Daniel C. Finley President and Co-founder Advisor Solutions, Inc. Mastering Motivation & Momentum Knowing How to Enjoy the Journey Regardless of the Weather

 Hurry Up and Wait — A Motivational Case Study  The Importance of Mastering Motivation & Momentum  The Problem with Procrastination  Motivation & Momentum Assessment  7 Solutions for Mastering Motivation & Momentum  Action Steps to Gain Motivation & Maintain Momentum Session Agenda

 James : The Early Years  Rookie: 27 years old  Business Status: Survival Mode  The Challenge: oThe natural markets perception on him oLack of Direction oLack of Confidence  The Solutions: oIncrease Technical Expertise oIncrease Experience oProspect Strangers  The Motivation: Prove his natural market wrong! Hurry Up and Wait — A Case Study

James: Five Years Later Experienced Advisor: 32 years old Business Status: Beyond Survival  Business is now growing steadily  Earned trust of natural market  The Challenge:  Getting off the Production Trend Line  Staying Motivated  The Solutions:  Get over his fear of failure  Get over his fear of success  Focus on activities  The Motivation: None! Actions are Fear-Based  “Hurry Up and Wait!” Hurry Up and Wait—A Case Study

 James: In Another Five Years  Seasoned Advisor - 37 years old  Business Status: Decreasing Mode  Bear Market Hit!  Feels Lack of Purpose  The Challenge:  Clients doing less business  Reluctant to call clients  Reluctant to new prospects  Focusing on uncontrollable issues: no motivation  The Solutions:  Understand your true value  Focus on the opportunity in the obstacle  Get in the Present: Make it a Game  Focusing on controllable issues: activities  The Motivation: Go Beyond “Hurry Up and Wait!” Hurry Up and Wait- Case Study

With so much importance placed on motivation, why is it so difficult for people to get motivated??  Understanding The Production Trend Line  Production Support Line = Fear of Failure  Production Resistance Line = Fear of Success  The True About Production Trend Lines:  The Underlining Emotion is Fear  Fear is No Way to Run a Business! The Importance of Motivation & Momentum

“We should not view procrastination as a time management challenge, but instead look upon procrastination as an emotional challenge- a sign of how an advisor really feels about a task.” Daniel C. Finley Advisor Solutions, Inc. The Problem with Procrastination

Procrastination: An Emotional Challenge  Perception of tasks  Pleasurable, task gets accomplished  Painful/uncomfortable, task is put off  Excuses  Time Management  Unrealistic emotional perception  Procrastination as motivating method  When “pain” of not doing task is stronger than “pain” of accomplishing task  Getting Beyond Procrastination  Do not avoid it instead analyze your perception of the tasks and understand or question the validity of that perception

Please answer Yes or No to the following ten statements: 1.I do not have a fear of success. Instead, I continue with activities regardless of how well my monthly production is. 2.I have created a game out of my daily activities (and typically play the game more often than not) 3.I do not focus on past market returns and I am usually not concerned about where the “experts” say the market is going 4.I use time management tools to keep me structured during the day 5.I have a rewards system for myself if I reach my daily goals 6.I regularly track my progress towards obtaining my goals 7.I have an active pipeline which I update anytime I find a new prospect or convert someone to the next stage in the pipeline 8.I have tools that I use to manage my interruptions 9.I have an accountability partner that helps me stay on track with my goals 10. I have a way to unclog my pipeline when necessary Totals:Yes____No____ Motivation & Momentum Assessment

7 Solutions for Mastering Motivation & Momentum Solution #1: Go Beyond Fear Fear can motivate or create lack of motivation Fear of failure Fear of success Solution #2: Work in the Present Tune out distractions Operate in the NOW (like children do) Solution #3: Make Your Business A Game Create rules for your game Compartmentalize and prioritize your activities Set yourself up to win (initially) Raise the Bar each week/month Be sure to have the right tools to help you win

7 Solutions for Mastering Motivation & Momentum Solution #4: Get New Tools Be sure you have the right “equipment” The Bottom-Line List Time Matrix To-Do List Solution #5: Track Your Progress Macro to Micro Daily Score Card Bottom-Line List New Business Strategy List Solution #6: Unclog Your Pipeline Mapping Out Client Acquisition Process New Business Strategy List Solution #7: Get Business Leverage Accountability (to you and others) Rewards and Punishments Reward Systems for Others

Mastering Motivation and Momentum “ The greatest reward you can give yourself is the motivation to withstand any environment.” Daniel C. Finley Advisor Solutions, Inc.

Action Steps to Gain Motivation & Maintain Momentum  Get Beyond Fear and into the Present by Creating a Game.  Decide if you will use the Daily Score Card or Bottom-Line List  Use the New Business Strategy List to record pipeline.  Use your Time Matrix To-Do Worksheet to record and prioritize any and all interruptions during the day.  Create your Reward System  HAVE FUN WITH THIS!

What questions do you have?

Daniel C. Finley President and Co-founder Advisor Solutions, Inc.