Archive for April 2010
Leadership
We live in a changing and uncertain world, wouldn’t you agree? These challenging and turbulent times are a source of stress for most of us. We want to know how to move beyond that stress. Research tells us that death is not our greatest fear. But, fear of the future is actually number one. Most…
Read MorePush & Pull
Last week, we mentioned the “push-of-needs” that can help overcome inertia. As commissioned insurance professionals, we are virtually unemployed every morning unless we have an appointment with a new or existing client. Without an appointment, how do we get motivated to get going? We may have some pressing needs to get busy and produce income;…
Read MoreDiscontent
Have you ever wonder where internal motivation comes from? Research tells us that all human achievement springs from Constructive Discontent. This state of mind is responsible for our continuing upward spiral of achievement. Discontent is a source of inner motivation: the inner urge to make a positive change. The intensity of inner motivation is directly…
Read MoreSet the stage
In the early years of sales training, insurance agents were taught to open all interviews with small talk; warm the prospects up, win them over, and get them to like you by making positive comments about their office, home, family, or photos. Next time, try this updated approach to set the stage: …
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