Desperate People Fail
How to overcome desperation and achieve sales success.
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Desperate People Fail
Desperation is described by the Universal Law of Need. This law simply states that the more you need something, the less likely it is that you will get it. The Universal Law of Need comes into play most often in sales when lack of activity has left the pipeline depleted.
This week we received a question from Greg who is an insurance agent in Pennsylvania. He writes:
I have started a new career in the life, health and disability insurance business. I am having a difficult time making a living. It takes several years to get the flow of business moving and I don’t know how to get into the game. I struggle every day on where to begin finding prospects – I’m mostly calling people I know. I came from the car business and people always came to me. I feel like I am looking for a needle in a haystack. I need some guidance. Any suggestions?
Greg I’ve got good news and bad news for you. First the good news: Among my many friends in sales those who make the most money and have the best work/life balance are the ones who sell insurance. Many are millionaires. In fact my insurance agent is also named Greg. He started like you with nothing and like you entered the insurance industry with no experience. Like you he was frustrated and didn’t know what to do. Like you he had to learn new skills, chief among them how to prospect. Four years after he became an insurance agent he is making a very good living. He owns a beautiful home, just put in a swimming pool, and had the time this year to run for and win a seat on his county’s school board. Just like Greg you can find the same success. The last bit of good news is because we used your question I’m going to send you a free copy of the 2010 Edition of Hank Trisler’s No Bull Selling. This book will help you.
I wish it were easier but it is not. Frankly nothing that is worth having is easy. One of my favorite sayings is a Russian proverb “The only free cheese is in the mouse trap.”
From your emails I can tell that you are desperate. You said you need money now and can’t wait for the time it takes to build your portfolio. I’ve got news for you – desperate people fail. You must get this emotion under control. Desperation is described by the Universal Law of Need. This law simply states that the more you need something, the less likely it is that you will get it. The Universal Law of Need comes into play most often in sales when lack of activity has left the pipeline depleted. Clearly from your message your pipeline is empty. The only way to fill it up is activity. Here is my advice for dealing getting your new career in insurance on the right track.
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Take Responsibility: Often when we find ourselves in desperate situations we fall on human nature and blame everything and everyone for our plight except, of course, ourselves. The Universal Law of Need doesn’t punish others though; it punishes you. No amount of coaching and none of the information I or anyone else gives you is worth a thing unless you are committed to success. You made the choice to change careers, now you have to make the choice to stick with that decision or quit. Once you look in the mirror and accept responsibility and make the decision to succeed you have a chance.
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Relax: The next step is to relax. Don’t spend a moment in thought about what might happen to you if you don’t get what you need. Worry won’t change the future. Likewise, don’t get mired down in regret for the decision you made. Your future does not lie in your past. Instead put all of your energy, emotion, and effort into actions that you control. Success in sales, no matter what the industry, is a simple equation of daily, weekly, monthly, quarterly, and annual activity.
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Get a Coach: You need someone to show you the ropes. Reaching out to me was a good first start and demonstrated courage on your part. I recommend listening to all of my podcasts. However, you also need to get someone who has been successful selling insurance in your court. A good coach will show you where and how to find prospects and will teach you inside knowledge that will speed your learning curve and income. This means you are going to have to do some research and approach successful insurance agents in your area to ask for help. Asking for help is the key though. Once you do you will be amazed at how willing people are to come to your aid. You can learn more about finding and working with a coach in chapter four of my book Power Principles.
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Invest In Yourself: When you are starting something new it is more important than ever to focus attention on your mind, body, and spirit. Schedule 15 minutes every day for professional reading. Take time to exercise. Listen to motivational programs in your car. Lift your spirit with prayer, contemplation, and positive self-talk. There are dozens of books on success in insurance sales. I particular I recommend Be the Red Jacket in a Sea of Gray Suits by Leanne Hoagland Smith and The Race to Success by Cheryl Clausen.
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Do a Little Bit Every Day: Success in sales and life is paid for in advance with hard work and activity. When you have a clear understanding and plan for your activities and you develop the self-discipline to do a little bit of the work every day you feel no desperation, you prosper, and you create abundance in your life and career.
I realize you came from the car business where people came to you, but there are very few jobs in sales were leads just walk in your door. In insurance if you don’t prospect you will not eat. Every sales person wants the glory and the big pay check that results from closing big deals. However, before the glory comes the hard work. In other words to be successful in sales you have to take action. First and the most important action you will take as a sales professional is prospecting. In sales, success is paid for in advance with activity.
Today, tomorrow and throughout your career in sales, 80% of your time should always be spent looking for and seeking out new opportunities. You must keep your funnel full. When I say set aside time I mean blocking a consistent amount of time on your calendar that will be used exclusively for prospecting to new customers – every day. Nothing should ever be allowed to interfere with your daily prospecting.
Where should you prospect? The answer is everywhere. Think about it. Everyone you meet is a potential customer. You’ve already started with people you know but you’ve quickly figured out that those people are not going to buy. Your better bet is asking for them for referrals and to introduce you to their friends and family. Meet people outside of your circle of friends, family and acquaintances at networking meetings, chamber of commerce mixers, civic organizations, clubs and church. Set up a presence on social networking sites like LinkedIn, Facebook, and SalesGravy.com. You should also consider making an investment in advertising or promotion or even begin setting up a booth a community events.
What is most important is action. You absolutely have to get out of your comfort zone and start meeting people because they are not going to come to you. What I promise though is if you make the effort and do a little bit of prospecting every day, in time your pipeline will fill and you will find the job of building your insurance portfolio easier, more fun and you’ll have money in your bank account to prove it.
This is Jeb Blount, the Sales Guy. If you have a sales question please send it to salesguy@quickanddirtytips.comcreate new email.
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