Without 20/20 Vision You Will Fail In Sales
“What does it take to be successful in the Voluntary Benefits arena? I want to join the 11% of new Insurance Agents that survive their first two years.” - Ruben D. -San Antonio, TX.
Ruben left me that voicemail last week. The answer to Ruben’s question is pretty simple. It takes 20/20 vision. Now before you start making excuses for your eyesight, that’s not the kind of 20/20 vision I’m talking about. Let me explain.
My first mentor and trainer David Stewart took me out cold calling my very first day in the business. We hit about 10 doors and set one Decision Maker appointment. He looked me in the eye and said, “See how easy that is? You got it? Now go make 20 on your own and then call me and let me know how it went. ” I said (with just a little trepidation), “Sure…..? Um….. If I set a Decision Maker appointment, when are you available to go with me.” He let me know and wished me good luck.
To be honest with you I was both petrified and pissed. How could he possibly expect me to go out and set appointments with so little training? What if the business owner asked me a question I wasn’t ready to answer? I wasn’t even sure I knew how to spell insurance. How could I possibly be effective?
Looking back on it now, I realize David did me a HUGE favor that day. He forced me to get out of my comfort zone very quickly and put me in a position that I had to either fish or cut bait. David was also protecting his most valuable asset; his time. He was putting me to the test. Before he spent hours and hours working with me, he wanted to know if I was going to actually go to work. David knew this universal truth: If an agent is unwilling to go out and prospect, there is no reason to work with them. (Tweet That)
At this point, I really didn’t have a choice. I had convinced the lovely Dizzy D that I was going to make this insurance thing work. In fact, I had promised her that I would make it work no matter what it took. There was no way I was going to go home to her and admit that I was too scared to do what was necessary. The moment of truth had arrived and it was time to see if I would answer the bell.
I went out that afternoon and it was a blur. I was so nervous I barely remembered my name. At least once I think I said something like, “Ummmm… I don’t suppose anyone here would want to buy some insurance, would they?” I truly SUCKED! Do you know what happened? Every door I went through got just a little easier and I got a little bit better. By the time I had my 20 drops completed, it was almost tolerable. Almost….. It was light years away from comfortable yet, and certainly not approaching fun, but I had survived! No one yelled at me (that day). No one grabbed me by the ear and escorted me out of the building (that day). Not once did I get bitten by a dog (that day).
The results of my efforts for the day? I set one appointment all by my self!!! That appointment turned into a nice group that had 35 employees. I still receive about $50 a month in renewals from that account 17 years later!!!
Once I was finished with my 20 drops I called David to let him know about the appointment. He was excited for me and reminded me that we had set the earlier appointment as well. He asked me if I could see myself making 20 drops a day. I told him absolutely not! There was no way I was making 20 drops a day. Instead I told him I would do 20 in the morning and then 20 in the afternoon. I figured that way I would make sure that I continued to set two Decision Maker appointments a day. Little did I know then that this would be the advice I would give countless reps for years to come. I also had no idea that it would become the secret, magic bullet, of sales success. (Read Jesse’s Story Here)
