Star Trek Insurance Sales Tip: Engage

[moonlightandmargaritas]

I'm half way through it now. Very good book. I've learned a lot already.

I got about 1/4 of the way through before I quit . . .

You're doomed Bob. Just doomed.

 

[Paradigm]

Unfortunately most business books are just rehashes of their predecessors. As the adage goes: There is nothing truly new under the sun- human relations really doesnt change.

 

[YouGotMyMoney]

There is definitely no new concepts under the sun, just new twists or spins on the classics.

A note about the "Push" vs. "Pull" sales methodologies.

Some prospects you push...Some you pull.

Just like with women, with some they love drama, can't freaking live without it. These are the women you push, they love the challenge of wrangling themselves a bad boy or whatever their chemical imbalance leads them to desire.

Then there are the normal women/clients, these are the people who appreciate a gentleman , these are they one's you "attract/or pull" vs. " takedown/push"

 

[Paradigm]

I agree 100%

 

[Guest]

Al, everything has a cost, either now or later, and later it usually ends up costing more.

It's obvious you have an issue with me or trainers or both and sadly you can't even respond rationally. If you'd like to assume that this is all my training consists of and judge me on it, go for it, they say ignorance is bliss but ya don't sound happy.

PS: I'm still trying to figure out the relevance of your "one question."

Well, each to their own. If you folks see value to high-priced sales "gurus" far be it from me to tell you what to do. It is your money and your time. I'm still amazed that people will pay for simplistic "engage the client" advice, most of it just re-packaged from Zigler, Bettger, Hopkins, Girard, etc. I call guys like Rob the "hucksters of homilies" but hey, if you folks find value in this stuff, go for it. It can't hurt, it might help. It WILL cost.

But I will ask one question? Would you rather pay for a seminar on investment advice from Warren Buffet or Suzi Orman?

No wrong answer.

I'll leave this issue with one piece of advice when you are dealing with the Robs of the world. A great Zen Master told me many, many years ago: "Once you find the truth that sets you free, find out how much it sets you back."

Al

 

[Guest]

It's obvious you have an issue with me or trainers or both and sadly you can't even respond rationally.

PS: I'm still trying to figure out the relevance of your "one question."

I was going to write one of my typical screeds but it has been a long day doing the law-firm-from-hell group enrollment... and I have a breakfast seminar tomorrow on limited benefit plans marketed by Transamerica. (Yeah, I know you guys don't like them. I don't like them either (what little I know about them)... but in this economy for some people they may be better than nothing. I'm going to find out (and get a free breakfast and two CE credits too!)) **

So I'm just going to reprint the words of two others on this board as I think both sum up my feelings adequately.

-Al



FWIW, here is my take.

A lot of your postings seem to be regurgitation of tired sales training. It seems that you read and study a lot of the so-called "master trainers" and simply repackage their material.

I could be wrong, but that is how it appears and I have been through more training classes over the years than I care to recount.

One thing that has bothered me all along is your attitude that your way is right and everyone else is wrong. You are quick to attack when anyone shares what works for them and come off as hypercritical.

That may not be your intent, but that is the way it is perceived . . . and I doubt I am alone in that view.

In spite of the fact I have been in this business longer than most everyone else in this forum I still learn something new almost every day. I am constantly working and reworking my approach and delivery, both written and oral, in an effort to gain just one more client.

I really hate to lose a sale but I also am pragmatic. Some folks just don't get it.

I firmly believe all the training in the world is no substitute for inner drive.

I also believe a salesman is best when their presentation adapts to their style and personality.

Buyers are not stupid. They recognize when they are fed a line and being manipulated.

Some salesmen are slick enough to pull it off and can charm the panties off anyone. But those folks with a natural talent for making lies seem like truth are few and far between.

We have traded barbs and I have watched you volley with others including Bob #2, M&M, Blue Marlin and others. I know these guys and admire what they do and how they conduct themselves in business matters. Most of what they do in dealing with clients comes from the heart, not from some training class.

If an apology is due, it is to the guys who treat their clients with respect and deliver exceptional advice and service. They don't work from a script. They probably don't sell everyone they talk to, but so what?

Some folks just don't deserve to have those guys as their agent.

At least that is the way I view it.

