401(k) Sales Success Takes GRIT

If you aren’t one of the 11million to have already watched Dr. Angela Duckworth’s TED Talk entitled, The Key To Success? GRIT, I encourage you to do so. Here is the link, http://www.ted.com/talks/angela_lee_duckworth_the_key_to_success_grit. Dr. Duckworth has recently published a book entitled, GRIT: The Power of Passion and Perseverance. I concur with her belief that the combination of passion and perseverance or GRIT, is a greater predicator of success over IQ and talent. And that GRIT knows no restrictions; young and old, male and female can develop GRIT.

I have monthly conversations with Advisors that I coach. The #1 topic we discuss is their persistence with the execution of their prospecting activities defined in their business plan. We discuss their perseverance, their stick-to-it-ness. GRIT is the combination of passion and perseverance, but perseverance without passion is like a rocket without a guidance system. My Advisor clients have the passion, it’s their persistence we discuss.

Persistence is a never ending asset of yours when you choose to draw upon it. Your ability to persist is the force advancing you through your journey and it is fostered by your business plan where you defined your expectations for your prospecting activity outcomes. When things just aren’t happening fast enough, it’s the defined activity outcomes that enable you to discipline your disappointment and carry-on.

Persistence is a common characteristic of all successful people no matter their expertise, and that includes those owners and key executives you want to speak with. 401(k) Sales Champions will tell you that after their persistent pursuit of prospects over a prolonged period of time they hear the decision maker finally say, “I know who you are. I get a call from you every month. I know who you are.”   Focus on your passion to serve the group retirement plan market and persist. Continue to develop your GRIT and achieve the success you want from your 401(k) business.

Christopher H. Barlow
Managing Director
KnowHow 401(k), LLC
cbarlow@knowhow401k.com
May 2017

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