Motivation Anyone?

[nec]

Please help insurance professionals... I am a new agent and am having trouble finding motivation within myself to prospect. I have been successful in sales, but have never sold Comm. P&C. The agency that I work for is supposed to hand over referrals from our subsidiary bank. Well the referrals are dwindling and I find myself needing to find my own new business. I have a target market set and a prospecting plan in place, but I can not for the life of me find motivation to pursue the plan. Has anyone had this problem? Any words of advice would and are greatly appreciated.

 

[Mr. Bill]

I do hope this helps - sometimes we just need it broken down a bit!


Each task is given a value and each day you start fresh with a goal of 20 points. You can certainly reach more than 20 points a day, but if you hit your goal by noon, you don't have to feel guilty about leaving early. The system allows you to track your daily activities to ensure that you're spending time on activities and tasks that actually make you money. A sample 20-point system


1 point: make a telephone call to arrange a selling appointment
2 points: set the appointment
2 points: obtain a "qualified" lead
3 points: delegate something that must be done (max 3 points a day)
3 points: casework is completed and ready to present to the client/prospect
4 points: face-to-face business meeting
5 points: attend FPA, NAIFA, Rotary, Chamber of Commerce meeting, etc.
5 points: complete a sale
5 points: exercise for 30 minutes+
10 points: meet with a CPA, attorney, or P&C agent 20 points: complete a sale on which the annualized revenue is in excess of your total daily objective (i.e., over $1,500 annual commission)

 

[VaDwayne]

Please help insurance professionals... I am a new agent and am having trouble finding motivation within myself to prospect. I have been successful in sales, but have never sold Comm. P&C. The agency that I work for is supposed to hand over referrals from our subsidiary bank. Well the referrals are dwindling and I find myself needing to find my own new business. I have a target market set and a prospecting plan in place, but I can not for the life of me find motivation to pursue the plan. Has anyone had this problem? Any words of advice would and are greatly appreciated.

Are you married? Do you have children? The reason I ask is because thats where I get motivation from. The question I ask myself, or even beat myself up with; is it fair for my children to go without things they were used to having when I had a successful automotive career, or is it fair for my wife to have to penny pinch because we are broke, just because I choose a new career.

Something I did in the car business was to put a value on every hand I shook for the month. When I walked onto the lot to great a customer, it averaged out to be about $75.00 per handshake if you divide my monthly comission by the number of prospects. Same way with telemarketing, which I was terrified of. Each person I talk to is worth X amount of dollars to me.

Something else that keeps people unmotivated is the fear that someone may ask them a question they can't answer. Know you product and you will get past this. Again, I am a new agent but I have been in sales for 25 years, and selling insurance is no different that selling anything else, and product knowledge will get you motivated like nothing else.

WHEN YOU KNOW, AND YOU KNOW YOU KNOW, CONFIDENCE REPLACES FEAR.

And every morning, PRAY!!

 

[jmhopkins40]

Please help insurance professionals... I am a new agent and am having trouble finding motivation within myself to prospect. I have been successful in sales, but have never sold Comm. P&C. The agency that I work for is supposed to hand over referrals from our subsidiary bank. Well the referrals are dwindling and I find myself needing to find my own new business. I have a target market set and a prospecting plan in place, but I can not for the life of me find motivation to pursue the plan. Has anyone had this problem? Any words of advice would and are greatly appreciated.

if real money motivates you contact mike at [email protected]

 

[the mayor]

Ask yourself what else are you good at and what are your alternatives to cold calling.
How would you like to dig ditches every day?
How would you like to end customer interaction with the phrase, "Would you like fries with that?" ?
Hopefully picking up that phone isn't so hard after that.
If it still is....you might want to do some searching on monster or careerbuilder.

 

[stormtracker]

Please help insurance professionals... I am a new agent and am having trouble finding motivation within myself to prospect.

This is nothing unique to you brother. Almost every professional seeks motivation in one form or another. And, it is a daily thing. Our field is plagued by dropout, with very low success rate. I have always been convinced that those who wash out have failed at motivation, or being receptive to motivation. I used to teach my agents that fear-- their aversion to marketing, could only be defeated by behavior change. Men much wiser than me will tell you that there are methods to changing behavior and if diligently practiced, will become HABIT. Once your marketing becomes HABIT, you will prosper. Seek out motivational training and use it. EVERYBODY fears change, until it becomes HABIT.