Letting Go Of Desire As A Banker | Ep 12

Banking on Sales Success with Brian Drake

In today's episode, we're diving into a powerful concept – the impact of releasing your desire as a banker. Specifically, we're talking about the desire for your clients to say yes when you recommend a meeting with your advisor.

In this episode, I'll share a valuable lesson I learned through my coaching experience. This lesson was born from working closely with one of the earliest members of my coaching program.

Back in February, this banker joined my program with the goal of achieving 10,000 PVCs. Initially, progress was slow due to the lack of a structured process. But as we developed a clear framework, something interesting happened. Momentum started building, and appointment after appointment was scheduled.

What changed? It came down to a simple realization – the banker had let go of the emotional attachment to the outcome. This shift in mindset had a profound impact on his results.

We often overlook the power of releasing the need for a specific response. The truth is, clients can sense our intentions. If you're more invested in getting them on the calendar than they are, trust can waver.

Consider this analogy: Imagine offering someone a sandwich. You don't really mind if they say yes or no – it's about their preference, not yours. Similarly, detaching from the outcome of a client's response builds trust.

As you engage clients and recommend advisor meetings, strive to suppress emotional attachment. The more you practice this, the more successful you'll be in securing appointments. Remember, trust is the cornerstone of your success.