So, you thought getting through last year’s market downturn was the biggest test of mental toughness you had ever faced. Well, it isn’t over yet, and you will need to apply to 2009 those same principles of staying positive.

As you meet with clients over the next while and continue to deal with volatile markets, staying positive and motivated will continue to be important. After all, you can make all the right moves — hold client meetings, talk to clients and prospects on the phone, return calls promptly — but if your attitude isn’t positive, you aren’t likely to be successful.

As you think about your resolutions for 2009, consider whether you need to include explicit strategies to stay positive. Here are 10 strategies that can help you stay positive and meet the challenges of the period ahead.

> Set Out Key Priorities

Feeling overwhelmed and out of control drains energy. Many advi-sors with whom I have spoken say just showing up at the office and returning calls has taxed them to the utmost. By the end of the day, they have found themselves physically and mentally exhausted.

To counter that, spend 10 minutes at the beginning of each day laying out the critical things you have to do that day. Or consider making this the last thing you do before you leave the office for the day. That way you hit the ground running when you arrive in the morning.

> Set Goals For Daily Activity

One advisor talked about having difficulty some days making more than one or two phone calls. Don’t leave something that important to how you are feeling at the moment. Set a minimum threshold of activity for each day, below which you won’t drop — no matter how hard it may be.

> Tag-Team Difficult Meetings

In a recent advisor round table, a couple of participants mentioned that they asked another member of their team or their branch manager to sit in on particularly difficult meetings. Having a second person to reinforce your comments, to bounce ideas off and to diffuse tension can make a big difference in a meeting’s dynamics.

> Make The Toughest Calls First

We all have calls we hate to make and hate to return. The problem is that the longer you postpone making or returning tough calls, the more daunting they become. They hang over our heads and drain our energy.

A simple rule of thumb: if you have a tough call to make, make it first thing in the morning. If you get a message that’s going to be difficult to respond to, return the call right away.

> Recognize The Warning Signs Of Flagging Motivation

Even when meeting with clients or talking to them on the phone, you won’t be effective if your motivation is at less than a minimum level. If your enthusiasm is dragging, take a break to get some fresh air. Take a quick walk or, perhaps, a quick run to Tim’s or Starbucks. (See story on page B8.)

Everyone is different. Pinpoint what you can do to get recharged when you find yourself flagging. If you have to take a five-minute break between every meeting to be effective, then do it. In fact, you may want to schedule 15-minute morning and afternoon breaks into your agenda — and use those breaks to inject some fresh air into your system.

> Refuse To Be A Victim

General Electric Co.’s legendary former CEO Jack Welch points out in his books that self-pity is one of the most destructive and energy-sapping behaviours you can engage in. Yes, it’s unfair that markets are insane and some clients are unreasonable. But accept this for the reality it is and move on. Every minute spent engaging in self-pity is one minute too many.

> Reward Yourself

Sometimes, internal motivation isn’t enough and we need external incentives to see us through. Something as simple as looking forward to a quiet dinner out on Friday night with your spouse as a reward for making those challenging phone calls and holding those tough meetings can make the difference. These little rewards can provide that extra bit of motivation.

Reward yourself as well with extended breaks from workday stress. This can be a three- or four-day weekend away in which you have a chance to recharge your batteries and gain perspective.

@page_break@> Boost Your Energy Level

Keeping our energy up is always important, but it’s essential in times like these. We all know the ingredients to high energy: getting enough sleep, maintaining a healthy diet and exercising. A moderate workout to start the day can have a big impact.

And don’t underestimate the effects of fresh air and sunshine on your energy level.

> Stay Positive

A positive mindset is as contagious as any flu. Seek out people in your office who are positive and upbeat to share coffee or a sandwich at lunch. And work hard to be positive yourself. Edward Jacobson, author of Appreciative Moments, suggests finding the opportunity to make at least one honest compliment twice a day — something he calls “filling peoples’ buckets.”

And stay away from negative people. Just as talking to positive people gives us energy and motivation, spending time with negative people drains it. We all know people who are perpetually down and mad at the world; they suck the energy out of every room they’re in. If you have a “woe is me, the world is ending” person in your office, my advice is to stay clear of them.

> Finally, Laugh It Off

If you’re really down after a tough day, on the way home rent the funniest DVD you know of and watch it — twice, if necessary. Laughter is a proven remedy when we’re down in the dumps and it is much cheaper and less guilt-inducing than that bottle of wine or box of chocolates. IE

Dan Richards is president of Strategic Imperatives Ltd. in Toronto. For other columns and to access Dan’s blog, go to
www.investmentexecutive.com.

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