Capturing Success as a Business Professional (How to Manage Your Practice, Have a Better Work-Life Balance and Improve You...
In the Beginning: <ul><li>God created…Light </li></ul><ul><li>Then, He created…Man </li></ul><ul><li>Then, He created…Woma...
Time: <ul><li>Is the currency of the world </li></ul><ul><li>Our most precious resource </li></ul><ul><li>“ People who wou...
Everything I’m About to Tell You: <ul><li>Is based upon 30 years experience </li></ul><ul><li>Has been tested in the real ...
Here’s the good news: <ul><li>It won’t take you 20 or 30 years </li></ul><ul><li>Three things: </li></ul><ul><ul><ul><li>U...
Foundational Principle #1 <ul><li>Everything comes down to: </li></ul><ul><ul><li>Behavior </li></ul></ul><ul><ul><li>Atti...
Improve your BATting average A ttitude T echnique B ehavior COMMITMENT LINE GOALS
Foundational Principle #2 <ul><li>All lasting change has 5 components: </li></ul><ul><ul><li>Desire </li></ul></ul><ul><ul...
My Story <ul><li>Formed by values – What do I live by? </li></ul><ul><li>Those values drove me to desire proper work life ...
My Roles: <ul><li>Husband </li></ul><ul><li>Dad </li></ul><ul><li>Son </li></ul><ul><li>Social – Friends, Civic </li></ul>...
Get Organized: <ul><li>Limit what you keep </li></ul><ul><li>Every machine has a paper trail </li></ul><ul><li>Create “Hot...
Halftime – The move from  success to significance: <ul><li>What game (business) are you in? </li></ul><ul><li>How did you ...
Finding True North <ul><li>What is your Hedgehog? </li></ul>Passion Economic Engine Best in World
Your Secret Wealth   <ul><li>USP or USA </li></ul><ul><li>Leverage – True “Multitasking” </li></ul><ul><li>Optimization </...
New Game of Marketing   <ul><li>New Thinking – Throw the box away </li></ul><ul><li>Direct Response – Test & Track </li></...
The Value of a Coach <ul><li>Motivation & Support </li></ul><ul><li>Unconditional Encouragement </li></ul><ul><li>Catalyst...
Our Mind: <ul><li>Divided into Conscious and Sub-Conscious  </li></ul><ul><li>Desires Order </li></ul><ul><li>Great Length...
Closing the Back Door <ul><li>New Order  (Next Level) </li></ul><ul><li>  </li></ul><ul><li>  (Chaos)  Close Back    Door ...
Goal <ul><li>is specific and easily measured or quantified. </li></ul><ul><li>It is realistic, attainable and tied to a ti...
Goal Setting <ul><li>Self-Discovery </li></ul><ul><li>Brain Storming </li></ul><ul><li>Develop Purpose – Bigger than Self ...
Time (Behavior) Management: <ul><li>What is Your Time Worth? </li></ul><ul><li>Estimate it’s Value – The Ideal Day </li></...
Time Vampires: <ul><li>“ Have You Got a Minute?” </li></ul><ul><li>“ I Just Have One Quick Question…” </li></ul><ul><li>“ ...
Mistakes I made along the way: <ul><li>Not engaging (early on) in valid objective self discovery assessments to help me un...
Work Life Balance <ul><li>Make a Commitment to It </li></ul><ul><li>The Scariest Thing You Face </li></ul><ul><li>Don’t be...
The Transportation Business: <ul><li>Which line would you like to be in? </li></ul><ul><li>Asking for directions – How can...
In Closing: <ul><li>Two Ways to Get Started: </li></ul><ul><li>Rapid Action & Implementation </li></ul><ul><li>Take the bl...
Remember: <ul><li>“ In the end, it’s not the years in your life that counts, it’s the life in your years.” </li></ul><ul><...
