7 Steps of Highly Effective Agents

Volume 4 : 21 Irrefutable Elements of an Effective Sales System

Financial service professionals rightfully focus on those activities which help “close” the deal. The true professional also knows – or intuits – that building a successful and rewarding career is based on effectively balancing professional and personal objectives. Ultimately, success depends upon honoring these bedrock values of:

• Respect for your client
• Respect for yourself
• Respect for your long term personal and spiritual goals
• Developing an appropriate work-life balance

All financial professionals encounter issues and conflicts during their career. At the mature stage of a career, having survived what is sometimes a very difficult profession, every professional would like to feel that he has led a good life – and feel grateful for the opportunity to have served others in an honorable manner.

Here is a key question: Do you have to struggle through 20 or 30 years of hard work to achieve this measure of satisfaction? Often the answer is yes. But it need not be so. It is possible to live a more focused and meaningful life by consistently dealing with the wide variety of issues that we confront on a daily basis. Use the exercises in this workbook to help you speed up your learning curve. 21 Elements provides comprehensive and easily usable questions to help you develop an appropriate work-life balance.

The workbook’s 21 Elements are divided into 4 sections:

• Being
• Influence
• Accountability
• Action

Each element provides questions which will help you evaluate your performance. For example, Element #1 – Character, asks you to evaluate yourself on 4 issues:

• I make win-win decisions
• I am courageous
• I am disciplined
• I am empathetic

Each of the 21 elements follows this basic format. Answering the questions in each element will provide you with insights and guidance to help you achieve a better work-life balance.

Some of the other 21 issues addressed are:

• Adaptability
• Referrals
• Cash Flow
• Growth
• Purpose
• Results

This workbook can be used sequentially, or on a random basis. Each element stands on its own, but is also an integral part of an overall pattern.

Sample Pages