In turbulent economic times, working in the financial services industry can be quite challenging. Even when recovery is on the way investors are sketchy, fearful and almost hostile towards anyone in the industry. Although it’s not easy to win during such a global economic crisis as a financial services professional, it is possible, let me explain:

You know money is a lot like winning. If you don’t care about it, you’ll never have any. Any money. Or any wins. If you are a financial services consultant or sell financial products you might wish to make a note of it. If the financial company you work is having difficulties in this market, it can become a catch-22 if you do not do it right.

For instance, you need to make money to live well, but if you sell people financial products that are not appropriate you’ll lose your way for violating your integrity. Thus, you have to think of it this way; You must make money, by making other people money, or make money by saving people money.

Therefore you are doing a valuable service for them, and thus, YOU deserve the money you make. And if you are successful in your services to help them make money, you will get referrals and have no trouble asking for referrals, because? Well, because you have earned them and YOU deserve the money you’ve made.

Many financial firms have quotas, and since that type of sales is a numbers game you have to obviously focus on the number of folks you get in front of and talk to. I suppose they already told you that you need to see X amount of people a day, week, month, to meet your goals.

All goals should be broken into sub-goals and you must treat the sub-goals as important as the main-bigger goal. Always remembering “service first” in other words YOU resolve to help people make money or keep more of the money they make.

Maybe to help you in this dilemma, set your goals to how much money you saved or helped grow for other people and set that goal in the millions of dollars per week or month? Whatever number that should correspond to your firms goals.

If you find you cannot make people money, say due to the economic situation, consider how much you saved them from losing now, and as the economic factors shift how much money you grew their portfolio, investment (s), etc. If you find a better way to make them more money on their money or grow their nest egg with a different firm, then quit and work for the better company.

This will give you a strong personal conviction in what you are doing. You must have PURPOSE to win, (participation without purpose is not noble, it’s just busy work) a reason and one which matches your personal character.

If you had a low personal character or integrity value, then you’d need to go take care of that prior to focusing on making money, otherwise you will set yourself adrift towards a dead end. Think of it like Niagara Falls, it’s important to know it’s there, just don’t go over it.