“I don’t wanna hire another advisor… just a staff member.” Or “I don’t wanna hire another advisor to share territory.” Or “I don’t want someone to take my book in the future.” Or “I don’t wanna hire someone with ambition, just a 9-to-5-er.”
Maybe you’ve said some of those very same things, or if you’re a coach, you’ve heard it from clients.
There’s a lot of danger with this type of thinking. It puts you in a scarcity mindset rather than one of abundance. The hard truth is that talent and ambition are actually rare. Few have these skillsets. However, if and when you can harness these skills, I fully believe that your overall team will be better. Talent and ambition elevates everyone.
Clients typically forget that moving into the future, their client base is only going to get better. A mindset that focuses on abundance always creates improvement. One of the things we know about hiring and having staff is impermanence. Nothing lasts forever. You may think you’ll be better served by hiring a 9-to-5-er or simply an assistant who’s just looking for a job without a sense of ambition, but over time, you’ll discover there is no real benefit. It won’t serve you.
A scarcity mindset will never serve any of us. “I don’t want another advisor in my town.” To this, I must ask, “Why? Why not?” To increase your business, you need capacity. You cannot handle all of the clients in your town. Nor should you want to. You must focus on handling the right types of clients. Always check your own thinking: Are you trending toward a scarcity mindset or one of abundance? Do you think you need to hoard your section of the pie, or does the pie continue to grow?
Your clients are your clients for a reason. They’re working with you rather than working with a competitor or colleague. Every business, whether in financial services or another industry, is a conscious and unconscious reflection of the driver. When you bring consciousness to the clients you serve (and want to serve), you are playing at an advantage. You are stoking abundance.
As a business owner, you actually want to be the dumbest person in the room. Hire and work with the most talented, brilliant people you can. It’s a game changer.
Up your Game: Join the SEA
