I recently saw a post on social media that suggested the biggest challenge faced by advisers is lead generation.

    I understand this - if we have a good flow of leads, then it keeps business rolling in and everyone is happy, right?

    A lack of leads creates all sorts of issues, from a lack of new business and financial stress to slower growth.

    Yet the ultimate answer to this problem isn’t where you might expect it to be.

    The conventional approach, and what most people tend to think, is that they just need to find a good source of leads and then the problem will be solved forever.

    But this isn’t my experience, because it doesn’t tackle what creates the problem in the first place.

    What’s driving the problem?

    Have you ever considered why lead generation is the biggest challenge faced by advisers?

    The reason is simple, but not obvious.

    Lead generation is an area where advisers can spend the most time thinking about, and as part of that can experience feelings such as worry, stress, anxiety, insecurity and feeling discouraged.

    When we operate from this kind of place, and associate these feelings to a particular activity, the outcome is predictable.

    Things will feel difficult. Ideas will seem hard to come by. And over-thinking leaves little space to think anything new.

    One result of this is taking action is avoided or pushed down the list of priorities, so then it becomes a self-fulfilling prophecy.

    In this situation, it seems as though we need something external to us - like a reliable source of leads - to ride in on a white horse and save the day. The problem looks like an external one.

    It’s only once we have this that we think we can relax and breathe a sigh of relief.

    But let's just say someone does find a source of leads. What happens when that source dries up or stops working?

    Financial services today is not the same business it was a few years ago. What worked yesterday will not necessarily work today. What works today may not work tomorrow.

    So, what can you rely on?

    'No one is coming'

    The late Dr. Nathanial Branden was an expert on the psychology of self-esteem. One of the things he used to teach his clients was the understanding that ‘no one is coming.’

    No one is coming to save you, solve your problems or live your life for you. No one is coming to bring into your life what you think you need.

    One day he was teaching this idea to a group and one of them said:

    "Dr. Branden, you say no one is coming but that's not true. You came into our lives and showed us how to live with higher self-esteem. And our lives got better, so don't say no one is coming, because you came!"

    "It's true”, said Dr. Branden. “I did come. But I came to tell you that no one is coming!"

    People do not make genuine progress through an external 'quick fix' - but they do when they shift their mindset.

    The only reason things seem limited is because our thinking is limited.

    No other reason, ever.

    Yet the mind is genius. With a clear mind you are resourceful, you have a lot of mental bandwidth, and you see opportunities all over the place.

    Again, the outcome is entirely predictable. Everything changes when your state of mind changes. And the good thing is, this can happen in an instant.  

    You can download a free audio 'What every adviser should know about getting clients' and free exclusive content here 

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