You're Going To Be Great At This!

In early February of this year I received a phone call from a friend of mine. It was the first time we had spoken in years and he wanted some advice. He was getting bored of his current career but didn't want to leave it completely, so he decided to get his life insurance license and was soon working with a crew of agents. Since I had been in the industry for many years he asked me to evaluate his situation. I asked several questions about his managers, the insurance companies they carried and compensation. It sounded like this was a new agency but with some of the old familiar traits, like hiring new people with no experience, telling them they were going to make tons of money, and of course, having the agents buy their leads. Anyone that has read my book will tell you that I frown on nearly all of this. My friend wanted me to meet his sales manager to get a sense of where the guy was coming from. A few weeks later I met with the sales manager at a local coffee shop and we dis...

As the coronavirus slowly leads us to a world where we are socially distant and working remotely, I keep seeing articles and social media posts about how the virus is changing the landscape of sales. And the biggest questions concern working from home and how to be effective. For me, it's easy to stay home and take an application over the phone, as most of the insurance carriers I represent have web applications. There have been clients in the past that I just wasn't able to see, so I spoke to them over the phone, got their information and took the app while sitting in front of the computer. I really liked it because the client couldn't see me, nor could they see that I was wearing gym shorts and a t-shirt. As a matter of fact, I realized I liked it a lot! Not having to wear a coat or a necktie was awesome. I hate ties, as they squeeze my neck and eventually give me a headache. Coats are bothersome and I buy one approximately every 5 years, so I can't afford to spil...

I was originally going to title this post "This Is How Skynet Got Started" but I wasn't sure if people would see it and reasonably think that the blog had something to do with the "Terminator" films, only to be very disappointed. But as dystopian fiction is slowly morphing into reality, we should take the Arnold Schwarzenegger films to heart. With the onset of the Coronavirus changing the ways we relate and communicate with each other, some are thinking that this is going to be the new normal. Geez, I really hope not. I want to live in a world where I can hug my friends and clients, share a pen with a neighbor, and not have to see a press conference every afternoon. I enjoy playing basketball and watching MMA. I don't want to give these up. This cannot be the new normal. And this goes for our careers. We, as business owners, sales professional and other self-employeds have to be able to meet face to face with our clients. Our success comes from our e...

With people having to stay indoors and away from others, the already tough life of a salesperson is just getting tougher. But there are steps you can take to work your way through this and be prepared to rebound once things get back to normal. And they will eventually. What can you do to keep afloat while everyone is "socially distant"? Here are a few ideas. Don't stop working ! Keep marketing yourself, calling your existing clients and letting them know you are available, whether over the phone or Skype or whatever, to discuss their needs. When things do turn around, you'll be top of mind. Take advantage of social media like LinkedIn as well. Learn to use Zoom if you haven't already. This video presentation platform is great for meeting with clients and especially if you talk to groups of people.  Get caught up on webinars . While you're stuck indoors, do something productive instead of watching Netflix. Tons of companies have live and archived webina...

For a few months now we have heard about the Coronavirus (Covid19) spreading from China and slowly creeping around the globe. This week we got a big dose of reality with more cases popping up in the US, followed by the cancellation of conferences, ballgames, schools and other events. Even celebrities are being diagnosed with the virus.  I personally have had some clients put off appointments indefinitely due to travel restrictions  And since I do presentations to groups, large and small, I have heard through the grapevine that some of my upcoming meetings may be postponed. My advice for all is to be vigilant, listen to health professionals and take precautions. Also, remember that even though it may not be affecting your business, it could definitely be hurting someone else's. Many industries could be harmed, as we are seeing in the markets, and those businesses have employees that may have been planning on buying from you. If they need to put that purchase on hold...

In the old west, as wagons would cross the prairies, the wheels would leave imprints in the dirt. As the wagons were travelling in a line, each wagon driver would try to keep his wheels in the ruts of the wagon in front. This gave a smoother ride and resulted in less wear and tear on the vehicle. In general, it was much easier to move along if one stayed in their ruts. When we think of a rut, we think of doing the same thing over and over as monotony grows. But that is the negative connotation. A rut can also be thought of in a positive way, as a good habit (or series of habits) help you succeed.  And one thing to know is that someone else's rut may not necessarily work for you. This is why you need to create a rut that works for you. You may like to get up early to workout or read something motivational while others may want to sleep in and stay in the office. Or your rut may be the way you find prospects, or things you say when closing a sale. You could have a weekly rut ...

Have you ever walked into an important appointment, knowing that closing the deal could mean huge commissions or a treasure trove of referrals, only to stammer your way through the presentation? It's happened to all of us at some point of a career in sales. And there is only one thing you can do to prevent this disaster and that is to rehearse. Just like an actor, you need to learn your lines. You'll need to rehearse your pitch, over and over. Whether you're in your car or in the shower, you should be able to give your presentation in your sleep. And while you are at it, you may as well factor in any and all objections that may be thrown at you. What will all of this practice do for you? You will have actual confidence . Not that swagger you thought you had before, but now you can answer any questions because you already know the answers. And people will have confidence in you. You'll earn the trust of your client . People buy from those they like and trust, an...

Sometimes we have to go above and beyond the call of duty to meet the needs of our clients. I've done things that most would consider "extra", not just to make the sale, but to make life easier for my client. For instance, I've driven to a client's home in the middle of the night to get a signature for some time sensitive paperwork. In my book I mention missing a wedding to meet a prospect whose wife failed to mention I was coming. That ended badly with profanities spewed about. Ask any successful salesperson and they'll tell you stories of going out of their way to help a customer, or staying late at the office for the client that didn't show up. It's all part of the "customer service" aspect of the job. Not everyone gets to work a 9-5 office job, where you leave and put the work behind you. My father was a structural engineer, and even though he worked for the federal government, he had a side gig helping people who needed plans for...