"You've got life to live. It's short, at best. It's a wonderful privilege and a terrific opportunity - and you've been equipped for it. Use your equipment, give it all you've got, work hard and don't quit." Norman Vincent Peale
Gabriela Andersen-Scheiss, a thirty-nine-year-old runner from Switzerland, demonstrated the meaning of persistence to the entire world in her dramatic finish of the marathon in the 1984 Olympic Games in Los Angeles.
She had no hope of earning a medal. Her body's tissues were desiccated from the hours of running under a pitiless sun, and she'd fallen twenty minutes behind the leaders. Thirty runners had already completed the 26-mile, 385-yard event when Gabriela came lurching through the tunnel and into the coliseum.
The seventy thousand spectators went to their feet to cheer her on as she staggered in a weaving half- run around the arena. It took five agonizing minutes for her to complete the final lap.
When she finally crossed the finish line and collapsed into the arms of the doctors, the ovation she received was louder and more sustained than the one that had been given to Joan Benoit, the winner of the gold medal. The spectators recognized that, even though Gabriela came in thirty-seventh, she was a winner.
What relationship does that pain-wracked, dehydrated woman's struggle to finish her race bear to your performance as an agent? Plenty!
You are in a race every bit as demanding as a marathon. The conditions are totally different, of course. The crowd that will cheer you on at the end may be small, or even nonexistent. But you must keep running, day after day, even when there's no hope of getting a medal. Why?
Because, like Gabriela Andersen-Scheiss, you don't have to be among the top three to be a winner. You simply have to do your best every step of the way and finish as well as you can.
Study the history of any agent who achieves consistent, high-level production, and you will find that persistence played a major role in his or her success.
As Calvin Coolidge put it: Nothing else in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.
Persistence is a most valuable asset. Individuals who have and use this quality always get somewhere.
Jack and Garry Kinder
The KBI Group
Sunday, June 29, 2008
Dedicate Yourself to Selling
"To contrive is nothing! To construct is something! To produce is everything!" Captain Eddie Rickenbacker
We are all salespeople! Every day of our lives, we are selling our ideas, our plans, our products and our enthusiasm to everyone.
Dedicate yourself to excellence in selling! Resolve to be a winner! Declare war on mediocrity, on pessimism!
Dedicate yourself to the ideal that yours is a great profession - one that is filled with endless opportunities for service to your fellow man and with rich rewards for yourself.
Dedicate yourself to your company, your organization, and your associates. Prove your gratitude for the opportunities they have provided by giving them your best.
Dedicate yourself to the daily task of turning problems into challenges, difficulties into opportunities, lethargy into enthusiasm, and procrastination into action!
Be done with excuses! Someone has defined excuses as "the tools with which persons with no purpose in view build for themselves great monuments of nothing."
Every day, affirm to yourself the importance of your profession. Tell yourself a hundred times a day that your work is a potential blessing to many people, essential to the economy of our nation, and vital to the welfare and happiness of you and your family.
The depth of your dedication will determine the altitude of your achievement! Sink the roots of dedication deeply into the bedrock of determined purpose, daily preparation, and detailed planning.
Jack and Garry Kinder
The KBI Group
We are all salespeople! Every day of our lives, we are selling our ideas, our plans, our products and our enthusiasm to everyone.
Dedicate yourself to excellence in selling! Resolve to be a winner! Declare war on mediocrity, on pessimism!
Dedicate yourself to the ideal that yours is a great profession - one that is filled with endless opportunities for service to your fellow man and with rich rewards for yourself.
Dedicate yourself to your company, your organization, and your associates. Prove your gratitude for the opportunities they have provided by giving them your best.
Dedicate yourself to the daily task of turning problems into challenges, difficulties into opportunities, lethargy into enthusiasm, and procrastination into action!
Be done with excuses! Someone has defined excuses as "the tools with which persons with no purpose in view build for themselves great monuments of nothing."
Every day, affirm to yourself the importance of your profession. Tell yourself a hundred times a day that your work is a potential blessing to many people, essential to the economy of our nation, and vital to the welfare and happiness of you and your family.
The depth of your dedication will determine the altitude of your achievement! Sink the roots of dedication deeply into the bedrock of determined purpose, daily preparation, and detailed planning.
Jack and Garry Kinder
The KBI Group
Sunday, June 15, 2008
The Most Successful Summer Ever
"Success is not magical or mysterious. Success is the natural consequence of consistently applying basic fundamentals." Jim Rohn
We want to challenge you to make Summer 2008 the most successful ever! Here are 12 sales ideas to propel your Summer Sales Performance:
