"Where duty is plain, delay is dangerous"
Are top producers better than others? No; they simply have a competitive advantage cultivated by a winning attitude. The discrepancies in ability are small, but the discrepancies in rewards are huge. There are four key things top producers do that give them a competitive edge.
1. Establish your priorities and let nothing interfere with the execution of your most vital tasks
Be constructively selective in what you will do. To aid in your selection, keep in mind that it will probably take longer to do most things than you estimate. Review your work methods so that you can learn to get the job done faster and easier.
2. Always plan your day the day before
Keep your written, daily plan visible. It will rout procrastination.
3. Place your concentration on the matters that should be acted on immediately, leaving less important ones for later
A general guideline is that anything that will affect someone's pocketbook or welfare should be acted on immediately.
4. When you start something, be determined to do it right the first time and bring it to a finish
The old cliché "If you don't have time to do it right, when will you have time to do it over?" still applies. Resist the temptation to leave a job unfinished. It takes more time to re-familiarize yourself with a project than to complete it the first time around.
5. Dive in and get completely involved once you've set your priorities
Determine your most difficult job of the day and don't do anything else until it is complete. Only decisive action can overcome procrastination.
6. Work out a self-reminder system
Make it a practice to write out your daily/weekly objectives and check off each one as it is accomplished. To help keep motivation high, many successful people have signs in their offices such as "When?" or "Do It Now!"
7. Work toward developing your knowledge and skills
People tend to focus on doing what they already do best. If you are procrastinating in one area of the job, it may be a sign that you are unsure of yourself. By developing and applying new knowledge and skills, you build confidence and overcome your resistance to taking action.
8. Discipline yourself in little things
Another natural tendency is to do the easier things rather than the hard ones that are necessary for success. To counteract this tendency, discipline yourself to do something difficult each day. It may be something as simple as getting up a little earlier or making one more appointment interview.
9. Decide what tasks you will not tackle
While setting priorities is essential, it's just as important to set "non-priority items" deciding what tasks are not essential and sticking to that decision. You can use A, B, C priorities: A. Must do. B. Nice to do. C. Non-priority item.
10. Beware of perfectionism
If you tend to be a perfectionist, keep in mind that even by your standards you need to do some jobs "quick and dirty."
Jack and Garry Kinder
The KBI Group
Thursday, May 29, 2008
Thursday, May 22, 2008
Top Secrets of Top Producers
"Our industry is full of people who can sell. But the top producers have learned how to move their clients from one stage to another, smoothly and seamlessly." Andy Martin
(Used with permission: Andrew S. Martin, President, First Protective)
Are top producers better than others? No; they simply have a competitive advantage cultivated by a winning attitude. The discrepancies in ability are small, but the discrepancies in rewards are huge. There are four key things top producers do that give them a competitive edge.
1. Top producers believe in their product
When I first joined my firm, the gentleman who recruited me informed me that I needed to buy a $100,000 universal life policy on myself. Since I started directly out of college, I considered the premium to be an enormous sum. I tried to explain that I didn't need a policy. But the general manager of the agency told me, "Son, if you don't believe in life insurance enough to buy a policy on your own life, you simply can't work here." Since I didn't have another job lined up, I bought a policy that day.
2. Top producers sell to sell again
Average producers believe that once they have made a sale, the process is over. However, top producers understand that the first sale is just the beginning of a relationship-building process that can lead to repeat sales. Forge a strong relationship based on attention to client needs and timely information. Excellent service keeps clients happy with their purchase and quite willing to give referrals.
3. Top producers are marketers
At the end of my first MDRT Annual Meeting in 1994 in Dallas, Texas, I realized that the biggest producers could take a single concept and market themselves as an expert so that other producers and consumers would approach them for help. A study by the Financial Planning Association showed that producers making above $100,000 a year market themselves by giving speeches to civic or business groups, public and in-house seminars, and workshops. They also write articles, books and columns, and distribute self-published newsletters. They learned that consumers prefer a marketing strategy over a sales call.
