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The Achievement Cycle

It’s a must for affluent client acquisition.

We’ve all been there – lacking motivation to do those tasks which we’re dreading. We put off the important, substantial work in favor of something we deem easier. The reasons can vary: we lack confidence, we think the work is boring, or the task seems too large to even start. We say to ourselves “I’m not really up to (insert high-impact activity). I think I’ll (insert low-impact activity) instead.”

This is known as the “non-achievement cycle,” allowing negative feelings to impact thinking so we can make an excuse to do something less uncomfortable. By allowing this cycle to take hold in our thought patterns, we’ll be much less productive in our affluent client acquisition efforts than the advisor who recognizes its destructive power.


Set a Goal, Then Do, Think, and Feel

The achievement cycle starts with setting your goal. The next step is taking action, which is completely under your control. That’s how you break out of your non-achievement comfort zone—by doing.

After observing the financial salespeople he had managed for years, Albert Gray, motivational speaker, told his 1940 NALU Convention audience, “The common denominator of success is simply this: Successful people do what unsuccessful people are not willing to do.” This is timeless advice. Doing is the key to successful performance. The achievement cycle is doing first, thinking about what you achieved second, and then feeling good about your success third.


Avoid The Non-Achievement Cycle

The non-achievement cycle works completely backward. The sequence is feeling,thinking, then doing. Negative feelings cause us to make excuses not to do what we should do. As a result, we remain in our comfort zone. Staying in our comfort zone leads to inactivity, which leads to poor results, which ultimately dampens our self-esteem.

If you can learn to recognize the non-achievement thought patterns in yourself, you’re well on your way to reaching your affluent client acquisition goals. Use the achievement cycle to break out of your comfort zone. Learn more about the achievement cycle and acquiring affluent clients at www.hartfordfunds.com/affluent.

Get Out of Your Comfort Zone

Matt Oechsli and Stephen Boswell, from the Oechsli Institute, provide tips on implementing The Achievement Cycle.



The Oechsli Institute is not an affiliate or subsidiary of Hartford Funds.