Here’s How to Beat Surge Head Trash
Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
Here’s how to simplify your surge agenda and run a pre-surge dress rehearsal to defeat head trash and improve the client experience.
For those who haven’t read my previous articles, “surge” is a process where client-review meetings are scheduled in succession during a carefully planned period of time.
Surge has been scheduled, the invites have been sent out, and my agenda has just been finalized.
Everything is ready to go, yet I find myself pacing around my office with my hands on my head.
I’m stressing out and rubbing my temples. Even after 22 years inside this practice, I still get those moments of head trash. Holy moly, that’s five minutes of content with the client. What am I going to say for the next 55 minutes? What am I doing?
I sit down at my desk, close my eyes and take a deep breath. Hold on; this is what I’ve been doing hyper successfully. This is what works for me. I have a plan and process that works, and I need to trust it.
Head trash is real for everyone – even rockstars who have been delivering massive value for decades
When the head trash around surge comes on, step back and remember what you’re doing and why it counts. My job, more than anything, is about helping people enjoy the retirement they’ve spent their entire lives working towards.
Every advisor who surges will run into instances where head trash will mess with you and cause you to doubt your work and value.
To help you start your best surge yet, here are two ways to level up your client meetings.