You’ve Got A Lot to Lose! Client Appreciation and Acquisition With a Food Management Seminar!

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You’ve Got A Lot to Lose! Client Appreciation and Acquisition With a Food Management Seminar!
By Bob Davies

Before speaking at this past TD Ameritrade conference I was visiting with Rob Forrester from Alliance Bernstein. I invited him to listen to my program on performance excellence. I also mentioned that I had just finished several years of research on a program that would teach advisors a food management system that they could use as a seminar for their clients and referrals.

Rob commented that he thought it was a great idea. Not only does the advisor coach the client on growing their money for retirement but now he or she would be coaching them to be healthy when they start to get their money back.

Talk about differentiating yourself from your competitor and adding extreme high value in your service to your client. I always coach advisors that they need to give more of themselves to their clients, that they are their clients “life coaches” and that not only means safeguarding their money, assets and lifestyle for retirement but also preserving their health.

I know you’ve had a conversation with your clients where you’ve asked what money meant to them and how much is enough. Have you also asked what life would be like if they were able to lose 50 pounds or more? I’ll bet this is not on your review checklist and it has never made your product grid.

Why is that? I’ll ask you to consider because you were never taught it. It was never emphasized at a broker dealer conference. You just never thought about this being a part of your role for full service, until now.

Let’s look at the big picture and then we’ll come back to your circumstances and center of influence.

Our nation is in the midst of a public health crisis so profound that is it undermining our well-being, our economic competitiveness and even our long-term national security.

More broadly, the costs of obesity and chronic disease have become a major drag on our economy. Escalating health care costs are the main driver of our spiraling national debt, and obesity-related illness makes up an increasingly large share of our massive health costs. The obesity crisis is therefore not just a health crisis, but a major contributor to our fiscal crisis.

Over two-thirds of Americans are overweight or obese. One-third of American children are overweight or obese. And among children under the age of six, nearly one in five is overweight or obese. Obese people are far more likely to develop chronic diseases like diabetes, hypertension, asthma, heart disease and cancer. In short, obesity is the most urgent public health problem in America today.

This could be the first generation of children in the United States that lives less then their parents. We spend 2.2 trillion dollars a year on health care, over five times more than the defense budget. We pay more per person in health care then any industrialized country in the world. Yet we’re sicker than ever. Every minute a person in the US is killed by heart disease.
The U.S. government has a part of the blame. Subsidies to farmers to produce piles of corn and soybeans turned into high fructose corn syrup, hydrogenated oils are major contributors to the sweet tasting foods that are being produced that sell but are not good for you.

U.S. farmers now produce 3,900 calories per U.S. citizen per day . That is twice what we need. Since humans have a built in weakness for fats and sugar we have gotten fatter every year. We subsidize the cheap calories of processed foods with our tax dollars. A profit driven food industry has exploded and nutritionally bankrupted our caloric supply.

There’s no money in healthy people. There’s no money in dead people. The money is in the people in the middle, people who are alive, sort of, but with one or more chronic conditions. One out of three people born today will develop the crippling condition of diabetes in their lifetime.

Millions of others are so stimulated by sugar, coffee and energy drinks that they mask their chronic fatigue. Could there be a solution to all of these problems? A solution so simple that it’s mind boggling that more of us haven’t heard about it nor are using it?

Turning the tide of this epidemic will require leadership, first and foremost. All sectors of society must be engaged and all must take responsibility – from individuals and families to communities, institutions and government.

So why is this your problem or concern? Bill Maher stated in his comedic routine, “Someone has to stand up and say that the answer is not another pill, the answer is spinach.”

This is an excellent opportunity for you to be the source of a solution that your clients would not have had access to otherwise. Their physicians don’t know about nutrition. Even dieticians are spewing out information that is outdated, inaccurate or just too confusing.

The organizations that are designed to help Americans get healthy have no incentive to create success. If they do that then they are out of business. They create a dependency, lose some weight, buy our food, attend our meetings, stay on our program or you’ll gain it all back and that’s just what happens.

