The moment arrives each March when the Iditarod trail race takes place over 1,150 miles of nature's most challenging Alaskan terrain. From serrated mountain ranges, through dense forests, over frozen rivers to unsheltered coasts, sled dogs and their mushers race across inhospitable landscapes to win this amazing race.
Each sled dog team has been trained with different tactics to get "the win." This involves special diets and unique training regiments. What all sled dogs previously shared in common was a running recipe: six hours on, six off. According to the March 2009 issue of National Geographic, this recipe has recently changed. Now the sled dogs winning the Iditarod run up to 14 continuous hours, gaining strength as they run. This has created a tactical rethink for the mushers and a canine metabolic study for the scientists. If these tireless sled dogs can "flip a magic switch," changing their metabolism without depleting muscle fat and sugar storage, why can't humans find a "hidden strategy" for longer endurance, too? If not at a physical level, definitely at a mental one.
What do sled dogs have to do with selling insurance? The connection between these canine athletes and insurance champions is closer than you might think. Here are some "sled dog strategies" you can use to build your insurance sales.
Push others up
Sled dogs are occasionally paired with partners whom they run beside their entire career. They bond and encourage each other to run faster and farther. They fuel each other.
Do you push up the people who have been placed in your life? When you build people up, whether at home, at work or in your community, a chain reaction occurs. When good happens to them, favor also rains down on you. People remember an encouraging word, a helping hand or unconditional trust. Who do you think will become your most valued clients? People you build, in turn, help build you. Invest in others and they will invest with you!
Trailblazing Challenge # 1: Keep a record. For 30 days, keep a daily record of each compliment, act of kindness or encouragement you give to others and notice how good you feel and how much more successful you become because of your positive or helpful attitude.
Find your place in the pack
Sled dogs are often shuffled around in different positions on the team until the right position is found to best match the dog's unique abilities.
As an insurance professional, you have many products you can offer to fill the needs of your prospects and clients. Likewise, you have many types of people you can sell to. What products and prospects best suit you based on your likes and strengths? When you search for your career niche, you will be drawn to what you enjoy most and where you find success. When your confidence and excitement repeatedly explodes, you have found your sweet spot in our business.
Trailblazing Challenge # 2: Listen to your inner voice. What makes you feel good and perform at your best? Is selling long-term care insurance to a fifty-something executive rewarding? Are you in top form when you sell life insurance to young newlyweds? Focus on the products and people that bring you joy, and selling will no longer be work.
Prepare for victory
Readiness is key before sled dogs hit the snow and run a very challenging course. They have to go through extensive training to be in top athletic condition. They have no protection from nature's elements, other than a special ointment used on their feet. The race is run purely by their collective determination and power.
How do you prepare to accomplish your goals? How do you condition yourself to keep your eyes on the prize? Here are three ideas that work for me:
1. Broadcasting goals -- write down goals that are specific and measurable, then share them with your family and associates at work. It holds you accountable. State your goals as if they are accomplished. Write, "I am ..." instead of "I want to ..." Think big. If a goal is such a stretch that it makes you nervous to list it, that goal is perfect. I do this once a year.
2. "Beat it" card -- write affirmations on a 3x5 index card. An affirmation is a statement assumed to be true. At the end of the affirmation write, "I beat it." I have four specific sales goals on my "beat it" card. After each goal I have written, "I beat it." Every morning I read my affirmations. One example is: "12 new group health insurance sales per month -- I beat it!" Again, it is important to believe you have already accomplished your goals!
3. Book club -- there is truth in the expression "readers are leaders." I recently created book clubs within my sales team using Success magazine's 10 Best-Sellers as the selection list. Every month, each book club member reports back to the whole team with a self-help idea to boost productivity or inspire. The whole team benefits and the individual book club team members get to know one another better. Start a book club at work or with your friends and neighbors. It is a great way to enrich your life and can be a way to increase your client base.
Trailblazing Challenge # 3: Pick one or all of these three strategies. These preparations build a foundation that will remind you of and guide you to your personal victories.
Just like the sled dogs, insurance professionals have to "flip a hidden switch" to unrelentingly compete. Canines run -- and we sell -- for self-satisfaction, a sense of achievement and love of the chase. With doing for others, focus on inner voice and preparation for the win, you can go further than you think. For us, there are no cold barriers, only the warming promise of our next sale.
Evelyn Pillinger, CLU, is director of small group sales for Health Net of Arizona Inc. She is accountable for sales and service of group health insurance for Arizona-based companies with two to 99 employees. You may contact her at Evelyn.C.Pillinger@healthnet.com.
