Pressure
The old-fashioned, pre-conceived image of a salesperson is their use of high-pressure tactics. In today’s marketplace there is no tolerance for that. However, any time a salesperson is making a proposal that requires a decision on the part of the prospect, there is pressure created within the prospect. Internal pressure to make a decision must…
Read MoreIt’s about time
Today, on the occasion of my wife’s birthday, I was thinking about the passage of time. It is said that time flies, especially as we get older. Maybe that is because we realize that we have fewer years ahead than those already past. However, none of us can ever know how much time will be…
Read MoreAmerican Dream
Ah, The American Dream! We hear this phrase frequently. Many people make reference to it and how we are in danger of losing it. But what is this dream and is it uniquely American? This country was founded on an idea. An idea of freedom to do things our way, like worshiping without being persecuted. …
Read MoreLeadership
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: …
Read MoreEngage!
En•gage (en’gāj) verb Occupy, attract, or involve someone’s interest or attention. Cause someone to become involved. Engagement is established between an authentic professional agent/advisor and a receptive qualified prospect. Everybody wants to be engaged, don’t they?! After all, the key to success as a financial professional is having lots of interviews with prospective clients. The…
Read MoreComfortably numb
Many of you, who know me personally, know that in my alternative life, I am a musician. Music is always rolling around in my head. My wife says, repeatedly, that I often speak another language – lyric-ese. It spills through in everything I do, at times even my business. Indulge me, as this is one…
Read MoreSlippery slope
Some time ago, I read about the “Three Deadly D’s of Destruction”: Distraction Discouragement Doubt The idea is that we sometimes fall into a trap that takes us off track. This slippery slope can take over and make it nearly impossible to regain our position at the top. Let’s look at how this applies to…
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