Mr Helder, a behavioural modelling specialist who spoke at The Adviser’s Better Business Summit earlier this year, says in order to become a great broker you need to act like one.
Acknowledging that there is no silver bullet for business success, he suggests that brokers should act as if they already are successful and take note of what other successful brokers would do, who they would be calling and how they would be behaving.
“I think it's about coding success. Who are the best? Let's find out what they do and start to code that business, start to code that behaviour pattern, start to code what they do,” he explained.
“At the end of the day you've got people in this industry who are absolute champions. Again, I'm going to look at it and say I don't have to take all of those things, but I might just pick two from you… and just go, you know what? There's two things here, if I put these things into place it's going to make a big difference.”
Mr Helder also stressed the importance of “useful belief”, wherein people use an “If I believe” mentality: “If you believe there's opportunity everywhere, you'll find that opportunity. If you believe it's tough times, your brain will go find that, too. So question: what's a useful belief about our marketplace?”
However, he warns brokers against becoming fixated on elements outside of their control and things that they will not change. Rather, Mr Helder suggests that brokers should implement the “act as if” philosophy and have an “if I believe” mentality, while putting in place a plan that leads to growth while responding to contingencies.
“I imagine the brokers that do take that time to prepare themselves for what's coming, make sure they've got a plan to nurture those relationships, to build those relationships, to make sure that there's not a greater offering in technology than… by dealing with me… Those are going to be the brokers that are going to succeed.”