With over 30 years in financial services, Phil Bender is a seasoned expert. In 2018, he founded Sea Captain Coaching, guiding over 250 clients to success. Phil emphasizes instilling core values like personal responsibility and a growth mindset in advisors. For prospective team members, he delves deep into work ethic, understanding their peak performances.

Prospecting strategies evolve with coaching stages. Early on, it's about discipline and process; later, it shifts to relationship building and targeted asks. Phil's own journey mirrors his teachings. Taking fear as a motivator, he meticulously followed advice during his early years. Now, he imparts wisdom on coaching the "uncoachable" by understanding their unique wiring.

Listen to hear Phil emphasize discipline, accountability, and taking ownership. Drawing from his life, he shares lessons from his father and his personal health journey. Structure is key. A structured day ensures alignment with goals. Identifying one's inclination towards discipline, responsibility, or accountability aids in efficiency. So, tune in to discover a transformative coaching experience.

Episode Highlights:

07:27 - In the beginning, it's all about discipline and process. Am I prepared to make an ask versus am I winging it? We do all this work to prepare ourselves for selling. We role play. Even on the phone, we role play. We go through that step by step process. Maybe somebody watches us. We do joint work. And then when it comes to actually doing the active prospecting, we just decide to wing it. We just let everything kind of fly.

22:39 - One of the biggest issues is career advisors getting in the way and basically, unwinding the training that was done. And I love them, but boy, they can really become a hindrance here because of their messaging.

32:31 - What I do when I work with somebody now is I find out how they're wired and then we make those three choices. They get to make three choices. You disciplined in this, responsible for it, or accountable to it. And then what we do is we take every task goes through that filter. And then as it goes through the filter, they start to realize, based on your comment, which is I become aware that I have this problem. I don't feel like crap anymore because I'm wired this way. I just have to deal with it. And then we set up structure for this to happen.

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Heather Price Consulting

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The Sea Captain Way for Financial Advisors