1. Remind yourself, selling is a numbers game.
2. Look at clients as if they were prospects.
3. Examine the type of market you've successfully worked.
4. Examine your product mix. You may be discussing "X" when your prospect wants "Y."
5. Show a million dollar proposal to someone each week.
6. Have five client review interviews each week.
7. Contact one "over-sixty" prospect each day.
8. Implement marketing strategies, i.e. seminars, direct mail, joint selling.
9. Use these words with prospects twice each day, "Now, here's what I'd like to recommend ..."
10. Spend time with centers of influence.
11. Look back to sales concepts that worked for you in the past.
12. Spend time with a mentor.
Jack and Garry Kinder
The KBI Group
We want to challenge you to make Summer 2008 the most successful ever! Here are 12 sales ideas to propel your Summer Sales Performance:
1. Remind yourself, selling is a numbers game.
2. Look at clients as if they were prospects.
3. Examine the type of market you've successfully worked.
4. Examine your product mix. You may be discussing "X" when your prospect wants "Y."
5. Show a million dollar proposal to someone each week.
6. Have five client review interviews each week.
7. Contact one "over-sixty" prospect each day.
8. Implement marketing strategies, i.e. seminars, direct mail, joint selling.
9. Use these words with prospects twice each day, "Now, here's what I'd like to recommend ..."
10. Spend time with centers of influence.
11. Look back to sales concepts that worked for you in the past.
12. Spend time with a mentor.
Jack and Garry Kinder
The KBI Group
Tuesday, June 3, 2008
Extend Your Stay
"Everyone needs at least three ingredients for a successful life - a self fit to live with, a faith fit to live by, and a work fit to live for." Dr. George Sweeting
According to the experts, there are seven steps to take if you wish to extend your stay and live longer, healthier days on earth.
1. Stay active
Once considered an indulgence for a few, regular exercise is now a must for all. By exercising regularly you can do more gradually, greatly benefiting your cardiovascular system, energy level and mental alertness. But don't just create your own exercise program. Ask your doctor to recommend one that's best suited for you.
2. Be optimistic
Physiologically, happiness is a state of mind that is healthy for the body. An optimistic outlook on things will help you make sales, win customer cooperation, gain support from people closest to you - in short, succeed in life and living.
3. Cope with adversity
Adversity, problems, bad things happening are an integral ongoing part of living. If you see the bad things that happen as totally unexpected occurrences, it's easy to sell yourself into believing you are the victim of bad breaks. It's far better to accept the reality that "into each life some rain will fall." You have little or no control over what happens to you. You have complete control over your reaction. It's all a matter of attitude.
4. Reduce your weight
Many people believe it's normal to gain weight as they grow older. This can be a dangerous misconception.
5. Plan significant events
There's nothing more therapeutic than the pursuit of meaningful goals. Studies made of centenarians, those reaching age 100 and beyond, show they have one theme in common -- they have something significant yet to be done. They have something to look forward to -- a motivation for living.
6. Change the pace
Get away from your demanding sales work routine and do something you enjoy. Relief from the day-to-day strains restores the joy of living.
7. Have periodic check-ups
This is an all important first investment in future good health. This is where preventive action begins.
Robust health and a high level of energy - keys to looking and feeling years younger - require more than following a set of rules. It also involves an optimistic, positive state of mind. Scientists are increasingly proving celebrated pianist Arthur Rubinstein was right when he said, "I have found if you love life, life will love you back." Rubinstein lived to be 95.
Jack and Garry Kinder
The KBI Group
According to the experts, there are seven steps to take if you wish to extend your stay and live longer, healthier days on earth.
1. Stay active
Once considered an indulgence for a few, regular exercise is now a must for all. By exercising regularly you can do more gradually, greatly benefiting your cardiovascular system, energy level and mental alertness. But don't just create your own exercise program. Ask your doctor to recommend one that's best suited for you.
2. Be optimistic
Physiologically, happiness is a state of mind that is healthy for the body. An optimistic outlook on things will help you make sales, win customer cooperation, gain support from people closest to you - in short, succeed in life and living.
3. Cope with adversity
Adversity, problems, bad things happening are an integral ongoing part of living. If you see the bad things that happen as totally unexpected occurrences, it's easy to sell yourself into believing you are the victim of bad breaks. It's far better to accept the reality that "into each life some rain will fall." You have little or no control over what happens to you. You have complete control over your reaction. It's all a matter of attitude.
4. Reduce your weight
Many people believe it's normal to gain weight as they grow older. This can be a dangerous misconception.
5. Plan significant events
There's nothing more therapeutic than the pursuit of meaningful goals. Studies made of centenarians, those reaching age 100 and beyond, show they have one theme in common -- they have something significant yet to be done. They have something to look forward to -- a motivation for living.
6. Change the pace
Get away from your demanding sales work routine and do something you enjoy. Relief from the day-to-day strains restores the joy of living.
7. Have periodic check-ups
This is an all important first investment in future good health. This is where preventive action begins.
Robust health and a high level of energy - keys to looking and feeling years younger - require more than following a set of rules. It also involves an optimistic, positive state of mind. Scientists are increasingly proving celebrated pianist Arthur Rubinstein was right when he said, "I have found if you love life, life will love you back." Rubinstein lived to be 95.
Jack and Garry Kinder
The KBI Group
Thursday, May 29, 2008
Proactive Methods for Handling Procrastination
"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
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 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
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