While I don't think the turnover in this business is that high, it's not a low percentage by far. As a first-year sales manager for LibNat, I hired eight agents in a year; only three of them made it in the business. After the initial 12-week period where they were paid a set salary, the production of the others dropped off considerably. This pattern was, and is, the norm. You begin to see the habits that doom prospective agents; when an agent comes in on Monday morning with no plans, has made no calls, but is not actively engaged in securing appointments, he/she is surely not going to be successful.
One common thread with unsuccessful agents is the habit of counting their money instead of making the money. You have to make every bit of time be consumed with prospecting, appointment setting, presenting, and closing/asking for the sale. If you are consistent in your actions, tour income will be consistent as well. Good habits yield good results in this arena.
Not once has the thought of quitting entered my mind. I was enjoying the challenge of closing every time I went to an appointment. Most of them I didn't close, but roughly half of those leads that I DID close were from those same prospects. First year commissions were $39,000 with a horrible commission structure. At my current commission level as an indy, that would have been more like $50-60K. Since I came into the business as a captive, I had no expense to incur initially. Today, I am not sure about the captive route; it's nothing like it was when I came into the game. Many of the old captives have taken the franchise route.
Having sales experience gives you a leg up in the business, but it is a different animal. Selling items that clients see, feel, and touch is nothing like selling your word and bond. You MUST be a man of your word, because, many times, others are watching you before they decide to do business with you. You'll be surprised; some of your prospects will turn out to be your best clients. They may also evolve into a center of influence for you, with plenty of friends, family and coworkers for you to call on.
Always have someone to see (keep your pipeline full!!!). Good luck, and feel free to reach out if I can help you in any way.
One common thread with unsuccessful agents is the habit of counting their money instead of making the money. You have to make every bit of time be consumed with prospecting, appointment setting, presenting, and closing/asking for the sale. If you are consistent in your actions, tour income will be consistent as well. Good habits yield good results in this arena.
Not once has the thought of quitting entered my mind. I was enjoying the challenge of closing every time I went to an appointment. Most of them I didn't close, but roughly half of those leads that I DID close were from those same prospects. First year commissions were $39,000 with a horrible commission structure. At my current commission level as an indy, that would have been more like $50-60K. Since I came into the business as a captive, I had no expense to incur initially. Today, I am not sure about the captive route; it's nothing like it was when I came into the game. Many of the old captives have taken the franchise route.
Having sales experience gives you a leg up in the business, but it is a different animal. Selling items that clients see, feel, and touch is nothing like selling your word and bond. You MUST be a man of your word, because, many times, others are watching you before they decide to do business with you. You'll be surprised; some of your prospects will turn out to be your best clients. They may also evolve into a center of influence for you, with plenty of friends, family and coworkers for you to call on.
Always have someone to see (keep your pipeline full!!!). Good luck, and feel free to reach out if I can help you in any way.
