Attitude is the essence of success

In this article we shall be looking at how our attitude, and the attitude of those we seek to serve or to which we provide a service, can help or hinder our achievements.

I'm sure, like me, you have heard that "attitude is the essence of success". But whose attitude? Essentially in the financial services business, there are a number of parties involved. These can be summed up by identifying oneself as a ‘server’ or as one being served. For example, at the point of sale there is the client (being served) and the adviser (the server). In a training or supervisory situation the same roles apply. The trainer or supervisor is the server, and the delegate or trainee is the served.

Either party needs to control their own attitude. A negative attitude by either party can be very destructive. My own observations have led me to conclude that the person who is gripped by a negative attitude seeks to justify it, and such justification is seated in self-pity. Even when our own attitude is positive there is always someone who will try to drag us down to his or her level. An example of this would be where someone had a previously bad experience, or considered such requirements as a waste of time.

So, it is important to guard against being drawn into a destructive thought mode. Robert Schuller makes some valid points in his book, "Tough times never last but tough people do." In it he shows how to manage a problem positively. Why is it necessary to learn how to handle problems? - because everyone has them! The 'arriver' often has more problems than the 'striver'!! Great dreams of great dreamers are never fulfilled, they are transcended. Every problem has a limited time span. Every problem holds hidden opportunities. Every problem will change you. You won't be the same once the problem has been solved. You can choose what your problem will do to you. Although we can't control problems, we can control our reaction to them. If you can't resolve a problem, you can manage it. In the current climate of T&C requirements, can we afford to overlook the way that our attitude affects the process of preparing others to give financial advice?

There are a number of areas where improvements in attitude we make will have a beneficial effect on those we serve. Firstly, there is our appearance. A person who takes care and pride in their appearance is more likely to take care and pride in their work. It gives the right initial impression of one and helps others to feel confident in our presence.

Secondly, control. Creating an environment where others allow us to quickly and effectively move through the training or supervisory process. Being well organised and confident creates within the mind of others feelings of confidence and trust.

Thirdly, our conduct, where verbal consideration and courteous behaviour will be attractive to others.

Fourthly, motivation is important. A motivated person or group will become curious, involved, and hopefully imaginative enough to consider ideas and action. I can remember a time when someone challenged the need to ‘provide all these figures’ for a course he was on. I asked him to allow me to develop that part of the course and promised him that he would see that there was great value to him as he compared his activity figures with those of his colleagues. He accepted my ‘promise’ and when we came to that part of the programme, he became most interested, and in his own words learnt much that would enable him to improve his own performance.