Having travelled to Canada, Greece, Detroit and the UK in the past three weeks, I wanted to share some useful professional and personal lessons I had.
1. Act like you’ve already met your goals before you start prospecting
Now this isn’t what I was told when I spent some time with the perennial top producer for MetLife in Greece, but it’s what I took away. He said that he tried to reach his production goal as quickly as possible because “after that, business is so easy to get because you don’t need it. And people pick up on whether you’re needy or not.”
I think we’re all supposed to be playing a game. And the game is that if we are responsible for more sales, we pretend that we’re independently wealthy people and are just doing our work as a hobby because we like helping people.
His real point was that your approach and attitude are different when you don’t need the business. So for those of you who DO ‘need’ it, at least be more aware of how you’re coming across with people.
2. Texting is the best way to get a quick response from people
After speaking at an event in Winnipeg last month, Kevin Toney, a marketing coach, cited some compelling statistics. These are not exact numbers but the gist is that about 1 in 4 emails are read, 7 in 10 phone calls go to voice mail but well over 80% of texts are read within 10 minutes.
I can attest to the value of texts this year as I’ve used them far more to keep in touch with much of my closest network and clients and it has definitely deepened relationships – which can only be good for business. Continue Reading…