Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales.
Most people have heard remarkable stories about the power of beliefs. A man achieves greatness despite a score of disadvantages simply because he believes he is destined to achieve greatness. A woman is cured of an allegedly terminal illness when she believes that a cure is possible. A child does exceptionally well in school after learning of his parents’ complete belief in his abilities — despite being a poor performer in the past.
These are all examples of the power of beliefs. They can change our lives, if we let them. The funny thing is, they already control our lives. So we must learn to control our beliefs, focusing them on supporting our goals rather than limiting our lives.
WHAT ARE THEY?
Beliefs are the prearranged, organized filters to our perceptions of the world. When we believe something is true, it’s like sending a command to the brain as to how to represent something that’s occurring. We understand the world through the filter of our belief system. To achieve excellence, we must model the beliefs of those who have achieved it. So choose those beliefs which are congruent with success.
Sources of beliefs
Where do these filters come from? How do we build our belief system? There are a number of sources.
1. The environment. We’re always modeling things around us, consciously or not. So your physical environment has great impact on your beliefs.
2. Specific events, large or small. We’ve all had experiences which impacted us so powerfully that they changed our beliefs in some way. A presidential assassination, a game-winning catch, and the death of a loved one are three examples that come to mind.
3. Knowledge. A direct experience is one form of knowledge. Another is gained through reading, listening, or seeing movies — viewing the world as portrayed by others.
4. Experience. Achieving past results is a sure way to create a belief that you can do so again.
5. Experiencing future results. Creating an image of future results in your mind allows you to experience them before they occur. You create the world as you want it to be, then step into that creation — changing your beliefs, actions, and behaviors.
Each of these sources has been instrumental in building your belief system. Each can be used to change your current beliefs. So, if you’d like to trade in some old, limiting beliefs for new, empowering ones, read on.
How do these sources of beliefs apply to you and the Ten Step Process? Let’s try a few examples:
The environment: Have you ever had a person that you worked with who was very, very good? Chances are good that you watched that person, and tried to see what they did that was different from your behavior. Then you probably changed your behavior to reflect their style. That’s called modeling, and it’s very effective.
Specific events: The first time a person was rude to you during a cold call was a little startling, wasn’t it? There you were, with great products, super service, and plenty of ability to help, and this joker was not at all interested. What impact did that have on your prospecting?
Knowledge: There are lots of books and tapes covering the subject of being a better insurance salesperson. This course is a good example. Was there ever a book or course that really made you change something about your selling style? Do you still use it?
Experience: Using a process that’s outlined in this course to get referrals, ask questions, and so forth will probably succeed. Many of the techniques you now use are the result of past successes. Did you start using the selling system you use now because of a past success with it? Does it still work well?
Future expectations: If you create a vision in your mind where you use the Ten Steps to improve sales, chances are good you’ll believe you can.
A CHALLENGE
Let’s look at one particular area of your business for a belief challenge. Some producers have trouble with the fact that A&A doesn’t always have the lowest price. As a matter of fact, A&A is often more expensive than the competition. So why do people still buy from you? Will people actually pay more for something they want?
Find some evidence that confirms how a certain group of people consistently pay more and are more interested in service and quality than in price. Look through your database of clients or think about the last few sales you made. Was there another quote on the table? Was it higher or lower than yours? Think about a time when the competitor’s quote was lower than yours and the client still bought from you.
Then look at some knowledge, experience, or events that might reinforce the belief that people buy primarily on a price basis. Maybe it’s at the supermarket. You always buy the cheapest food, right? Brands and quality don’t influence your decision at all, do they? After all, it’s only food for your family.
Are you able to see the relationship? People spend $50,000 for cars every day, even though there are plenty available for $10,000. People buy name brands in the supermarket, even though they cost more than the store brand. Why wouldn’t people do the same thing with insurance?
How about some other beliefs you have that might be holding you back? Any that relate to your ability to work with upper income clients? How about your ability to influence and persuade other insurance professionals, such as commercial producers and risk managers?
If you have any beliefs that are limiting your career it’s possible to change them. First, you have to recognize them. Then challenge them. Why do you believe these limiting beliefs are true? Experience? Knowledge? Past events? No one knows but you. Think about your beliefs and begin to challenge the ones you don’t like.
EXERCISE:
Did you see the movie City Slickers? Billy Crystal has a line that goes, Do you ever think this is the best I’m ever going to look? Is this the best I’m ever going to feel? Is this as good as it gets?
As a trainer I could tell you the sky’s the limit — that the only thing slowing you down is you. The problem is you wouldn’t believe me and your internal voice is probably saying, he gets paid to say that. Fine, then prove me wrong. Gather all the evidence that says you can’t make it bigger and quicker than you’re doing it now. Maybe you don’t have enough education, the right personality, or the right background. Maybe you’re just not capable of doing better.
Prove it. Here’s your challenge: Find books and tapes. Interview successful people who live near you. Find every possible source of success and investigate it. You’ll need the evidence to prove to yourself that you’re incapable of achieving much, much more. The key to this exercise is to prove to yourself that someone like you in your territory with your skills, talents, and abilities has pretty much peaked out. Sure gradual increases are possible, but not the kind that would cause lights to flash, bells to ring, and produce that internal feeling of victory. That sort of thing is reserved for special people.
Go do it. Write a ten-page document that will chronicle why really big things won’t happen to you.
You’re wondering, is he serious? You bet I am! Because if you can’t prove this to be true, there’s only one other option: you are capable, and the only thing holding you back is that you haven’t decided you want success badly enough.
So prove it!