Working in the financial services industry you know that there is one thing that you can guarantee, that things are always changing, as change is inevitable. It is how we embrace or shun change that defines the difference between having a successful advisory practice or one filled with constant struggles.
Albert Einstein said it best, “The measure of intelligence is the ability to change.” And I believe that’s true.
The overall solution is to have a consistent process for adapting to and moving through change.
Step #1: Decide That You Are Done
Sometimes the hardest part of starting a new process is determining that the old one just doesn’t work anymore. It takes being honest with yourself to become aware that there is a challenge and that you are tired of the push and pull. This is the most important part of changing any aspect of your business—time management, prospecting, sales, marketing, or client servicing. So, the real question you need to pose is—Are the results I’m currently experiencing with my business ones I’m happy with and if the answer is “no”, then am I ready (and willing) to axe the old and embrace the new?
Step #2: Determine Your New Route
Once you are committed to changing whatever was not working, it is time to determine how you would like to change it. The best way to do this is look to others, your branch manager, a trusted colleague, industry authors or even a business coach. Why re-invent the wheel? You just need to find the most appropriate solutions for you and your business.
Step #3: Take Immediate Action
The biggest mistake you can make, once you decide on a solution, is not to take immediate action. If you let a few days, a week or a month pass by while you let the process sink in you are simply wasting time. Let your fear of change melt away with the anticipation of success. Let the mantra, “Action Alleviates Anxiety” become your battle cry.
Step #4: Create Productive Habits
Some say that it takes 30 to 90 days to create a new habit. In many regards this is true, so it is important to have a process for continuing new actions on a daily basis so that you create lasting change and develop those new productive habits. One way to do this is to make a game out of applying action(s); give yourself a prize for winning or a punishment for losing.
Step #5: Evaluate the Progress
The best way to determine if you are moving in the right direction is to continually evaluate your progress. If you have been “playing the game of action” you should easily be able to determine how many times you have accomplished your goals over the past month or so and if the new activities are providing you with better outcomes. If you are happy with your progress, continue doing what works, if not it is time to continue embracing change by making some adjustments.
Step #6: Making Course Correction
There is no shame in admitting that some things work and others do not. In fact, it is a productive part of being open to optimizing your business. Often times, just a slight adjustment to what you are doing can make all the difference. Take time to determine what part of the new process is and isn’t working before moving onto the final step.
Step #7: Continuing to Embrace Change
Ironically, once you have mastered the previous steps continuing to embrace change actually becomes the easiest step of all because you have already established your process. You simply go back to step one when something in your practice doesn’t feel right. Then follow the steps again until your new process is working better than the old one. You can apply this series of steps to any facet of your business and see real results.
Why Embracing Change Works
Embracing change is not always easy, but it is essential to building a successful advisory practice. The reason why this seven-step process works is because it replaces uncertainty with a clear path to better results.
Try using these steps the next time something in your business isn't working. Remember, change is inevitable, but how you embrace it is a choice entirely up to you!