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Capturing Success As A Business Professional

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Slides from my keynote presentation at the Buffalo Association of Insurance and Financial Advisors (BAIFA) - April 24

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  • Commitment: the connection between attitude and behavior is the commitment to your goals and the plans to reach them When you define a behavior as part of your plan, you commit to doing it at a pre-established time/frequency and with a predetermined result Sales is above all else.. A state of mind Even if your attitude or self concept is lacking.. You DO THE BEHAVIOR BECAUSE YOU ARE COMMITTED TO THE PLAN!! CONSISTENT FOCUS ON APPROPRIATE BEHAVIOR TO WHICH YOU ARE COMMITTED WILL PRODUCE POSITIVE RESULTS, THAT WILL BE REFLECTED IN ATTITUDE SANDLER RULE: IT IS NOT HOW YOU FEEL THAT DETERMINES HOW YOU ACT, BUT HOW YOU ACT THAT DETERMINES HOW YOU FEEL Definition: salesperson without goals is “ hysterical activity on the way to the grave”
  • Are you a hedgehog or a fox? In his famous essay, “The Hedgehog and the Fox,” Isaiah Berlin divided the world into hedgehogs and foxes, based upon an ancient Greek parable: “The Fox knows many things, but the hedgehog knows one big thing.” 2 The fox is a cunning creature, able to devise a myriad of complex strategies for sneak attacks upon the hedgehog. Day in and day out, the fox circles around the hedgehog’s den, waiting for the perfect moment to pounce. Fast, sleek, beautiful, fleet of foot, and crafty – the fox looks like the sure winner. The hedgehog, on the other hand, is a dowdier creature, looking like a genetic mix-up between a porcupine and a small armadillo. He waddles along, going about his simple day, searching for lunch and taking care of his home. The fox waits in cunning silence at the juncture in the trail. The hedgehog minding his own business, wanders right into the path of the fox. “Aha, I’ve got you now!” thinks the fox. He leaps out, bounding across the ground, lightening fast. The little hedgehog, sensing danger, looks up and thinks, “Here we go again. Will he ever learn?” Rolling up into a perfect little ball, the hedgehog becomes a sphere of sharp spikes, pointing outward in all directions. The fox, bounding toward his prey, sees the hedgehog defense and calls off the attack. Each day, some version of this battle between the hedgehog and the fox takes place, and despite the greater cunning of the fox, the hedgehog always wins. Berlin extrapolated from this little parable to divide people into two basic groups: foxes and hedgehogs. Foxes pursue many ends at the same time and see the world in all its complexity. They are “scattered or diffused, moving on many levels,” says Berlin, never integrating their thinking into one overall concept or unifying vision. Hedgehogs, on the other hand, simplify a complex world into a single organizing idea, a basic principle or concept that unifies and guides everything. It doesn’t matter how complex the world, a hedgehog reduces all challenges and dilemmas to simple – indeed almost simplistic – hedgehog ideas. For a hedgehog, anything that does not somehow relate to the hedgehog idea holds no relevance. Exercise: hedgehog
  • Capturing Success As A Business Professional

    1. 1. Capturing Success as a Business Professional (How to Manage Your Practice, Have a Better Work-Life Balance and Improve Your Results) Joseph Occhino, CFP ® Sound Financial Concepts, Inc. (716) 479-6680 E-mail: [email_address] Web: www.linkedin.com/in/josephocchino
    2. 2. In the Beginning: <ul><li>God created…Light </li></ul><ul><li>Then, He created…Man </li></ul><ul><li>Then, He created…Woman </li></ul><ul><li>And then, the problems began  </li></ul>
    3. 3. Time: <ul><li>Is the currency of the world </li></ul><ul><li>Our most precious resource </li></ul><ul><li>“ People who would never think of committing suicide…think nothing of dribbling life away in useless minutes & hours every day” </li></ul><ul><li>-Thomas Carlyle </li></ul><ul><li>What are you doing with it? </li></ul>
    4. 4. Everything I’m About to Tell You: <ul><li>Is based upon 30 years experience </li></ul><ul><li>Has been tested in the real world </li></ul><ul><li>Is not just a lesson in work life balance - it also establishes focus and clarity </li></ul><ul><li>Can be easily implemented and even improved upon </li></ul>
    5. 5. Here’s the good news: <ul><li>It won’t take you 20 or 30 years </li></ul><ul><li>Three things: </li></ul><ul><ul><ul><li>Understand some foundational principles </li></ul></ul></ul><ul><ul><ul><li>Set proper goals & properly set goals </li></ul></ul></ul><ul><ul><ul><li>Take action </li></ul></ul></ul>
    6. 6. Foundational Principle #1 <ul><li>Everything comes down to: </li></ul><ul><ul><li>Behavior </li></ul></ul><ul><ul><li>Attitude </li></ul></ul><ul><ul><li>Technique </li></ul></ul>
    7. 7. Improve your BATting average A ttitude T echnique B ehavior COMMITMENT LINE GOALS
