Last weekend, while channel surfing, I came across the Tom Hanks movie "Cast Away". If you haven't seen the film, Hanks portrays a FedEx exec who crash lands on an uninhabited island – think "Gilligan's Island" without the Professor and Mary Ann et al.
As Hanks finds out in this more realistic version of the oft-told desert island tale, life on the island is not a box of chocolates (or even one of Mary Ann's coconut-cream pies); it's full of obstacles to overcome and hurdles to clear.
The challenges to survive are numerous – the search for food, potable water, shelter – and, sometimes elusive, as in the human need for friendship, to make a connection.
For fear of giving away too much, I won't spoil how he achieves these goals, but the key is – he does. The size or complexity of the challenge did not deter him; it only made him work harder, or at times, smarter.
As an advisor, you're faced with challenges every day – how to work smart and effectively for your client. Are you hitting your goals? If not, you might want to take a look at our cover story "Ten steps to prepare prospects to say ?yes.'" (Page 109)