4. Top producers contact their clients
Research done by the Aristotle Brokerage Company indicates that it takes 14 annual contacts to have "extremely" satisfied clients. As a matter of fact, clients are only somewhat satisfied with seven contacts, and they are neutral to four. We realized a quarterly newsletter wasn't enough, but sending it bi- monthly kept us in clients' minds. We began hosting client dinners, increasing our attendance by 50 percent by simply adding to the bottom of the invitation: "Please feel free to bring a friend." In addition, instead of mailing out one invitation, we send three. We also send cards that celebrate the holiday of our consumer's choice.
Jack and Garry Kinder
The KBI Group
(Used with permission: Andrew S. Martin, President, First Protective)
Are top producers better than others? No; they simply have a competitive advantage cultivated by a winning attitude. The discrepancies in ability are small, but the discrepancies in rewards are huge. There are four key things top producers do that give them a competitive edge.
1. Top producers believe in their product
When I first joined my firm, the gentleman who recruited me informed me that I needed to buy a $100,000 universal life policy on myself. Since I started directly out of college, I considered the premium to be an enormous sum. I tried to explain that I didn't need a policy. But the general manager of the agency told me, "Son, if you don't believe in life insurance enough to buy a policy on your own life, you simply can't work here." Since I didn't have another job lined up, I bought a policy that day.
2. Top producers sell to sell again
Average producers believe that once they have made a sale, the process is over. However, top producers understand that the first sale is just the beginning of a relationship-building process that can lead to repeat sales. Forge a strong relationship based on attention to client needs and timely information. Excellent service keeps clients happy with their purchase and quite willing to give referrals.
3. Top producers are marketers
At the end of my first MDRT Annual Meeting in 1994 in Dallas, Texas, I realized that the biggest producers could take a single concept and market themselves as an expert so that other producers and consumers would approach them for help. A study by the Financial Planning Association showed that producers making above $100,000 a year market themselves by giving speeches to civic or business groups, public and in-house seminars, and workshops. They also write articles, books and columns, and distribute self-published newsletters. They learned that consumers prefer a marketing strategy over a sales call.
4. Top producers contact their clients
Research done by the Aristotle Brokerage Company indicates that it takes 14 annual contacts to have "extremely" satisfied clients. As a matter of fact, clients are only somewhat satisfied with seven contacts, and they are neutral to four. We realized a quarterly newsletter wasn't enough, but sending it bi- monthly kept us in clients' minds. We began hosting client dinners, increasing our attendance by 50 percent by simply adding to the bottom of the invitation: "Please feel free to bring a friend." In addition, instead of mailing out one invitation, we send three. We also send cards that celebrate the holiday of our consumer's choice.
Jack and Garry Kinder
The KBI Group
6 Powerful Prospecting Tips - Part 2
"Top producers don't need to be told to ask for referrals or follow-up on hot leads because they understand that prospecting is a necessity and not just an activity." John Boe
(This article is used with permission. You may contact John Boe at 1-877-725-3750 or www.johnboe.com.)
Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!
This week, we'll share the final three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."
Tip Four: Schedule A Minimum Of Two Hours A Day For Phone Calling
Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates.
Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and set an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.
Don't shoot from the hip, use a script. It's important to use a phone script when you contact your prospect, so you don't leave out any key information. It's a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.
Tip Five: Qualify Your Prospect at Maximum Range
Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don't waste time chasing after low-probability prospects and know when it's time to cut their losses and move on.
Tip Six: Don't Take Rejection Personally
Selling, like baseball, is a numbers game, pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don't take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale.
For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport, and daily prospecting for new business is the key to every salesperson's long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you'll be able to keep your appointment calendar packed!
Remember: Prospecting is the lifeblood of your business. Stay after it!
Jack and Garry Kinder
The KBI Group
(This article is used with permission. You may contact John Boe at 1-877-725-3750 or www.johnboe.com.)
Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!
This week, we'll share the final three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."
Tip Four: Schedule A Minimum Of Two Hours A Day For Phone Calling
Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates.
Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and set an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.
Don't shoot from the hip, use a script. It's important to use a phone script when you contact your prospect, so you don't leave out any key information. It's a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.
Tip Five: Qualify Your Prospect at Maximum Range
Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don't waste time chasing after low-probability prospects and know when it's time to cut their losses and move on.
Tip Six: Don't Take Rejection Personally
Selling, like baseball, is a numbers game, pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don't take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale.
For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport, and daily prospecting for new business is the key to every salesperson's long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you'll be able to keep your appointment calendar packed!
Remember: Prospecting is the lifeblood of your business. Stay after it!
Jack and Garry Kinder
The KBI Group
6 Powerful Prospecting Tips - Part 1
"Top producers don't need to be told to ask for referrals or follow-up on hot leads because they understand that prospecting is a necessity and not just an activity." John Boe
(This article is used with permission. You may contact John Boe at 1-877-725-3750 or www.johnboe.com.)
Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!
Top producers don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity. The good news is that prospecting for new business, like any other skill, can be trained and developed into a habit.
This week, we'll share three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."
Tip One: Don't Forget to Ask for Referrals
When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you've made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an "emotional high" and far more receptive to the idea of providing you referrals.
Tip Two: Train and Reward Your Advocates
An advocate is a person who's willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.
Once you're given a prospect, it's a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief role-playing exercise will build your advocate's confidence and keep them from overeducating their referrals. During your role-play session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection.
Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.
Tip Three: Strike While the Iron is HOT
Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two business days or sooner. Have a system to keep track of your referrals so they don't end up falling through the cracks. It's critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.
We'll share the final three tips in next week's message.
Remember: Prospecting is the lifeblood of your business. Stay after it!
Jack and Garry Kinder
The KBI Group
(This article is used with permission. You may contact John Boe at 1-877-725-3750 or www.johnboe.com.)
Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!
Top producers don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity. The good news is that prospecting for new business, like any other skill, can be trained and developed into a habit.
This week, we'll share three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."
Tip One: Don't Forget to Ask for Referrals
When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you've made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an "emotional high" and far more receptive to the idea of providing you referrals.
Tip Two: Train and Reward Your Advocates
An advocate is a person who's willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.
Once you're given a prospect, it's a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief role-playing exercise will build your advocate's confidence and keep them from overeducating their referrals. During your role-play session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection.
Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.
Tip Three: Strike While the Iron is HOT
Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two business days or sooner. Have a system to keep track of your referrals so they don't end up falling through the cracks. It's critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.
We'll share the final three tips in next week's message.
Remember: Prospecting is the lifeblood of your business. Stay after it!
Jack and Garry Kinder
The KBI Group
Remember Names & Faces
"Aristotle believed that one of the keys to human excellence is habituation: Force yourself to do something the right way long enough and it becomes second nature"
Frank Bettger shared these three rules for remembering names and faces:
1. Impression
2. Repetition
3. Association.
Think of them as IRA.
Rule #1 - Impression
The first thing to do is forget yourself, and concentrate as hard as you can on the other person's face and name. This will help you overcome self-consciousness when meeting strangers.
Psychologists tell us that most of our memory troubles are really not memory troubles at all; they are observation troubles. We will observe a person's face pretty well, but many times fail completely in getting the name. We either don't listen or are unable to hear the name clearly. If you don't hear it, simply ask the person to repeat it.
Rule #2 - Repetition
Do you ever forget a person's name within ten seconds after being introduced?
• Try repeating the name several times in the early minutes of your conversation with the person. "It's nice to meet you, Sue." "Sue, allow me to introduce, John." "We are so glad you could be here today, Sue." You get the idea.
• Use your own name in the conversation. This is helpful to others for remembering yours.
