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By David RichmanManaging Director, Advisor Institute

It's a term you learned in physics class for a property of matter that remains in an existing state of rest or motion, unless that state is changed by an external force. You may have guessed it—your biggest competitor is inertia, and you are the external force.

The holidays are often such a convenient reason to procrastinate, aren't they? Ironically, a new year can represent a propitious moment to tackle that inertia.

How can you be the external force that shifts clients from a state of inertia and inspires good decision-making? We believe the principles of positive psychology are the antidote to inertia. There is compelling evidence from the field of neuroscience and the study of the brain associated with the impact of positivity on all facets of our lives, including our interpersonal relationships.

Chasing Positivity® is a practice management framework that incorporates these principles through the application of 3 Dynamics:

  • Communicating empathically. Taking the other person's perspective, listening carefully and asking questions out of genuine interest during conversation.
  • Collaborating consciously. Actively listening to ensure others feel that their opinions matter, and that they are part of the decision-making process.
  • Inspiring action. Communicating empathically and collaborating consciously culminate with your ability to create motivating environments by using phrases and words rooted in positive psychology.

By leveraging the 3 Dynamics the next time a client conversation is stuck in a state of inertia, you can be the external force that turns complacency into action.

Bottom line: Take a moment and make a list of every client and prospective client who, over the last few months, asked you to "circle back after the holidays." As you work down your list, intentionally seek to bring the 3 Dynamics to each and every conversation.