I've heard some pretty good excuses: "The economy is bad. We have 15% unemployment!" Well, that means we have 85% employment. Sounds like a lot of people who are doing just fine. "People are afraid of the economy." Good reason to use insurance to safeguard against disaster. "People are skeptical." Good, that means they will be careful to do business with ethical agents with good character. "I can't find prospects." How hard are you looking? They aren't at your favorite fishing hole. Agents call me all the time to ask what they can do to be successful. It's amazing how often I'm speaking to them on their cell phones and they are in a mall or at a ballgame for their kids in the middle of the afternoon.
There certainly isn't a shortage of struggling agents out there. Are you one of them? If so, what's wrong? Let's examine a few things that could be your problems.
1. Idea of the week: This problem plagues most agents who are looking for the "silver bullet" to make them a great living. We are literally deluged with ideas. Magazine articles, the Internet, e-mail blasts and curiosity open the average agent to the next great way of selling insurance. Let's face it. You must find a method and product and stay with it. Concentrating on a simple methodology produces results. Don't be distracted.
2. Poor work habits: The only time that is real productive time is when you are prospecting or face-to-face selling. The typical agent will spend less than one hour per day on these two activities. Your goal should be an "application a day keeps the divorce lawyer away."
3. Poorly defined objectives: Have you decided on the lifestyle and quality of life that you wish for you and your family? How's retirement looking? Is Social Security your retirement plan? Will you end up like most of your clients: broke and frustrated? One of the reasons we don't define objectives is because we don't believe they are attainable. So, why do some attain and most don't? Is your greatest objective a new big screen T.V.? It is absolutely imperative for you to accept the fact that you may be emotionally stuck in a merry-go-round world. No real direction, no real means of attaining, no motivation to get anything done.
4. Poor physical health: Can you handle an active schedule? Can you physically get through an exciting day? There are so many books, online information, etc., about good health. It's amazing how many of us believe that we can achieve great things if we are in poor fighting condition.
For the ultra-achiever, you will (1) find direction; (2) stay focused on defined tasks that are productive; (3) eliminate distractions -- T.V., sports, recreation, time off, etc.; and (4) get and stay physically fit.
In addition to these, here are some "helpful hints for happiness" learned over 35 years ago from a speech I heard at a convention: You must have "a self to live with, a purpose to live for, and a faith to live by." That's a real mouthful. If you were going to begin your road to successful selling, when in your opinion is the best time to start? How about now?
Kim L. Magdalein is a producer and owner of PresentYourPractice.com. He entered the industry in 1985, and went into private practice in 2001 serving the Jacksonville, Fla., retirement community. He has personally presented hundreds of seminars and created a thriving practice. He created Present Your Practice in 2004 to serve producers with seminar productions and methods for optimizing seminar attendance with qualified prospects. He can be reached at (800)909-9894.
