However, to truly implement the process, we recommend coaching with one of our trained coaches. Our coaching programs use proven techniques, scripts and other tools to help you implement the ideas other programs only talk about.

We offer:

• One on One Coaching
• Accelerate implementation of the process
• Group/Team Coaching for Elite Advisors
• Once a week teleconference classroom for 12 weeks (maximum of 5 advisors)
• Group/Team Coaching For New Advisors
• Once a week teleconference classroom for 12 weeks (maximum of 5 advisors)
• Website Membership
• Takes the book a step further with articles, multimedia, monthly webinars
• Corporate Consultation (minimum 25 hours)
• Our experienced team will meet with you and analize your needs and give you support during the training process
• Full Day Program with Keynote Speaker
• A Supernova coach will spend the day with your advisors including a keynote speach and break out sessions with time for problem solving and Q & A
• Keynote Speaker
• Supernova coaches are available for your next event

“I encourage young people to strive for leadership and excellence knowing that success will come naturally with time”
-Rob Knapp

The Supernova process will bring balance to your life, improve the overall focus on your practice and give you the time to grow significantly.

For many financial advisors, this is easier said than done. From being naturally pessimistic to getting too busy to think about the future, there are a lot of excuses for avoiding business planning. Especially when planning is predicated on a mental picture of what success will look like.

Yet, time and again, we hear from world class athletes and business leaders who credit a big portion of their success to the fact that they pictured it long before it happened. Success was not an accident; it was intentional. Their mental picture of success helped them formulate a path that allowed them to achieve their ultimate goals.

Are you ready to give it a try?

Then it’s time for some simple reflection. Shut your door. Turn off your phone. Ignore your computer for the next 30 minutes. Clear your mind.

Now, use these questions and statements to get your mental picture started…

• Imagine yourself at the end of 2012, in a couple years, at the end of your career or all three – the timeframes are up to you.
• Picture the successes you will have achieved – no matter how big or how small.
• Think about how you will look and feel – to yourself as well as to the people who are important in your life.
• Think about the recognitions you will receive – industry, company, community and family.
• Consider your personal life – what does success look like away from your business?
• Remember, it’s YOUR picture of success, don’t second guess yourself – you don’t have to worry about what other people will say or think.
• What other thoughts do you have?
• What questions haven’t you answered?
• Now…write it down – it could be a short paragraph, a few sentences or just a handful of bullet points…the format doesn’t matter.

How did that feel?

If you were patient and truly allowed your thoughts to flow, you probably feel relaxed and rejuvenated. You may even be excited. Remember this feeling, hold onto it, and be prepared to build on it.

As time passes, take time to regularly reflect on your mental picture. Occasionally repeat this exercise. You may tweak your thoughts or even add to your vision. But most importantly, don’t back away. Develop your picture.

Success will surely follow!

(In next month’s post, I’ll share some ideas on how to build on your mental picture of success.)

As the interview begins, you’re given a flattering introduction that details your background. It’s as if you wrote the words yourself. And now, cameras rolling, the reporter asks his first question,
“Mr. Advisor, I’m impressed by your credentials. But sometimes it’s difficult to understand the differing roles of financial advisors. Please take a minute to tell the audience what you do.”
In the split second following the question, you think to yourself,
“Wow, that’s an easy question. I can really impress this audience filled with my potential clients. The phone will be ringing off the hook when I get back to the office.”
Unfortunately, the next thing you remember is your face turning blood red. You hope the makeup they made you wear for the interview will hide your embarrassment. You blew it…

The self-introduction (commonly referred to as an elevator pitch or Unique Value Proposition) you told yourself you’d “get to someday” wasn’t on the tip of your tongue. You stammered through a series of buzzwords and industry jargon that would have been appropriate for about a zillion advisors.

Do you get the picture?

Sure, this description and scenario are overly-dramatic. Yet, over the years I’ve had countless advisors tell me stories of missed opportunities. Someone (Mr. or Ms. Big) asked them what they did for a living and they were unable to answer the question comfortably.

I hope I’m not talking about you, but if I am, please don’t feel alone…you’re not! I notice this same routine over and over again both inside and outside our industry — in personal introductions, speeches, seminars, interviews…

Why is a self-introduction so tough?

After all, all it really takes is a little preparation and practice. Still, many advisors continually place this “chore” at the bottom of their “to do” lists, only to be reminded of its importance when they invariably miss an opportunity to put it to good use.
Now, don’t get me wrong, blowing a self-introduction is rarely fatal. It may ruin a first-impression, but with time and the right audience it can be overcome. But, why waste the time or take a chance?

So, you might be thinking, how does this specifically apply to me as a financial advisor? It’s simple: When someone asks you to describe your vision or, more commonly, what you do, they might be a potential client of your practice or someone who could make referrals. You should be able to respond with compelling clarity and without hesitation. They should want to know more.

