February 3, 2009
5. Recognize the warning signs of flagging motivation
Even when meeting with clients or talking to them on the phone, you won’t be effective if your motivation level is below a minimum standard. If your enthusiasm level is really dragging, take a break to get some fresh air, a quick walk or perhaps a quick run to Starbucks. Everyone is different – pinpoint what you can do to get recharged when you find yourself flagging. If you have to take a five-minute break between every meeting to be effective, then do it. In fact, you may want to consider scheduling fifteen-minute morning and afternoon breaks – and use them to inject some fresh air into your system.
- Refuse to be a victim
Former GE CEO Jack Welch points out that feeling sorry for yourself is one of the most destructive and energy sapping behaviors. Yes, it’s unfair that markets are insane and some clients unreasonable …. but accept this for the reality it is and move on. Every minute engaging in self-pity is one minute too many. In the words of Jack Welch: “Refuse to be a victim.”
Victor Frankl, an Austrian psychiatrist who wrote about his experiences in the Auschwitz concentration camp in the classic memoir “Man’s Search for Meaning,” identified the single key quality of the inmates who maintained hope in horrific circumstances.
That quality? They “framed” their situation – believing they could not control their circumstances, but they could absolutely control their reaction to those circumstances.
Here’s a simple example of refusing to be a victim: After a tough meeting, you can say “That client drives me crazy,” giving up control and falling into victim-speak. Better, you can say: “I can allow that client to drive me crazy – or choose not to.” In times like these, you need to focus on maintaining an “I’m in control” mindset.
- Look for external reinforcement
Articles that provide “balancing” perspectives to today’s doom and gloom mindset
How to Play a 'Take-No-Prisoners' Market (Barron’s, 12/22/08)
Ten Reasons For Some Economic Optimism (Forbes, 11/26/08)
Should you jump in now? (Forbes, 11/28/08)
Dying of Consumption (New York Times, 11/28/08)
Neither the Great Depression nor Japan (Morgan Stanley, 11/20/08)
With the seemingly relentless series of negative headlines and reports of tough economic news, staying reasonably positive and motivated can be a huge challenge, both for us and for our clients. An article in the New York Times last fall talked about the tendency for the media to exaggerate the good news on the way up and the bad news on the way down.
The challenges facing us are real and can’t be pretended away. And certainly, clients don’t want to deal with an advisor who’s a cheerleader with a Bobby McFerrin ”don’t worry be happy” stance.
On the other hand, some recent articles in publications like Forbes, Fortune, the New York Times and the Wall Street Journal, point to some of the under-reported positives in the current situation. Seek positive coverage and share that with clients, while avoiding the “don’t worry be happy” philosophy. Provide balanced perspective, looking beyond the current problems. [See sidebar for some examples.]
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