Adapt to change

- The only constant in life…and the financial services industry is change.…From legislation, regulations, competitors, and scandals,…if your sales process takes more than a couple of days,…odds are, your buyer and your sale…will be impacted by change.…Our brains are naturally a little resistant to the unknown…because our brains want to keep us safe and secure.…That's why a lot of buyers and sellers…shut down in times of change.…You need to be different.…

You need to be the one who steps up.…Sometimes these changes will directly impact your sale,…like a security regulation or a spending freeze.…And sometimes, they might impact you a little less directly,…like making your buyer anxious…or shifting the strategic objectives…you had attached your value to.…To deal with change, both direct and indirect,…we teach our clients the AMB method.…Articulate reality, move it forward, and build confidence.…

First, articulating reality.…If something is changing, you need to acknowledge it…and it's best if you're first to bring it up…