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NAIFA INSIGHTS

Manage Rejection And Keep Moving Forward

In our business, facing rejection is part of life. All of us experience rejection frequently, sometimes on a daily basis. To be successful in this business, we must find ways to manage rejection and keep moving forward.

Helping clients with their finances can sometimes be a lonely business. Some financial professionals can’t handle this high level of rejection and end up leaving the business. Advisors are so different from each other that what keeps one in the game might not keep another.

Here are a few things you can do to successfully manage rejection.

Have Many Irons In The Fire

I hear a lot about the need to have many irons in the fire. This means making sure you are working on several cases or you have a few client appointments scheduled at the same time. In this way, if one of these initiatives does not pan out, you will not be fazed. If someone you have an appointment with cancels at the last minute, that is OK because you have four more people to see today — you can actually use the break.

If you have a few appointments lined up, that means you are working on several cases and are seeing the people. This leaves you with little or no time to think about rejection. But if you have only one appointment a week, rejection will consume you if that one client or prospect cancels. So, avoid the need to deal with rejection by scheduling more appointments. And the way to do this is to make more calls — that’s the one thing you have some control over.

Focusing on the things you can control helps suppress the feeling of being rejected. These include going to the gym, reading motivational books and spending time with the correct people. For example, living in New York City, I ride the subway daily to my office. I use my commuting time to listen to podcasts, or when I need some “fun,” I listen to music. I try to read for 20 to 30 minutes daily. This can be a book or an article that provides me with valuable insights.

Keep Your Office Neat

When I get home from a long day at the office, I want my apartment to be fresh and organized. This should extend to your office environment as well. Coming to a neat office in the morning gives us a fresh start for the day.  Also, try to begin the day with new accomplishments. Yesterday’s service issues, canceled appointments and lapsed polices are just that — yesterday’s issues.

And when you leave the office, leave nothing on your desk. This makes you feel as if you just made your bed. Staying organized will allow you to stay structured throughout the day so that you can stay focused on the things you can control.

Mind What You Look At Each Day

On the back of my office door, I have photos of the people I respect, care about and love. These are mentors, clients, friends and family. When I’m feeling bad about a “no” I received from a prospect or client, I look at these photos, which remind me of the good that I do and of the life I have made for myself by helping those people.

You must also be careful about what you read and pay attention to social media. Follow successful people, pages with motivational stories, and people you admire. This will keep you focused on positive things so that when rejection creeps in, you will not be fazed. Reading positive quotes will also remind you why you do what you do each day.

Think About Your Favorite Clients

All of us have clients we consider our favorites — those we think about in the following way: “If everyone I met were like Mr. and Mrs. Fernandez, business would be amazing!”

So, to stay positive, think about your favorite clients. Think of the good you’ve done for them and the time it took to start working with them. Remind yourself that if anything were to happen to them, you would know that their family will be protected. Sometimes, I pick up the phone and call one of them. They immediately take my call and are always happy to hear from me.

There will always be rejection in our line of work — there is no way it can be avoided. It’s what we say to ourselves and how we act when it pops up that make a difference.

 

 

Barjes Angulo has owned Angulo Strategies for more than 10 years and has been in the financial industry for 20 years. He is a recipient of Advisor Today’s Four Under Forty Award. Barjes may be contacted at [email protected] .


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