Readiness: Are you doing what it takes?

By Michael Goldberg

Knock Out Networking

Remember these lines from the movie "The Untouchables"? The following excerpt is from a scene when Malone, a cop on the beat (played by Sean Connery), offers some perspective to Eliot Ness (played by Kevin Costner) on how to stop Al Capone:
    You said you wanted to get Capone. Do you really want to get him? You see what I’m saying is: What are you prepared to do? And then, what are you prepared to do? If you open the can on these worms you must be prepared to go all the way. Because they’re not going to give up the fight until one of you is dead. You want to know how to get Capone? They pull a knife, you pull a gun. He sends one of yours to the hospital; you send one of his to the morgue! That’s the Chicago way! And that’s how you get Capone. Now do you want to do that? Are you ready to do that?
Great scene! In fact, you never really know what Ness is prepared to do until the very end of the movie.

What are you prepared to do?

Readiness is a concept I've been discussing lately with advisors and other sales producers. I realized that most advisors aren't ready to do what it takes to make a positive impact in their practices. Why? Because many don’t know where to start, where to go, what to say, and with whom. Most don’t even know what they want. It’s no wonder most advisors aren't ready!

Of course, there are those advisors who think something will happen soon, that it’s just a matter of time. Still, others have given up and are simply going through the motions. Then there are those who feel they have no value (or little value) to offer at all. Which one are you? When will you get over yourself? Are you ready?

If so, here are the seven steps to developing the relationships necessary to grow your business:
  • Readiness
  • Modeling
  • Target marketing
  • Communication strategies
  • Location
  • People
  • Staying in touch
Notice the first step is being ready. Are you? If so, I’ll explain these concepts in more detail in the coming weeks.

And that’s how you get Capone!