspires us, our whole energy shifts. It’s easier – even fun– to pick up the phone again and reach out.
Here are some tips to getting back into flow:
Call a client who loves you and just say Hi! Tell them you were thinking about them today. Have a chat. Laugh! Really connect with them. Not only will you surprise and delight them, you will reconnect with your best self, because that’s who you are when you’re working with this client.
Quiet your mind. The gremlins are all in your head. What I mean by that is that we are masters at worrying, and gremlins feed on worry and grow until you find yourself dealing with a slimy green 50-pound gorilla. Yuck! Schedule an activity that gets you out of your head and into your body. A walk someplace beautiful, holding a baby, a yoga class, meditation, slow food cooking. Any positive activity that involves you fully in the present moment will free and calm your mind.
Raise your energy. Okay, now it’s time to get back on the upswing! Do something physical that gets your heart rate up – cycling, a power walk, dancing to upbeat music. Choose any sport or physical activity that makes you feel strong! This will push oxygen into your brain making you sharp and focused, and pump endorphins into your system.
Be of service. In the end, it’s not about us. The more we can be in a place of service, the more we get to tap into a deeper satisfaction and sense of purpose that feeds the soul. This drops us out of desperation mode. Prospects will sense that you’re coming from a genuine desire to help and your closing rate will be back on the rise.
Cycles of ebb and flow are a normal part of the growth of every business. If you happen to be stuck in an ebb right now, be gentle with yourself. Slow down and reconnect in order to speed up. Remember: there’s nothing wrong with you. You and your services are both valued and valuable.
And when you find yourself back in flow, take a moment to feel proud! You just made it through an ebb that scared lots of Advisors right out of the business. You’re still here. Keep the faith.
And remember… Speak from the heart. It’s good business.