Call Joe in Florida
Here in the Midwest, spring has finally sprung, and summer is now knocking on the door. As I write this blog, I’m sitting on my deck on a beautiful evening contemplating all the things I hope to accomplish this summer as it relates to my personal practice. While my wife plans our vacation and several fun weekend trips, my mind is on the things I need to do this summer to keep the revenue flowing.
Finish my new website and update my social media plan
Fortunately for me, I don’t currently rely completely on my own website. It’s a good thing too! This project has gone on way too long, and it’s no one’s fault but mine. When we get busy, the urgent has a way of pushing out the important. As soon as the new site is ready, I’ll start using my growing social media presence to drive more traffic to it. The new site will be packed with content and optimized for lead capture.
Crank up the networking
Summer brings lots of opportunities to rub elbows with new prospects. That could be extended family and friends, but it could also be small business owners or anyone new I meet at street festivals, charitable events, and other outdoor gatherings. Everyone I talk to is a potential prospect… and I like to talk! Whenever I meet someone new, I am almost always asked what I do for a living. That’s the perfect opportunity to strategically plant the seeds that will lead to a future harvest.
Get better at referrals
Almost every agent I meet says they would like to be better at getting referrals, but few do anything about it. This summer is the perfect opportunity to change that. If you too need to improve this critical source of new business, click here to join me for a terrific six week Referral Mastery Webinar Series with renowned business coach, Sandy Schussel.
Conduct a mid-year strategy review
I typically reset my business strategy at the beginning of each year, but summer is a great time for a mid-year gut check and to review what’s working and what’s not. Am I half way to my goals for the year, or not? If not, what adjustments will I make to get back on track? Of course to do that effectively, I must have goals to begin with, AND I must have meaningful metrics to recognize if I’m on course or not. What gets measured gets done, right?
Commit to additional sales training
Summer is an ideal time to sharpen the saw. Selling is a skill, and, whether we like to admit it or not, we all sell. I’ve done a lot of research on sales training lately, and when it comes to insurance sales training, the pros at the Insurance Pro Shop are hard to beat. I’m a subscriber to their Insurance Marketing and Sales Resource Center, so I plan to start with that this summer. Click here to check out a short video on the PMG Earn2Learn program featuring the Insurance Pro Shop. You, too, can sharpen the saw this summer, and maybe even get us to cover the cost.
Conduct more policy reviews
I have learned a lot this past year regarding policy reviews. I picked up some great tips from some really talented and experienced people. The problem is I haven’t had much time to actually use that new knowledge. This summer I hope to spark many more conversations about it using two simple things. First, I plan to distribute copies of Avoiding a Legacy Nightmare to new prospects that I know have existing life insurance policies, 401ks, IRAs, or annuities. It’s a great resource to educate and assist consumers, but it’s a terrific sales tool as well. Call us at 877-512-9287 to find out how you can get your hands on the book, maybe even for free if you qualify. Second, I plan to ask the “Golden Question” to nearly everyone I meet. I’m talking about the one question that can boost your life sales almost immediately. It’s so simple, but so effective. If you want to know what that question is, visit our website www.pmg1.com.
Get out and sell!
Everyone talks about the summer slump. I hear it all the time. Nobody buys insurance in the summertime. No one wants to talk about retirement planning when it’s nice outside. Balderdash! The summer slump is a self-fulfilling prophecy. If you believe your sales are going to drop off through the dog days, then they will! Dennis Postema reminds me all the time: “Thoughts become things.” If you believe it will happen, it will. I refuse to accept the slump. I expect more from myself. The only person that can assure a summer slump is me. Don’t get me wrong. I’ll take time to enjoy the summer with my family and friends. I deserve to enjoy the rewards of my hard work all year. I just don’t intend to write off two or three months of revenue just because that’s the way it is. I’m way too hungry for that.
That’s my to-do list for this summer. What did I miss? I showed you mine, now you show me yours!
You can also click here to share your #1 business challenge with me, and I’ll do my best to address your struggles in my upcoming blogs.
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