• After you leave a new acquaintance, write the name down. Seeing it will help recall it.
• When you are introduced to a group of people, try forming a sentence or two in your mind using the names.
• To avoid forgetting names when introducing people in a group, don't be over anxious, make it a practice to greet people by their name, and if possible, take time beforehand to become familiar with the names.
The real secret to repetition is: repetition at intervals. Make a list of people you want to remember, or anything you want to remember, and go over it briefly just before going to sleep, first thing in the morning, the next day, again next week.
Rule #3 - Association
Now, how can you retain what you want to remember? Association is undoubtedly the most important single factor. Associate the person's name with an event, an action or something it sounds like.
To help others remember your name, supply the association for them. When introducing himself, Frank Bettger would say, "I'm Frank Bettger, then he would repeat his name, with a grin, "Pronounced like 'Bet- cher life!' Bettger." If it was a business introduction he would say: "Like 'Bet-cher Life Insurance' . . . Bettger."
Follow these three rules this week and see what a difference they make.
Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!
Pocket Reminder: Remember Names and Faces
Follow the IRA rules:
• Impression: Get a clear impression of a person's name and face. Forget yourself and concentrate on the other individual.
• Repetition: Repeat the person's name at short intervals, especially in the early minutes of your conversation. Write it down once you leave the meeting. Review names of people you want to remember at regular intervals.
• Association: Associate the name with an action picture. If possible, include the person's business.
Help others remember your name by providing an association for them!
Jack and Garry Kinder
The KBI Group
Frank Bettger shared these three rules for remembering names and faces:
1. Impression
2. Repetition
3. Association.
Think of them as IRA.
Rule #1 - Impression
The first thing to do is forget yourself, and concentrate as hard as you can on the other person's face and name. This will help you overcome self-consciousness when meeting strangers.
Psychologists tell us that most of our memory troubles are really not memory troubles at all; they are observation troubles. We will observe a person's face pretty well, but many times fail completely in getting the name. We either don't listen or are unable to hear the name clearly. If you don't hear it, simply ask the person to repeat it.
Rule #2 - Repetition
Do you ever forget a person's name within ten seconds after being introduced?
• Try repeating the name several times in the early minutes of your conversation with the person. "It's nice to meet you, Sue." "Sue, allow me to introduce, John." "We are so glad you could be here today, Sue." You get the idea.
• Use your own name in the conversation. This is helpful to others for remembering yours.
• After you leave a new acquaintance, write the name down. Seeing it will help recall it.
• When you are introduced to a group of people, try forming a sentence or two in your mind using the names.
• To avoid forgetting names when introducing people in a group, don't be over anxious, make it a practice to greet people by their name, and if possible, take time beforehand to become familiar with the names.
The real secret to repetition is: repetition at intervals. Make a list of people you want to remember, or anything you want to remember, and go over it briefly just before going to sleep, first thing in the morning, the next day, again next week.
Rule #3 - Association
Now, how can you retain what you want to remember? Association is undoubtedly the most important single factor. Associate the person's name with an event, an action or something it sounds like.
To help others remember your name, supply the association for them. When introducing himself, Frank Bettger would say, "I'm Frank Bettger, then he would repeat his name, with a grin, "Pronounced like 'Bet- cher life!' Bettger." If it was a business introduction he would say: "Like 'Bet-cher Life Insurance' . . . Bettger."
Follow these three rules this week and see what a difference they make.
Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!
Pocket Reminder: Remember Names and Faces
Follow the IRA rules:
• Impression: Get a clear impression of a person's name and face. Forget yourself and concentrate on the other individual.
• Repetition: Repeat the person's name at short intervals, especially in the early minutes of your conversation. Write it down once you leave the meeting. Review names of people you want to remember at regular intervals.
• Association: Associate the name with an action picture. If possible, include the person's business.
Help others remember your name by providing an association for them!
Jack and Garry Kinder
The KBI Group
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