    8. 8. Foundational Principle #2 <ul><li>All lasting change has 5 components: </li></ul><ul><ul><li>Desire </li></ul></ul><ul><ul><li>Commitment </li></ul></ul><ul><ul><li>Teachable </li></ul></ul><ul><ul><li>Action </li></ul></ul><ul><ul><li>Accountability </li></ul></ul>
    9. 9. My Story <ul><li>Formed by values – What do I live by? </li></ul><ul><li>Those values drove me to desire proper work life balance (manage my behavior efficiently) </li></ul><ul><li>Made a commitment </li></ul><ul><li>Taught - Learned </li></ul><ul><li>Took action – practiced and used </li></ul><ul><li>Owned it – internalization </li></ul><ul><li>Accountable </li></ul><ul><li>Lather, rinse, repeat </li></ul>
    10. 10. My Roles: <ul><li>Husband </li></ul><ul><li>Dad </li></ul><ul><li>Son </li></ul><ul><li>Social – Friends, Civic </li></ul><ul><li>Business Development Professional </li></ul><ul><li>Teacher </li></ul>
    11. 11. Get Organized: <ul><li>Limit what you keep </li></ul><ul><li>Every machine has a paper trail </li></ul><ul><li>Create “Hot Files” </li></ul><ul><li>Touch something only once </li></ul><ul><li>Use technology productively </li></ul>
    12. 12. Halftime – The move from success to significance: <ul><li>What game (business) are you in? </li></ul><ul><li>How did you play the game’s first half? </li></ul><ul><li>What adjustments do you need to make? </li></ul><ul><li>How will you play the game’s second half? </li></ul><ul><li>What legacy will you leave? </li></ul>
    13. 13. Finding True North <ul><li>What is your Hedgehog? </li></ul>Passion Economic Engine Best in World
    14. 14. Your Secret Wealth <ul><li>USP or USA </li></ul><ul><li>Leverage – True “Multitasking” </li></ul><ul><li>Optimization </li></ul>
    15. 15. New Game of Marketing <ul><li>New Thinking – Throw the box away </li></ul><ul><li>Direct Response – Test & Track </li></ul><ul><li>Message to Market Match – Position as Expert </li></ul><ul><li>Online & Offline – Integrate or Disintegrate </li></ul><ul><li>Interdependence – Strategic Alliances & JV’s </li></ul><ul><li>Effective Marketing = Redeemed time = More $$$ </li></ul>
    16. 16. The Value of a Coach <ul><li>Motivation & Support </li></ul><ul><li>Unconditional Encouragement </li></ul><ul><li>Catalyst in effecting lasting personal growth, balance and contentment </li></ul><ul><li>Formal Accountability </li></ul>
    17. 17. Our Mind: <ul><li>Divided into Conscious and Sub-Conscious </li></ul><ul><li>Desires Order </li></ul><ul><li>Great Lengths to Maintain Order </li></ul>
    18. 18. Closing the Back Door <ul><li>New Order (Next Level) </li></ul><ul><li> </li></ul><ul><li> (Chaos) Close Back Door </li></ul><ul><li>Order </li></ul><ul><li>(Old Level) </li></ul>
    19. 19. Goal <ul><li>is specific and easily measured or quantified. </li></ul><ul><li>It is realistic, attainable and tied to a time frame </li></ul>
    20. 20. Goal Setting <ul><li>Self-Discovery </li></ul><ul><li>Brain Storming </li></ul><ul><li>Develop Purpose – Bigger than Self </li></ul><ul><li>Be Other Focused </li></ul><ul><li>Start at the End </li></ul><ul><li>Communicate It! (Write it Down) </li></ul><ul><li>Share It! (and Win Others to It) </li></ul>
    21. 21. Time (Behavior) Management: <ul><li>What is Your Time Worth? </li></ul><ul><li>Estimate it’s Value – The Ideal Day </li></ul><ul><li>Behavior Management Begins With </li></ul><ul><li>“ filtering” & “blocking” </li></ul><ul><li>Eliminate Overcommitment Use The Anointed Word! </li></ul><ul><li>Recognize the Time Vampires and… </li></ul><ul><li>Drive a Stake Through Them! </li></ul>
    22. 22. Time Vampires: <ul><li>“ Have You Got a Minute?” </li></ul><ul><li>“ I Just Have One Quick Question…” </li></ul><ul><li>“ Let’s Have a Meeting!” </li></ul><ul><li>Procrastination </li></ul>
    23. 23. Mistakes I made along the way: <ul><li>Not engaging (early on) in valid objective self discovery assessments to help me understand behavior, attitude and technique. </li></ul><ul><li>Not hiring an assistant from the start. </li></ul><ul><li>Not hiring a coach earlier (formal accountability). </li></ul><ul><li>Not being decisive enough on opportunities, taking rapid action and effectively implementing strategies immediately. </li></ul>
    24. 24. Work Life Balance <ul><li>Make a Commitment to It </li></ul><ul><li>The Scariest Thing You Face </li></ul><ul><li>Don’t be like Brock (Face Your Giants) </li></ul>
    25. 25. The Transportation Business: <ul><li>Which line would you like to be in? </li></ul><ul><li>Asking for directions – How can I get started telling you where to go if I don’t know where you are coming from? </li></ul>
    26. 26. In Closing: <ul><li>Two Ways to Get Started: </li></ul><ul><li>Rapid Action & Implementation </li></ul><ul><li>Take the blood test </li></ul>
    27. 27. Remember: <ul><li>“ In the end, it’s not the years in your life that counts, it’s the life in your years.” </li></ul><ul><li>-Abraham Lincoln </li></ul>

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