- Somarco in this post
==========

Here's my feeling:

If you are going to use this board as a "sales-promotion" vehicle (especially as heavily as you have), you've got to expect to get some scrutiny!

Many long time members have seen many charlatans come and go. I'm not saying that you are one of them -- but we've had plenty.

Posting some motivational quotes and testimonials ain't gonna get it. They're nice, but they're like icing on the cake.

So to finally answer your question: what I asked to see yesterday was a "sample" of your work. Didn't ask for the whole enchilada - just a couple of nuggets of wisdom that are included in what you sell...and more importantly what people pay money for.

You do run the risk of being criticized, I understand that. But that's the price of using this type of vehicle for sales promotion! I trust most people (including noobies) with the intelligence to ferret out the good from the bad.

We've gotten the icing...just like to have a little cake too.


- Moonlightandmargritas in this post.

** Seminar is at Rancho Cordova Residence Inn, 2779 Prospect Dr. Rancho Cordova, CA 95670 for anyone in the Sacramento area who might see this and want to go. 8:30 am to 11 am. Usual disclaimers apply. YMMV.

 

[Guest]

Al, I'm sorry you feel that way. And that you felt you had to waste energy digging up posts from last year when the climate for me has changed some, but the bottom line is this:

What I teach works.

And just like the other sales guru's I got into this position due to expertise, success and experience, therefore I'm very qualified.

Why it's actually a bit different? I've been told I have ways of expressing things so that people "get it" and that I make it simple.

Oh yeah, and the reason this training endeavor started was because Brad Lacey and Greg Lourzel (unbeknown to one another or myself) starting telling agencies they needed to hire me, due to what they saw me accomplish as a producer and training within an agency.

I then brought two agencies in succession to top producer status (awards and all) in less than 45 days starting at zero, rookies in the field, and over time the deals stuck better than the average call center.

The rest as they say is history.

Is it for everyone? No, but you're not everyone either Al.

I wish you the best!

I was going to write one of my typical screeds but it has been a long day doing the law-firm-from-hell group enrollment... and I have a breakfast seminar tomorrow on limited benefit plans marketed by Transamerica. (Yeah, I know you guys don't like them. I don't like them either (what little I know about them)... but in this economy for some people they may be better than nothing. I'm going to find out (and get a free breakfast and two CE credits too!)) **

So I'm just going to reprint the words of two others on this board as I think both sum up my feelings adequately.

-Al

 

[agent4sail]

A while back I was introduced to the HR Chally Group. The Chally group is a human resource management group that provides assessments for those involved in various businesses. The assessment is non personal and is based using measureable, predictable and actionable assessments to determine each persons abilities and non-abilities. Some people are sales professionals, some are not. This assessment helps determine whether you have the stuff necessary to succeed or not. Again, it is statistical.

Training is great if you have what it takes to be a sales person; but if you don't have the basics necessary to be a sales pro, maybe all the training in the world, or reading every sales gurus book, probably won't help. I wanted to be a surgeon, but after realizing that the sight of blood made me ill, and seeing others in pain made we feel nauseous, I determined surgery probably wasn't for me.
Sometimes we pursue ideas and dreams just to find out we are running down the wrong path.

Finding out if this business is the right path for you might be determined by taking the Chally assessment. It may save you a lot of time, effort and $$$'s.

And for the record, I am not affiliated, nor do I have any business interest in the Chally group. I do believe the assessment is an asset to those looking for an unbiased, honest appraisal of their chosen career path.

 

[moonlightandmargaritas]

This assessment helps determine whether you have the stuff necessary to succeed or not. Again, it is statistical.

Finding out if this business is the right path for you might be determined by taking the Chally assessment.

I have tons of experience with these things, and they are so inaccurate, they are a total waste of money.

No organization spends more on "statistical analysis" than the NFL. Ever see the scouting combine in Indianpolis? Talk about anal!

Accurate?

For every Ryan Leaf, there is a Tom Brady.

 

[insuranceexec]

I have tons of experience with these things, and they are so inaccurate, they are a total waste of money.

No organization spends more on "statistical analysis" than the NFL. Ever see the scouting combine in Indianpolis? Talk about anal!

Accurate?

For every Ryan Leaf, there is a Tom Brady.

Don't forget about Romo.