2 Ways To Increase Your (Sales) Confidence
I never thought I would be in Insurance Sales, but life has a funny way of working things out better than you could anticipate. Allow me to be transparent here — it was no walk in the park as a fetus in the industry.
There were a lot of things I learned, but there were 2 primary things that attributed to raising my confidence to go out and sell insurance.
By practicing these 2 things over and over (and over) again, it eventually became like second nature, and my sales skyrocketed.
- Setting personal minimums
- Setting goals for relief
The way our insurance agency is structured is each week on Wednesday nights, you submit how many sales you made in the prior seven days.
The idea behind #1, setting personal minimums, is this: If the number submitted is below a number you’re proud of and happy with, then you raise the bar on your activity, on your sales, and on your results — and you do not stop working until you hit that new bar.
Successful people live in a world of “personal disappointment” when they don’t get the job done, and “personal satisfaction” when they do hit their goals.
But let’s not get that confused — “personal satisfaction” is not exuberance; it’s not elation. It’s a state of mind where you give yourself a high five, a pat on the back for accomplishing what you said you were going to, and then an immediate challenge to do it again and again (and again).
Setting personal minimums where you don’t sleep, you don’t clock out, you don’t quit until you hit them is what separates the average from the successful.
And guess what happens when you stay disciplined to hit your personal minimums? Not only do you sales increase and your bank account grows, but you also get then to enjoy your goals for relief.
The idea behind #2, setting goals for relief, is this: Based on how seriously you take hitting your personal minimums, allow yourself (when you do hit those minimums) to enjoy something…but don’t allow yourself that relief/enjoyment a second before completing what you set out to.
For example, Easter is this weekend. That’s a holiday — and one you should spend with your families and loved ones. But Easter is Sunday… it’s one day. So go to work today and tomorrow, bust butt, make some sales, influence some lives, do whatever it is you do best so that, come Sunday, you can enjoy a moment of relief without any underlying guilt, stress, or disappointment.
Then, go hard again first thing Monday morning.
Allowing yourself a moment of relief is how you avoid burnout. But if you aren’t satisfied with where you are at in your life, where your business is at, and haven’t achieved every goal you have your heart set on yet, then you keep pushing.
I’ll leave you with this…
Les Brown once said, “To be successful, you must be willing to do things today that others won’t do, in order to have things tomorrow others won’t have.”
To your success.
Happy Easter,
GP