You are non-partisan. You have no agenda other than to be of service to your clients and their referrals. You get by giving and I’m going to teach you how starting right now.

Why is it so difficult for people to lose weight and keep it off? The reasons have to do with our human genetic coding, the way genes are turned on and off, the triggering of hormones, and other factors that are outside the scope of this article. Instead of going in that direction I’m going to just right to the solution.

I’ll ask you to accept that there are physiological and biochemical events in each of us that make dieting very difficult to sustain.

Also there are psychological processes at work. First, it’s perceived as being too hard. People fear cravings, they fear being hungry, they don’t trust willpower, they’ve failed before.

What I’m about to share with you will take all of that away and make you look like a hero in front of your clients and their referrals.

Hold a seminar on “How to Eat!” This is not a diet, doesn’t require willpower, and doesn’t require exercise, no cravings, no hunger and best of all its easy.

The best approach would be for you to use this food plan for 90 days. Go 90 days abstinent from sugar and flour. That’s right. Here’s the plan. It’s simple. Its three weighed and measured meals a day, no flour, no sugar, no snacking in between. Period! Eat breakfast, four hours later eat lunch, five hours later eat dinner. Eat dinner only between 4:00 pm and 7:00 pm, not earlier and not later.

I will give you the food plan. There is more that I can show you in terms of actually delivering a power point presentation as a seminar but that can come later.

The first step is for you to get on the plan yourself for 90 days. I promise you that your clothes are going to hang on you and you will feel better then you have in years. You will have no problem sharing this with your clients and using it as a recruiting event based on the results you achieve. It just requires rigorous honesty on your part and a willingness to change.

The food plan: 3 weighed and measured meals, no flour or sugar.

Step one: Get a digital body weight scale. Get your baseline body weight. Do not weigh yourself again for another 30 days.

Step two: Get a digital food scale. Weigh and measure every meal.

This is it. Here’s what you’re going to find. Most likely you will discover that you are not eating enough at breakfast and lunch. That’s what I found. There is plenty of food here. The key has to do with the speed at which carbohydrates are metabolized into sugar. You are getting such a healthy amount of fiber in this meal plan, remember, it’s not a diet, and you are not going to be hungry. You are not going to have cravings. There is no need for willpower, it will be easy.

Because your body is getting the proper nutrition probably for the first time and due to the slow and steady of the release of glucose into your blood stream, insulin, which transports the glucose into your cells is working efficiently. When people don’t eat properly they flood their blood stream with fast glucose from processed foods and insulin levels rise taking the excess sugar directly into the fat cells for storage.

This will be easy for you. Go shopping. Be prepared. Cook your food in advance, put it into baggies and take all of the decisions about eating completely away. You now have boundaries. You know what time to eat, what foods to eat and when to stop.

You can’t trust your body sensations to tell you this because you are genetically coded to binge when food is available to protect yourself from the times when food is scarce. You have to have a program, a plan.

The key is to have reinforcement, support and accountability to stay on the plan. Show this plan to your doctor and I promise you it will be blessed. Something significant will happen to you in 90 days.

I have seen people with big numbers use this to lose hundreds of pounds and keep it off. Once you have experienced this for yourself you’ll be having your assistant call your clients with an “each one reach one” referral campaign. You’ll be so excited to share the new you with your clients and their friends. If they haven’t seen you in 90 days you will get more compliments then you can imagine.

If you are interested in being supported on this 90 day journey make contact with me and I’ll provide that support. Your life may depend on it.

One last note. I’m a skydiver. Everyone knows that I’ve dropped 50 pounds over the last several months since skydiving is so weight sensitive. The manager of the Perris Valley skydiving facility came out of the restaurant with a plate of sugar and flour and started to sit down next to me to eat but stopped himself and said, “I’m not going to eat this in front of you” and then walked away.

I kept thinking, he thinks that I’m starving. If he only knew how easy this has been.

Are you ready to live excellence and then teach your clients the same?

