Heroes, pt. 2

The Hero’s Journey, Part 2 

The hero's journey has been used in literature, mythology, and popular culture for centuries. In whatever form it takes, it is essentially a story about a protagonist who goes on an adventure, faces challenges, and ultimately returns home changed. 

The hero's journey was first popularized by Joseph Campbell, who identified this common pattern in stories from around the world and across time. Better still, let’s turn to Star Wars. Luke Skywalker has lost everything. Not knowing where to turn, he joins Obi-Wan Kenobi, who offers hope for the future and a plan to rescue Princess Leia from the evil Darth Vader. Along the way, he faces challenges and makes allies. He eventually defeats Vader and emerges as a changed person. 

While Luke is the hero, he’s not the expert. Let’s face it, Obi-Wan is wiser, better with a light saber, has a plan, and the dude harnessed the power of The Force. 

“Luke, you can barely tie your shoes. But I’m going to help you become the greatest Jedi of them all.” 

The point? Well, in the last article we learned about studies that demonstrated how much people like talking about themselves, and the value, when talking with a prospect, of being a great listener and allowing your prospect to be… 

…the hero of the conversation. See how neatly this fits in with the Hero’s Journey concept? As a financial professional, you can handle the proverbial light saber like a Jedi, and you know how to destroy the Death Star. But when you help your client go from being a character with a problem, to one with a guide and plan and eventually to being a hero, your client feels great. They trust you. And they’re more likely to refer others with problems to you, their trusted guide. 

Have you been a Jedi to your clients? I’d love to hear some of your experiences with clients who might have not understood their challenges, but with your guidance became stronger and wiser. Write me at rickweissinger@rickweissinger.com .