1-877-475-2010
Call Joe in Florida
25400 U.S. 19 N, Suite 221
Clearwater, FL 33763
25400 U.S. 19 N, Suite 221
Clearwater, FL 33763
1-877-475-2010
1-877-512-9287
In July, my assistant asked if Paul Mallett and I would be interested in speaking at a local automotive company about our success in business. After some debate, we agreed and were scheduled to speak at the business in October.
We began preparing in September, and then gave our presentations last week. Both of us were completely blown away by the advantages of this free opportunity, and we ended up speaking with over 80 engaged and enthusiastic managers! This was certainly a terrific opportunity to share our stories, but it did not come without a few lessons for us as well:
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According to the conventional wisdom of human development experts, it takes approximately 10,000 hours to achieve mastery in any given endeavor. Research suggests if you commit to the required 10,000 hours of deliberate practice, you can become good enough to be in the top 5% of nearly any subject, skill, or career field.
Author, speaker, and self-proclaimed human guinea pig, Tim Ferriss, has spent most of his adult life challenging that notion. By way of his three best-selling books, wildly successful podcast, and various other communication channels, Ferriss blows up conventional wisdom by showing the world how to get good at all sorts of things in a fraction of the time. His mission to “gain more by doing less” is the basis of his 4 Hour book series: The 4 Hour Work Week, The 4 Hour Body, and The 4 Hour Chef. It would take far more space than I have here to share all of the specific skills he has mastered in a ridiculously short amount of time, but they include things like learning a new language, strength training, playing musical instruments, and participating in Japanese horse archery. His process for ultra-quick mastery has several key elements, but two ideas really resonate with me:
Virtually every time I speak to sales organizations, I get asked, "What do I do when I don't hear back from people? I don't want to be a pain in the you-know-what." Keeping in touch is so darn hard!
So I ask to see what they're doing now. Usually it looks like this: I'm checking in to see if anything has changed since we last talked. I suspect you're probably busy. If you have time in the upcoming week, I'd love to chat. Let me know! Big UGH! Boring, pathetic, deletable. With today's savvy buyers, we can't do that if we want to be seen as a credible resource ... someone actually worth talking to about important business objectives. That's why we need another approach to our sales strategy. So many times we talk to advisors with production problems, and they ask how to fix their situations. Unfortunately, you just can’t turn on or off your production like a faucet. To be honest, most advisors don’t even realize what the problem is that’s causing their lack of production. So, today I’m sharing with you three solutions that should help you resolve your production problems. 1.) Track Your Numbers Oftentimes we mistake activity (or “busyness”) for actual productive work hours, but they are far from the same. If you do not track your numbers, you’re probably achieving mediocrity at best. Let’s face it, if you don’t measure what you do each week, you will never be able to figure out the root cause of your production problems. I make all of my career advisors track their numbers, such as:
My favorite type of prospect is a referral. No big surprise, right?
But I’ve learned a few things about obtaining referrals that you may not hear anywhere else. Most experts will tell you things like:
As loveable as I am, they don’t do it for me. They do it for their friend. So what does that mean? The people most likely to provide me with a referral… |
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Postema Marketing Group is a full-service Independent Marketing Organization (IMO) dedicated to providing world-class products and services to our clients. We have partnered with some of the strongest names in the insurance industry and proudly serve independent agents from coast to coast.
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