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Permission granted to publish this article with Resource information included: Bob Davies High Performance Training, Inc. 949-830-9192 info@www.bobdavies.com www.bobdavies.com Permission also granted to edit this article.

Bob Davies
High Performance Training, Inc.
20992 Ashley Lane
Lake Forest, Ca 92630
(photos follow)

The Common Denominator of Success plus the Science of Forming Habits

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Six hundred members of the California Assisted Living Association made their way into the main ball room at the Hyatt Regency in Orange County, California for lunch and my 45 minute keynote speech titled, “The 1.2% Factor-How One Small Change Leads to Large Results”.

I was a bit apprehensive because of the time frame. I usually present a 90 minute program so I was challenged as a professional to deliver value in half the time. It’s rare that I have a local program close to where I live since I present all over the USA. I invited Jeff Golan, Regional Managing Director for Principal Financial Group to come hear me. I wasn’t sure if he could make it.

The program went off very successfully! The audience raved about the talk and only I know what I had to leave out because of the time frame. Breakout sessions followed 15 minutes after my program so I went outside where I had some flyers on a table and visited with those who wanted to speak with me. One of those was Jeff.

After the crowd dispersed Jeff and I found a quite place to chat. We talked about what he was in the beginning stages of building at PFG and what some of his challenges were. He explained how he already had a solid structure and system for teaching the advisor the “what to do and the how to do it” logical information. What he liked about what I do is that it is directed towards the most important issue, the individuals’ ability to form habits and to consistently do what they need to do to generate results. He promised to send me an old white paper, “The Common Denominator of Success” by Albert Gray.

A couple of days later an email with an attachment from Jeff arrives. I opened it expecting it to be some outdated boring what you can believe you can achieve type of stuff.

I am happy to say that this paper caught my attention immediately with the first quote:

“The common denominator of success-the secret of success of every man who has ever been successful-lies in the fact that he formed the habit of doing things that failures don’t like to do.”

Wow! This was written in 1940 and it is still a core underlying necessity today! Albert Gray delivered this at the NALU annual convention in 1940. Remember National Association of Life Underwriters?

What I plan to do with this paper is to add some of the scientific discoveries of the 2000’s on forming habits to the wisdom of Albert Gray. I’ll first reveal some of the most profound statements from Gray in his address.

“I had become convinced that hard work was not the real secret even though in most cases it might be one of the requirements.”

In one of my presentations I ask for a volunteer to come on stage. I ask them to state a goal that they have such as increase assets under management. Next I ask them what they need to do to reach this goal. For the sake of simplicity let’s say prospecting. Next I ask them to tell me three things that might stop them. One, busy with current clients, two, need to prepare for meetings with prospects, three, not enough time.

Now it gets interesting. I bring up three of the biggest guys in the audience. Each one of them represents one of the three obstacles just mentioned. Two guys stand in front of my goal setter and grab his wrist with their outside hand and hook their inside arm under the persons arm and the third obstacle stands behind the goal setter and puts their arm across the persons throat. I instruct them to resist and not to let him break through.

Here we go the competition. A person’s desires and commitment to action versus their obstacles. The person tries as hard as they can yet they will not break free. I yell “work harder” yet still no results, the 3 obstacles are just too strong. (You can watch this in action on my website, www.bobdavies.com demo video).

This is a perfect example that hard work is not the key. I ask the audience, “Did he try? Did he try hard? Did you cheer him on? Did it matter?”

I do give a solution here. The solution is to accept that he does have limitations and obstacles and to negotiate. Even though he has to prepare for prospective clients, meet with current clients and has limited time, here is what he commits to do this week.

To highlight Albert Gray’s first point;

  1. Hard work is not the difference.

Gray also made this statement;

 “Success is something which is achieved by the minority of men, and is therefore unnatural and not to be achieved by following our natural likes and dislikes nor by being guided by our natural preferences. We don’t like to call on people who don’t want to see us and talk to them about something they don’t want to talk about. Any reluctance to follow a definite prospecting program, to used prepared sales talks, to organize time and effort are all caused by this one basic dislike.”

