Sales Success = IG+GP+OG
Every advisor wants to fill their funnel with more ideal prospects who convert to clients so they
can make more sales and more money. The reality is that most advisors don’t because they
create and work an inverse plan that focuses on sales and tactics. Sales and tactics are part of
the “Outer Game” (OG) and, while critical to the overall plan, when done alone they leave out
two of the most critical factors to success: the “Inner Game” (IG) and the “Game Plan” (GP).
Before you begin creating your three step plan, determine where you need help.
My favorite approach is the “W W WHRS,” which stands for:
What / Why / Worth barometer / How / Results / Support
First, ask yourself about each of these categories and determine if you know the answer or if it’s an
area where you need help. Note areas where you need support or do not have the answer by placing
an next to them. x
W What do you want to achieve? What do you need to do to achieve it?
This is the first step to achieving any goal.
W Why do you want to achieve it?
What is my purpose or passion for doing what I do? Your purpose is what makes you
unstoppable. It’s the energy that gets you up in the morning and keeps you on track when
things get tough.
W Do you have a healthy “worth barometer?”
Your “worth barometer” is a term I use to reference a person’s belief and self-esteem. Which of
your beliefs support you and which need to be replaced? Do you believe you can achieve your goal?
Do you believe you deserve to achieve your goal? Do you believe you are enough? Do you beat
yourself up or build yourself up? To achieve our goal, you must believe it is possible. If you don’t,
then you need to work daily to improve your “worth barometer.”
H How can I best achieve it? Who can help me achieve my goal?
Who knows how to achieve my goal? What action do I need to take to achieve my goal?
Once you know your what, why and have a healthy “worth barometer,” you need to know how
to make it a reality.
R What results do I need to achieve? What is the risk/reward to taking this action?
Are the results from the action I plan to take theory or are they proven? Before you dive into a
new strategy, take a minute and confirm it is not a silver bullet. Silver bullets produce short-term
sporadic results. To achieve ultimate sales success you need a long-term sustainable strategy that
produces consistent results.
S Do I have adequate support, personally and professionally? Who can support me in achieving my goal?
Who can hold me accountable to do what I need to do to achieve my goal? Once you are clear
on what you want and how you can achieve it, you need support to stay on track. It is very
difficult to make it in the advisory and insurance business without a strong support network
can keep you on course and redirect you when you veer off course.