Are you finding the business of selling policies and selling annuities day after day a little flat and maybe boring? Does the telephone receiver feel like it weighs 100 pounds? Does the thought of talking to yet another person who doesn't understand anything make you nauseous? Do you have some days that might be best described as "drudgery?"
Well it's time to liven up your career, have more fun and make a lot more money!
Use Humor in Your Presentations and Close More Sales
I once heard a speaker named Art Mortell tell a story about the life insurance salesman cold calling a prospect about life insurance:
Salesman: Mr. Jones? This is Art Mortell. I'm calling to sell you life insurance.
Prospect: I have all the life insurance I need.
Salesman: How much do you have?
Prospect: $10,000.
Salesman: I guess you're not planning on being dead very long.
If something funny comes to mind when you are talking to prospects, say it! I have observed that many of us are far too serious about what we do. Lighten up. If it helps, at the end of this article, I'll tell you where to get a book of financial jokes that will give you plenty of stories and jokes to lubricate your funny brain.
I knew a life agent who always ended his presentation with procrastinators ("let me think about it") as follows:
"Don't let me frighten you into a hasty decision. Sleep on it tonight. If you wake in the morning, give me a call then and let me know."
At least he left the appointment with a chuckle.
Speak In Public
If you have not spoken to groups, start doing so. It's even better if you do not like speaking in public. It will get your heart pumping and your palms sweaty and you'll feel alive for a change. First practice in places where it does not matter. For example, you can attend Toastmasters meetings in your town. Toastmasters is an international organization based in San Diego that helps people hone their speaking skills. Just look in the local phonebook or check their web site for a club near you http://www.toastmasters.org.
Then, call up the Kiwanis, Rotary, Optimists, Elks and other civic or fraternal organizations. They typically meet monthly and are always looking for speakers. This is a low risk group because it doesn't cost you anything to speak to them! If you decide to start speaking seriously to find new clients (I built an entire successful business around seminars), then I'll tell you below how to launch a seminar system in your community to pack the room every time.
Here's a great speaking tip--always start of with some self-effacing humor. Since I was a CPA early in my career, I tell this story:
"I need to tell you what happened and why I do not practice as a CPA any more. I came home from work one evening and found that the sink in the kitchen was all stopped up. Not being particularly mechanical, I called the plumber who arrived promptly. He fixed the problem and was packing up his tools, ready to leave. I asked him how much I owed him. Now this was in 1979 and he tells me I owe him $100. “$100?” I exclaimed, "You were only here 20 minutes. I'm a CPA and I don't even charge $100 an hour."
The plumber replied, "Neither did I when I was a CPA!"
Expand Your Product and Service Mix
Just don't look for the next annuity with a better commission, look to see what other products and services you can supply the same customers. If you prospect in the senior market for annuities and survivorship policies, then get educated about long term care and start offering it. You'll learn something new and you'll make more money. If you prospect businesses and have been offering disability and key man insurance, then get educated about deferred compensation. Look at your target market and ask yourself what other products or services are they buying from others that you can supply.
Let's face it. The most time consuming part of this business is finding qualified prospects. Once you do, never walk away leaving money on the table. Make sure you can supply every profitable financial service your prospect may want. That's why more and more agents are getting into money management (learn more below).
Attend A Seminar or Workshop
Every time I attend a professional workshop, I come home with a million great ideas. I usually only implement 2 or 3, but even that makes a big difference in my business. One of the biggest benefits of these meetings is meeting other professionals. You can get more great insights and motivation from talking to your peers than anywhere else. When I say "your peers," I am not talking about the other agents in your office who moan and complain. I'm talking about those people who live in a different city, have a different point of view and have growing businesses with a positive outlook. Get yourself around these folks.
Similar to attending a workshop is getting a credential after your name. It will give you more credibility and you'll learn something and get more motivated. You don't need to spend years getting a ChFC or CLU. You can get some quick credentials like the Certified Senior Advisor (www.society-csa.com) or Certified Estate Planner (www.mcep.com).
And if you think you don't have enough money to go to a workshop or seminar, you are forever caught in a catch 22. You say you don't have enough money so you can't go to the workshop, therefore you don't get any new ideas and you don't get motivated and the vicious cycle continues. This leads me to my last recommendation…
Spend Money You Don't Have
There's nothing like spending money in your business that you don't have to get you motivated. I leased more office space than I needed 18 months ago. I worked like crazy to grow my business. I've added people and now I'm out of space! The fear of the expense is a tremendous motivator. You can use this idea to challenge yourself and rekindle your excitement.
Go to that workshop for $1000 or buy that new computer to improve your prospect tracking or get that seminar system for $1500. Then make it work. Then make sure you use your investment to get a multiple return. Know that the charge will appear on your credit card bill in 30 days. Challenge yourself to earn back your investment before the credit card bill arrives. If you think you've been spending too much consider this: putting money in your business is investing, not spending. Investing has a financial return. Investing by using your credit card is very different than spending with your credit card. Never hesitate to invest. There's nothing like lighting a fire under your rear to give yourself a little motivation.
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