This is as simple as I have ever heard the core issue stated. We are going to avoid doing things that we view as being uncomfortable. It’s that simple!

There are a number of scientific experiments that clearly show this. Put a rat in a cage with a gate. Place food at the end of a corridor and open the gate. The rat runs up the corridor and starts to eat the food.

However, we don’t let the rat eat. Instead we place it back behind the gate. Next we place a metal grid on the floor separating the rat from the food. We also place a shock on this grid; it’s called a “shock grid”. We open the gate; the rat sees the food and starts to run over this grid. It gets a tremendous shock and instinctively retreats away from the grid.

Now we take the shock off of the grid but leave the grid. When we open the gate this time the reality is that there is nothing stopping the rat from reaching its goal. However, what will the rat focus on? Will it focus on the opportunity to get the food or the past painful experience with the metal grid? The rat will remember the shock and will never go over that grid again. This is called learned helplessness.

It doesn’t matter what the truth is. The only think that matters is what is the rat paying attention to? The rat has what is called a “cortical limbic loop”. This is a protective memory where the outer area of the brain associated with wants, needs and desires and is linked to the middle area of the brain, known as the limbic system, which is associated with emotion, fear, avoidance and threats to survival. Just the sight of the metal grid triggers the limbic area and the rat is in automatic avoidance.

We are genetically coded to avoid activities that we view as being threatening. Our instincts trump our intentions.

Gray goes on to state that the biggest producers also do not like to do this prospecting either. It’s just that they have a purpose and have formed habits.

“Successful men are influenced by the desire for pleasing results. Failures are influenced by the desire for pleasing methods. It is easier to adjust ourselves to the hardships of a poor living than it is to adjust ourselves to the hardships of making a better one. Just think of all of the things you are willing to go without in order to avoid doing the things you don’t like to do.”

I couldn’t believe what a profound insight that Albert Gray had in 1940 that is as true today as it was then.

Again, Gray says;

“Every single qualification for success is acquired through habit. Men form habits and habits form futures. If you do not deliberately form good habits, then unconsciously you will form bad ones. He success habits in life insurance selling (and all selling) are divided into four main groups. Prospecting habits, calling habits, selling habits, working habits.”

Now the question is how do you form habits? I have the answer. This was helped by another 21st century discovery, brain plasticity. Go ahead and “Google it”. Isn’t that amazing? Google is now a verb!

Brain plasticity is the brains’ ability to form new neurons and neurological networks. A neurological network is a habit. In its simplest form it’s no more complicated than stimulus response. The alarm rings in the morning and off to the gym you go. You plan at the end of the week you execute your plan in those four areas as identified in 1940 by Albert Gray, it really is that simple.

A habit is a neuron that has dentritic growth to the cortex and to a structure in the limbic system called the amygdale. The cortex is the thinking and planning area of the brain and the amygdale is the emotional area. A habit also has dentritic growth to the hippocampus are of the brain which is now the wiring for memory.

The rat is hungry. It looks at the food but it has a protective instinct, a memory involving the hippocampus that links the metal grid with the amygdale as dangerous and to be avoided.

Humans have another layer to add to this. We use language to rationalize our avoidance and believe that the truth is that we were just too busy to make those calls.

I’ll end this by giving you a quick method to rewire your brain and form a new habit. Use behavioral contracts. Make one commitment to one activity this week they you are capable of doing but also know you won’t do unless you are held accountable to complete. Tell one other person that if you don’t take this action you will give them $100. You will instantly create a cortical limbic loop where the cortex, amygdale and hippocampus will view this penalty as the highest level of pain and instinctively compel you to avoid this pain by doing what you said you would do.

Yes it does take about 30 days for these dentritic projections to remain solidified and permanent so use this consistently and wisely and you will rewire your brain forming the habits you need for success. Albert Gray was absolutely correct even without knowing the science of it all!

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