If you’re just starting out in a professional or sales career, you’re probably struggling to get things going. If so, take heart. If you’re doing the right things, it will get much easier as you continue. You just need to get some momentum going, and momentum is always easier to perpetuate than it is to initiate. My friend Marv used to tell a story at his sales workshops about being taken, as a small boy, to see the steam locomotives as they pulled in and out of Grand Central Station in New York. “Not those sissy diesel engines we have today,” he would say, “These were powerful steam engines.” Then he would imitate the sound of them and pound on a table to give his audience a sense of the power of these massive machines—particularly through the eyes of a five-year old. Marv’s story ended with a lesson:
“You could put a one-inch thick steel bar across the tracks where the train was starting, and as big and powerful as the locomotive was, it would not be able to move,” he told his spellbound listeners. “But let that train get started and put the same steel bar on the tracks a mile out, and that locomotive would slice right through it as if it were made of butter.” Professional and sales careers work the same way. In the beginning, no matter how powerful you are, it’s a struggle to get over that steel bar. Some of us don’t make it—and end up in jobs where someone else does the prospecting for clients. Those who do make it learn to attract clients—first one or two, here and there—and then more and more, from all over, as the train begins moving along the tracks. If you’re still struggling to get over that steel bar, try remembering these four rules:
1. Always see the opportunities in any situation. Setbacks are chances to learn. Failures teach you what doesn’t work. 2. Put 100% of yourself into what you’re trying to accomplish. When you’re working, be 100% at work. When you’re playing, be 100% at play. When you’re with a client, be with that client 100%. 3. Finish the day before you start it. Visualize how you want each day to go and spend the day making what you visualized happen. What you chase after, you will become. 4. Be a light in the lives of the people you serve. You’ll get much more steam from a genuine desire to serve your clients than from a focus on your own needs. As a coach, I help my clients to both initiate and perpetuate their momentum, so that their engines can go pounding down the rails. I know that once you get going, with a little push, you can be unstoppable. So even if you’re starting with huffs and puffs, don’t resign to just chugging along—get the steam you need to give, and keep REACHING…
P.S. Dennis Postema, PMG President & CEO, is creating a new program right now to divulge all of the secrets about his proven seven-step sales process that allows him to consistently earn a seven-figure income year after year. Be one of the first to know when it launches in 2016! Just click here…
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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