Maintaining the Momentum

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Success—we all strive to obtain it, but how many times have we been able to maintain the momentum that got us there? And, should we expect to keep that momentum up indefinitely?

Linda, a client of mine, was struggling with her business in all facets. She needed guidance to help get her back on track, someone to hold her accountable and a plan to evaluate her progress.  I worked with Linda on a weekly basis and over several months she began to see a steady rise in her production, she gained traction with her motivation and felt her confidence level rising. By the end of 2009 and in only a few short months, Linda had achieved the goals she had set earlier in the year that she was concerned about hitting.

As the first six months of this year passed, Linda was up 120 percent year-to-date for her numbers, had been designated a top producer by her firm and was reveling in a successful 2010. The resources from coaching were now ingrained in her everyday activities.

Last month, Linda and I met for a one-on-one session and I could tell that she was feeling burnt out. The success she had accomplished was fantastic, but what had been working for her over the past months no longer seemed to have their punch. During the previous two weeks, she had not been hitting her numbers, she was avoiding making calls and she felt that she had hit the wall.

I asked Linda if she would ever consider taking a two-week vacation. She responded with, “Absolutely not, there is too much to do and I am behind already.” I inquired what her pipeline looked like and surprisingly she said she had quite a lot going on but that she’d been procrastinating. Then I had her tally up the pipeline to discuss the potential business that she could close this month. She was even more surprised to realize that it could become her second best month ever!

I explained to her that it sounded like she needed to take a break but was not listening to her mind/body, so her subconscious decided to take a vacation for her. It is like riding a bike, sometimes if you are pedaling fast, you get tired and you have to coast to give yourself time to regroup, then when you are ready, you can pedal fast again.

Taking a vacation from doing a high level of day-to-day activities is a great way to recharge. We naturally take a break when our bodies tell us enough is enough and that it is time to sleep. So why not give yourself permission to take a scheduled break from your business?

Some may say that this is a recipe for disaster—advocating a decrease in activities which results in a decrease is success. However, if you have scheduled your business break, determined how long you will take (be it a one-week vacation or a fifteen-minute “vacation” from making the next call) and what you will do once you get back, then it is truly a recipe for success because you will be energized and ready to maintain your momentum!

Daniel C. Finley
Advisor Solutions Inc.
St. Paul, Minn.

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