The BRG Formula: Secret to Your Success

by Anne M. Bachrach

The legendary John Elway steps into a huddle, and nobody knows who he is. Do you think the players can tell he’s good anyway?

People can tell by your behavior and your demeanor when you are good at what you do. As a Trusted Advisor, you simply walk into the client meeting, be yourself—a true pro—ask the right questions, be clear about who you will and won’t do business with, and always operate at the highest standards. Your prospects’ can tell whether you’re first string or a bench warmer.

Like John Elway, your competence level and trustworthiness is demonstrated by your demeanor and backed up by your delivery. Ultimately, sophisticated clients don’t care about your designations or tenure with the financial services industry, and they certainly don’t care about production awards.

· Designations may be reassuring to some people, but they don’t really mean you are any better at this business than someone who doesn’t have them. Think about it. Do you know someone who has been in the business longer than you, but you wouldn’t wish their services on your worst enemy?

A friend of mine, Max Dixon, told me the other day, “Talking about yourself does not build trust, but showing who you are is critical.” Of course, who you are had better inspire confidence. Clients will know you are competent and trustworthy when you are competent and trustworthy.

You’ll simply have to do the work and be ready to really show yourself to your clients. Who are you at your core? Are you someone who gives prospects and clients that “wow!” experience only a Trusted Advisor can deliver? If not, do you want to be?

Being Really Good = Increased Success

Anne M. Bachrach is President of A.M. Enterprises in San Diego, CA. Anne has 23 years of experience training and coaching. The objective is to do more business in less time through maximizing people's true potential, and ultimately leading them to an even better quality of life. For more information on our services and learning tools, and to take advantage of at least 9 FREE life quality resources, visit www.AccountabilityCoach.com or click this link (http://AccountabilityCoach.com/signupa). Begin with the 30-day self-study course and experience a more balanced and successful life (http://www.accountabilitycoach.com/bw/30dayStudyCourse.php).

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