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TRIP Tip #35 "Move Outside of Yourself!"
Keith Renninson • Jul 27, 2021
Photo credit: Levi XU on Unsplash.com
TRIP TIP #35 “Move Outside Yourself”
Hi, this is Keith Renninson “The Tenacity Expert”
professional speaker & author of the award-winning book “Tenacity, You Don’t Have to Get Lost in Nepal to Find Yourself, But it Helps!”. I’m here with my next installment of my TRIP Tips for the financial services professional. Remember that TRIP is an acronym for TENACITY, RESILIENCE, IMAGINATION, AND PURPOSE. So, lets’ get started!
Do you ever notice the impact you're having on others?
In my world, as a professional speaker, I get immediate feedback from the members of my audiences. I can see them react to my message, their expressions, body language, and attention tell me if I’m on the right track or not. I’m forced to step outside myself, see how I’m being observed and adjust accordingly.
My purpose is to provide a solution to a problem and by being aware of how I’m being received tells me if my message is clearly understood.
As you interact with your clients in your office or their homes, you have the same advantage if you use it well. Learning to be fully in the moment & present physically and mentally. Read their energy, body language and mood as you make your presentation to see if it is being received well.
Don’t wait until the end to ask questions, do it as “check-ins” as you move along to make sure they are with you.
Your goal is to have the maximum impact with a minimum of disruption.
Your previous on-boarding interview with your client should have given you plenty of information to offer a plan or product that they are already interested in and ready to hear about. By keeping their purpose in the forefront, the solution should offer the features and benefits they are after.
As a side note, never look at how much you will get paid before a sale is done.
This is a sure sign that you are not concentrating on the well-being of your client and are still focused in-ward. Instead, pay attention to the client’s wishes and purpose, and your mission will be clear.
You will be handsomely rewarded over time with repeat business.
I remember a small sale I made to an inherited client that seemed to have everything taken care of already. But he was so impressed with my thoroughness that I got regular referrals from him for years to follow.
Well, that’s it for this installment, I hope you have some new ideas on how to proceed. Remember to take a TRIP for a lifetime,
not a trip of a lifetime.
See you next time, and in the meantime, step outside yourself and into the realm of your client to see clues about your work and adjust on the fly. This will become second nature with time.
Goodbye!
Keith......
Keith Renninson's Tenacity Blog
This is the second in a series of four on team building with TRIP. Remember, in my last blog I shared that it would be performed in reverse with “purpose” first and now we will implement the “imagination” section.
Imagination is probably the most fun of the character traits of TRIP. I love it because I can immerse myself in creativity and play!
How can TRIP help with team building you ask? By using it backwards! Huh? Yup, we will start with “Purpose” instead of Tenacity. The series will move from purpose to imagination, to resilience, and lastly to tenacity. When you look at TRIP from this reverse perspective it becomes clear that it flows naturally in team building and task completion. As with any project you must know your purpose first, so that’s where we will start.
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