Success Leaves Tracks. I know this isn’t an original idea. I first heard Brian Tracy say that exact phrase in in 1999. I believed him then. Today I think he was dead wrong! I’ll explain that in a moment…..
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In today’s episode I talk about how Brian Tracy was wrong. He said that success leaves tracks. I believe that is such an understatement that it is wrong. Success doesn’t leave tracks… Success leaves a super highway. To get from where you are today to the pinnacle of success all you have to do is find out what the top people did and then just go do it too!!! It really is that simple!
In my 17 years in this industry, I have never seen any one who:
- Was coachable and trainable.
- Went to work every day.
- Actually completed their training.
- And failed. Not one time!”
If they “failed out” it alway boiled down to one of those three things. They felt they were too smart to run the system we know is proven to work. So instead they decided to reinvent the wheel. (See Spare Me Your Creativity) Early in my sales leadership career I would sometimes hire very experienced sales people that were used to making $150,000 or more. Their attitude was always, “Just teach me your product, and get the @&%$ out of my way! I’ll be your best salesperson inside of 90 days. What’s the record, cause I’m going to shatter it!!!” I’d like to be able to give you their names so you can call them and ask them yourself why they weren’t successful. I’d really like to, but I can’t. And no, the reason I can’t give you their name isn’t HIPPA. It’s simply because I don’t even remember their names. They were gone quickly once they realized their old ways weren’t going to work.
Or they thought that all of sudden since no one was looking over their shoulder and they were in complete control of their own schedule, they could get away with working 15 hours a week. Their motto was, “I know I started late today, but I’ll make up for it by going home early…”
Or they were a victim of early success….Maybe they opened up a 45 life case their first couple of weeks by calling on their uncle Jim’s cabinet manufacturing company. They were able to parlay that into a couple of sweet referrals. Now they are too busy to come to that class they registered for when they first started. Unfortunately they miss an idea that could have made them an additional $50,000 in commissions this year, because they refused to move that enrollment that might net the $1,000 in commissions. Perhaps that class they missed might have given them an idea that helped them stick and stay…but we’ll never know, because their wife told them that they had to go get a “real job.”
Is it possible someone could do all three things above and still “fail out” of this business? I guess it’s possible…. But highly unlikely! If it was possible, I think I would have seen it at least once out of the 2,000+ VB sales people I have hired and trained over the last 16 years.
I conclude this topic with Ruby Recruit by saying this, “What I do know is this: The insurance industry statistics for retention of agents during their first two years is horrible. But of those that make it to one year, 80% eventually retire from the industry. In other words it’s not for everyone, but for those that do what we ask, when we ask, and as often as we ask, their chances for success are very, very good.