Emotional intelligence today is really the most effective game changer for any financial advisor. – Greg Salciccioli  

Click to tweet

SHOW NOTES:

• [05:48] What Greg learned from one of my favorite business authors, Patrick Lencioni – and Patrick’s great strength that informed Greg’s own life and personal practice.
• [10:14] The crucial weakness Greg discovered that brings down so many ambitious leaders.
• [11:00] How to assess whether your ego serves yourself or others – and what to watch out for.
• [14:06] Brad introduces Greg to the 5 Minute Journal.
• [15:58] How Greg helps successful financial advisors who may not be aware that they have huge egos become self-aware – and turns this into a meaningful learning experience.
• [17:47] Why active listening and asking great questions are key to becoming better negotiators and salespeople in service of your clients.
• [18:24] The actual test Greg gives his coaching clients to determine their listening skills.
• [22:32] Why talking too much in meetings – and not asking enough questions – puts a hard cap on so many financial advisors’ salaries.
• [23:30] The questions Greg would incorporate into his first meeting with a new client if he were a financial advisor.
• [27:11] How Greg found his retirement advisor – and the reasons he built a long, sustainable, and lasting relationship with them.
• [30:09] Why Greg released his previous financial advisor – and what they did wrong that they still may not be aware of.
• [32:44] What financial advisors have to do to step up their game in order to attract and retain high net worth individuals.
• [38:03] Why it’s easy to lead from a position of weakness – and a real challenge to lead from genuine strength.
• [40:17] Greg shares a story of watching a billion-dollar leadership team meltdown because of a bad meeting that lasted less than 10 minutes – and what could have been done to prevent it.
• [43:01] Why bad habits breed like rabbits, lead to indulgence, and unravel so many achievers – and how having a trusted group of people with whom you practice self-disclosure can help protect you.
• [50:58] Why affirmations have to be true to really resonate – and what you can do to make affirmations even more powerful.
• [52:00] How Greg coaches Type A personalities to allow people to make mistakes as they learn – and how to bond clients even closer to you by being honest.
• [55:59] Greg’s favorite book he ever read and how it impacted his life.
• [57:46] Who Greg thinks of when he hears the word “successful” and why.
• [59:18] Why Greg thinks the way we text and email right now is absurd – and how he’d like to see ongoing, engaging dialogue change in the next 10 years.
• [01:03:18] The one piece of advice that helped lead Greg to success.

Many times, successful people are so busy pursuing success that they’re not stopping for a moment to think, ‘How do I sustain it?’ – Greg Salciccioli  

Click to tweet

SELECTED LINKS FROM THE EPISODE

• Coachwell
• The Enemies of Excellence: 7 Reasons Why We Sabotage Success
• The Ideal Team Player: How to Recognize and Cultivate The Three Essential Virtues
• The Five Dysfunctions of a Team: A Leadership Fable   
• The Five Minute Journal: A Happier You in 5 Minutes a Day

PEOPLE MENTIONED IN THE EPISODE