One of the phrases leaders often recited at the bank was “bring your swagger, you’ve earned the right to ask for the business.”
I’ve often wondered, had we really?
If the team really had the confidence, believed they earned the right, the natural effect would be to extend an invitation to a client or member to work together. If they had it all going on, and were the best thing since sliced bread, then why did they struggle asking for the business?
I believe that people don’t ask for the business because they haven’t earned the right, and they know it. They don’t have the swagger or whatever moves that word alludes to (thoughts of Elvis come to mind), because they don’t think they’ve offered value or have something valuable to offer.Continue reading