You earn what you do because, to a large degree, that’s how much you’ve allowed yourself to earn up to this point in time.
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Two Advisors can have the same goals, provide essentially the services to the same markets, and yet achieve vastly different levels of success. Let’s face it: Everyone has their own physical, mental and emotional differences, and we all hold different belief systems. I know of no one who is completely unbounded, completely free, who can think as big and as positively as is possible.
We all hold some type of self limiting core beliefs which hold us back from reaching more goals, in this case, the goal of earning higher income. Negative, self limiting core beliefs can hold us back from earning higher income far more than anything “out there,” such as time, money, education, experience, sales or marketing abilities, etc.
The first step to changing anything is become aware of it, but most of our beliefs have never been questioned and, therefore, remain subconscious. Whenever we see an outcome we don’t like, we need to actively question the underlying assumptions and beliefs we hold regarding that subject, and why we hold them.
Below are three broad categories that cover many negative beliefs Advisors hold, along with their antidote:
Fear - Examine any negative belief you hold and ask yourself what are you really afraid of? The answer may astound you. For example, you may have a fear of failure, but most people have a greater fear of success. Fear of failure will motivate you to a minimum level of security, (normally associated with the comfort of mediocrity), but fear of success will keep you stuck there!
Asking yourself why you hold these beliefs is the key to revealing your true motivations. For example, you may have a fear of additional responsibility, changing your socio-economic status, or fear you won’t have time to spend with family, friends or yourself. Getting real takes honesty and courage. But often just identifying the fears and the reasons why releases you from their grip, paving the way to greater accomplishments.
Lack - Another root cause of many self limiting beliefs is the concept of Lack. You either believe the universe is unlimited in energy and resources or you don’t. There’s no in-between. For many people, their world consists of Lack; lack of time, lack of energy, lack of money, lack of health, etc.
Is there enough to go around for everyone, or isn’t there? You tell me, because whatever you believe at the core level is what’s going to show up in your world. For many Advisors, changing this core belief unlocks the key to increasing levels of success.
Struggle - A third area that trips up many Advisors is the underlying belief that life is a struggle. You need to be serious, especially in our business, right? You need to work hard and you will be rewarded. In fact, the harder you work, the more income you generate. Says who? Where did this belief come from, and is it really true? Many people love to prove how hard they work and how they’ve overcome obstacles. So much so, they even create their own obstacles to overcome!
Look around…Many Advisors bring home significantly more revenue with less effort. It is possible. Do you believe that? Do you believe you deserve that? Are you ready? How can you serve fewer clients and earn more money? Do less, but accomplish more. Upgrade your clientele and serve all “A Level” clients, provide all “A Level” service, and collect all “A Level” fees.
Replace your old, unconscious belief systems based on fear, lack and struggle, and transform them into ones of courage, abundance and ease. What kind of person do you need to become in order to accept more abundance in your business and life? What characteristics do you need to develop? Do you need to become more patient, kinder, more generous, eliminate anger, become more organized, or learn to set healthy boundaries?
Embrace these changes and manage them to your advantage. Do not resist. If you don’t believe it’s possible, then it cannot be for you. If you had all the time, money, contacts, energy and resources in the world, what would you do? If you had only 24 hours to live, how would you spend it? What regrets might you have? Now is the time to build the business and life you want.
But in order to change your habits you must change your thinking. Look at where you’re uncomfortable, your hot buttons. That’s a great place to start. Get comfortable with being uncomfortable, with a certain degree of uncertainty. If you try to change your behavior without changing your thoughts, it will just be a strain. If there is any limitation to your income, first look within.
Change your attitude and you change your life. Success is a state of mind!