"IT'S NOT ABOUT HAVING THE RIGHT OPPORTUNITIES,
IT'S ABOUT HANDLING THE OPPORTUNITIES RIGHT!"
Every day, I get at least an e-mail or phone call from somebody who is sharing with me their pain regarding the slowing economy and insurance sales. The discussion always focuses on how they're having to work a lot harder to keep things going.
These insurance agents (with prospects), District Managers (with agents), Regional Managers (with recruits) in particular are subject to being victims of what I call the "shiny objects syndrome." This happens when you suddenly run across a lead you believe is the next greatest and biggest opportunity you'll ever find. We all do it. We are all guilty! We get caught up in chasing a dream that, in reality, is only one that you've created in your own mind. After exerting a huge amount of effort pursuing this "shiny object", you realize it's not going to payout or you suddenly fall victim to the next new one that comes along.
When times are difficult, it's more important than ever to remain very focused. Stick to your objectives. Make them as tight as possible. Don't chase insurance leads for the sake of chasing leads. You'll do yourself more good by tightening your prospecting lists and drilling down deeper with a tighter list of leads than trying to cast your net far and wide. Your most valuable asset is your time. Use it wisely!
Finally, don't allow yourself to become discouraged. You only have to look at the economy over the last 100 years to see cycles like we're in. No doubt the economy will turn. No doubt the issues we're facing will one day fade away. Keep on selling! The groundwork you put down now will result in rewards later.
Author: Stephanie Harris
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