As I was just reflecting back on my time in rehab for my addiction, a flood of vivid memories flashed back to me.
Any of you that have been in that situation understand what I mean.
Most of these I won’t share because they really make no difference to you guys in the insurance industry…however, I did learn a fewthings about business while I was there! So I figured I would share one of them with you!
Sales isn’t your first priority, relationships are.
As I was “introduced” on the first day of rehab, I realized that nobody really cared to be friends with me.
I mean, when you have a heroin addict just out of detox, he’d rather be dead anyway.
So first order of business for me was to make friends, because I knew that would make things a lot easier.
I had owned my own agency for a couple of years at this point and had been in the insurance industry for a while…so I “knew” how to sell, I thought.
My normal smile, handshake and a “how ya doin” doesn’t work well in that environment.
FIRST off…no one smiled…
SECOND…my (and everyone else’s) hands were already shaking enough from detox’s and rehab drugs that there was no way we were able to clamp them together
And THIRD…we all were “doin” the same…crappy.
I quickly realized I had to form relationships before I could be “welcomed” into their community.
Now I’ve known for a long time about forming relationships and not just going for the sales jugular, however this was different.
There were people here that would kill me if given the opportunity…
So I took my BS sales hat off and legitimately tried to know everyone.
I realized something I never thought about before… I didn’t like some people and some didn’t like me…
And because I wasn’t relying on an income or basing my success on everyone “buying” from me…I was OK with that…
Was the rest of my time awesome there…? No…it was rehab, but it made it a hell of a lot easier.
Once I got out I decided to apply these lessons to my agency and staff…and we had really awesome results that I want to share with you!
1. We actually…(no I mean really mean it) started caring about people…to the point that the sale was 2nd and the person was first. We found that once we did this…price shopping didn’t matter anymore… our sales skills didn’t have to be perfect…people called us back and bought quickly.
2. I became aware that I don’t need to do business with everyone and what a relaxing feeling that was…It dawned on me “why would I want an agency where I hate talking too half the customers?”.
If you market and conduct business the right way, your target market doesn’t HAVE to be just “anyone” with a wallet and a pulse!
So I implore you to take these two tasks to heart and give them a try in your agency and I can almost guarantee the same awesome results…I’ve also included a video about being picky about customers…