Your response doesn’t need to be slick or filled with catchy sales language, but it should cause the inquisitor to pause and think about how they might interact with you on a business level. They should come away with a basic understanding of your unique value – who you are, what you do and why your clients do business with you.

Of course, they won’t have a comprehensive understanding of your practice, but they’ll probably say or think, “Wow, that’s different, I’d like to learn more.” Or, “My advisor doesn’t do that, why not?” This sets the stage for your next step in developing a future client relationship.

It is important that your clients and Centers of Influence fully understand your brand. Only when they specifically understand and can verbalize that brand can they be at their best in bringing prospects to you.
The best time to ask for a referral is when value is given and value is recognized. Always be aware of clients’ recognition of value. Many times that recognition is in the form of a “thank you”. Building your practice through referrals is not about you. It is about helping other people.

A very effective way to grow your practice is through community involvement. Supernova recommends being involved at the board level in one civic organization and one charity. This commitment to your community may take a while to lead to business but when it does, it usually pays off well. Make sure that you involve yourself in organizations where you have a passion.
It is important to work with a high degree of energy. You will accomplish more working with energy and your clients will feel your engagement. To consistently have that energy it is important that you exercise, eat well and get at least 7 hours of sleep per night.

Always be looking for an opportunity to speak to local organizations or your church. By becoming an accepted expert on a subject, you enhance your image and brand.

Growth is a key component of the Supernova Model. Dave Mullen, one of the original Supernova advisors and now an author and coach in his own right, uses the acronym LEARN when discussing drivers of growth.

C: Community networking leveraging your Natural and niche markets, combined with non-profit leadership
Once you have identified your niches create a 6-section folder for each of them and use it to keep track of the clients in that niche, their profit sharing plans and important dates on their calendar such as conventions and workshops. Join two community boards, one an arts board and the other a charitable board and be actively involved.

L: Leverage current clients to get new ones

Practice asking your clients what they value about your service and whom of their family and friends would benefit from the same level of service.

E: Expanding every client relationship you have so you are the one stop shop for everything they need.

Build products into the monthly calls by discussing mortgages, tax shelters, beneficiaries, insurance. You educate them about these things and they will ask you to help them.

A: Assets – gather every asset your clients are holding away from you

Develop a cash flow analysis for them and you will see where the assets are. Explain to the client you can’t do as good of a job for them if their assets are scattered in different places.

R: Retention Strategy to build a wall of confidence around them
By meeting with your clients monthly you will be giving them exceptional first class service and you will know where you stand with them.

Staying energized is critical to the success of a Supernova Advisor – your energy is contagious.  Walk into your office with an enthusiastic frame of mind and your team will extend this feeling to your clients and prospects.  Call your top clients while in a rotten mood and even your very best ideas will be poorly received.

And though it may sometimes feel as if you don’t control your disposition – you do.  The key is to quickly realize when you’re straying from a productive frame of mind and get back on track.  It may not always easy, but when you stop to reflect on your blessings or visualize impending success, tensions go away and your outlook improves.

Here are six tips for staying energized.  Each is based on the concept that success can be derived from a positive frame of mind.  From time to time you simply need to recover from the stress of the day before moving forward.

1. Count your blessings – Never take for granted the many good things which abound in your life.  Family, friends, good health, freedom and opportunity – just to name a handful.  Whatever has you down is more than outweighed by your blessings.  Close your eyes and visualize a fond experience or successfully achieving something you are working toward.  This simple diversion can be a quick cure for the blues.
2. Be inspired – A book with inspirational quotes, your bible, a favorite poem or a cherished letter can be calming texts.  Keep your inspirational reading in your desk drawer.  When the stress of the day makes you feel like your attitude is beginning to wane, close your office door, put your phone on “do not disturb” and spend 10 minutes refreshing your mind.
3. Listen to a favorite song – If music soothes the savage beast, it could certainly be a good tool for calming a rattled financial advisor.  Dedicate a few songs on your MP3 player to this purpose and keep it in your briefcase so you can pull it out when you need a lift.
4.  Take a walk – If a little physical exertion would be a better remedy, simply get up from your desk and take a walk.  It doesn’t matter if it is around the office or around the block; the key is to do it right away.  The more you put it off, the longer your problems will fester.  Alternatively, if you enjoy a daily workout, this might be a good time to head to the gym.
5. Call on your mentor – Most of us have a friend or mentor who can help us stay on track.  If you have such an ally, give them a call if you need a lift.  Whenever possible, keep it brief so you can get on with your day.  (Caution:  If this person is merely someone with whom you will commiserate and make the problem worse, find somebody else.  Two negatives do NOT make a positive.)
6. Mentor someone else – Some of us find the act of helping others to be uplifting.  Perhaps you have an assistant, a junior advisor or co-worker who looks to you for inspiration.  Allow them to help you when you are down by finding a way to give them a word of encouragement.  You will probably end up taking your own advice.
7.  The next time you find someone or something zapping your energy, put one of these simple ideas to work.  Regain your energy.  Your relationships and your business will all be better off.