The Advisor Institute: Coach's Corner
What might get in the way?

Practical messages intended to help you elevate the success of your practice.

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      By David RichmanNational Director, Eaton Vance Advisor Institute

      For months, my days have been peppered with the virtual delivery of "This Is Your Time" to advisor audiences. The central goal being to help advisors see the potential of these difficult times:

      "This is YOUR time, not despite the fears, anxieties and uncertainties associated with this persistent coronavirus, rather precisely because of it."

      Having just taken a break over the July 4 weekend, my return was met with many difficult conversations. My conclusion from this statistically insignificant sampling of advisor sentiment is perhaps the cumulative effects of this extraordinarily far-from-normal life we are living is starting to take its toll.

      For help, I turned to my friend Roger Brunswick, M.D., who has been practicing psychiatry for over 30 years. My question was straightforward:

      "How can I inspire advisors to seize this moment to deepen client connectivity, bring value to tomorrow's clients and fortify relationships with their inner circle when they themselves are feeling down?"

      This seemingly straightforward question tapped into a reservoir of keen insights, including a quick primer on "stoic philosophy," which asks us to reflect on our own lives and provides a framework as to how one might approach that examination. Here are some highlights for your consideration:

      • We are having our own reactions to, in this case, the impact of the pandemic. These thoughts and feelings can weigh us down and can drain our enthusiasm.
      • What stories and narratives are we telling ourselves during this pandemic? What elements have no factual basis? For example, we may tell ourselves that the pandemic will be over by the end of the year when a vaccine comes on line or we may believe that our lives will never be the same. These assumptions set up expectations that may get us into emotional difficulties.
      • Learn to let go of that which you cannot control. Focus on what you can control and take a "wait-and-see attitude" about the rest. This can free us up and restore the energy that we need to connect with clients.

      Bottom line: It is hard to be a source of strength if you are feeling burned out. Take time to take care of you.