Years ago, a mentor said this to me:
“If you believe what you sell can help people, you have an obligation to tell as many people as you possibly can.”
I’d spent 20 years selling insurance.
Nobody had ever framed it that way.
Here are the three tips that came out of that season.
ONE – Getting a no is a small win.
Most producers pull back because they don’t want to seem pushy. That fear is costing you leads.
The goal in prospecting isn’t appointments. It’s replies. A no means you have clarity. Radio silence means nothing. Tell people you can help them, and keep telling them.
TWO – Measure the activity, not the result.
When the only metric you track is wins and new revenue, your self-esteem rides up and down with every deal.
Track the calls, emails, LinkedIn connections, and content posted instead. Stay consistent with the right activity and the results take care of themselves. If they don’t, you’ll know exactly what to fix.
THREE – Disqualify as fast as you qualify.
Walk into your next discovery call and talk about who wouldn’t be a good fit for you before the prospect even asks.
It does two things: it filters out the wrong people fast, and it signals confidence to the right ones. You stop sounding like every other advisor who walked in trying to win the room.
I learned all three of these through trial and error, not from the industry. If I’d had them earlier, the first 20 years would have looked very different.
Which one hits closest to home for you right now?
Resources:
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- Connect with me on LinkedIn: linkedin.com/in/andyneary/
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- Connect with me on Instagram: instagram.com/andy_neary/
Business is no longer about who you know. Business is about who knows you. In a noisy industry like we’re in gang, you got to get people to know who you are.