The 10 Best Steps To Making A
Six-Figure Income In Insurance Sales...
If you listen to tapes or read books by Zig Ziglar, Anthony Robins, Napoleon Hill, Joel Weldon or any of the top sales training and motivational experts, they all agree that if you use each the following 10 steps you can... Make A Six figure Income In Your Business In The Next 12 Months! However, the key is you must follow all 10 steps.
Please keep an open mind as you read this article. Then immediately take action to incorporate all these ideas into your life.
Step #1 - Become An Avid Reader.
I think I know what most of you are saying; "I don't have time to read books. I'm too busy running my business, and taking care of my family."
A wise millionaire named Joe Karbo once said, "Most people are too busy earning a living to make any real money!"
I only know of 2 ways to learn something new. You can learn from your own experiences or you can learn from other people's experiences. Learning things on your own through "trial and error" is very costly and time consuming. There are very few things that you will ever do that haven't already been done before. So, why waste your valuable time and money "reinventing the wheel".
Most of the experts recommend you devote at least 1 full hour a day to reading. The benefits will be enormous.
Step #2 - Subscribe To Good Newsletters.
The world and our business are changing rapidly. If you want to keep your business growing, you’ve got to keep up with all the hot new techniques and ideas. There's nothing better than a newsletter for getting fresh new ideas and perspectives from the experts in your field.
I personally subscribe to over a dozen newsletters written by true experts who are "doing" what they teach others how to do.
So as soon as you put this newsletter down, find some other good newsletters to subscribe to - I promise it will be worth the investment!
Step #3 - Attend NAIFA, GAMA, MDRT, LUTC, Study Groups, Sales Seminars And Boot-camps.
A great way to learn the skills you need is by sharing ideas with other successful people in our business. I can honestly say I have always made back, at least, 5 times my investment in these activities.
If you haven’t taken the basic LUTC courses, through NAIFA, you are missing out big time. By the way, to really learn the material, be a moderator for the course.
If the reason for you’re not attending these functions is "you can't afford it" - you're making a huge financial mistake! Borrow the money if you have to - it's the best possible investment you will ever make in yourself and your business.
Step #4 - Invest In Audio, and Video Sales Training and Motivational Tapes.
"If someone spent 5 or 10 years of their life and hundreds of thousands or even millions of dollars perfecting a skill, would you be willing to pay them a modest fee to learn that skill?" Does it makes sense to go out and try to "reinvent the wheel" when someone else has already gone through great pain and sacrifice to learn that skill for you.
As Zig Ziglar says: “Make your car into a University.” We spend a lot of time driving, so why not take advantage of the time.
Step #5 - Maintain A Positive Expectant Attitude.
Here is one of my favorite quotes;
“If you believe you can, or you believe you can’t, you are right”
There is nothing as important as having the right attitude. Napoleon Hill author of ‘Think and Grow Rich’ says all you have to do is really believe in something and it will become a reality. If you want to be successful, picture yourself as already being successful.
What we think about is what we get. If we expect bad things to happen, then they will happen. So, change your attitude and you’ll change your life.
Step #6 - Learn From Your Mistakes.
We all make mistakes. But, few people have the courage to own up to them and correct them. Mistakes are a part of life and are valuable experiences, if we take the time to learn from them.
By the way, stop worrying about the possibility of your making a mistake. Many people condemn themselves to mediocrity, just because they are afraid to try something new.
Step #7 - Stop Blaming ‘Conditions’ and Making Excuses For Your Lack Of Success.
If you really want to become successful, you must accept that your success or lack of it is 100% your responsibility!
How many times have you heard someone say: (or have you said) "It's a slow time of the year.” “No one buys insurance during the holidays”, "I'm to busy right now, to attend that class”, "I tried that before and it didn't work!" or “We’re in a recession, no ones has any money”? All of these are just lame excuses for not being more successful.
Stop Making Excuses And Start Making Things Happen!
Step #8 - Find Good Mentors.
There is no question that most of my success in this business is do to good mentors. I was very lucky when I joined this business. Some very successful agents took me under their wings and taught me the secrets to being very successful. (thanks Phil and Mike)
Find people that are successful doing what you want to do. Flatter them and don't let your ego get in the way. Pay them the respect they deserve, and don't try to prove how smart you are. Just sit back, ask lots of good questions, listen intently to what they have to say and learn.
If you don't already have several mentors in your life, go out and find great people to model yourself after. Believe me, it will be well worth the effort.
Step #9 - Delegate.
In the beginning, it's O.K. to do everything yourself. But if you want to grow your business - you better learn how to delegate. This is probably the hardest lesson for most agents to learn. Either, they don’t want to lose control, they don’t recognize the value or they can’t justify the expense in their mind.
Understand, you can’t make $100 per hour doing $6 per hour job. Data entry, preparing mailings, addressing envelops, sending out birthday cards, etc. are all clerical functions that you can hire other people to do for you. They are a waste of your precious time.
Many agents tell me they can do these clerical tasks at night or in the morning, so it doesn’t take away from their most profitable activities. However, they are only kidding themselves. There are only so many hours in a day. If they are using a lot of their time for clerical activities, they are not able to do some of the critical things that will help grow their business like reading, attending training classes, listening to tapes etc.
Step #10 - Have Fun!
This is going to sound kind of corny, but you've got to enjoy what you're doing or you shouldn't be doing it. There are lots of ways to make money out there, so why not pick something you love. Consider, you spend more time working than any other activity in your life - so why not enjoy the time you spend at work?
I can tell you that the most successful people I've ever met, all love what they do! They don't think of it as work, they actually consider it more enjoyable than many other leisure activities or sports. That's the way I feel about what I do, and you should too.
Well, there you have it. Follow these 10 steps and I GUARANTEE you will see tangible, immediate results in your business and personal life.
Lew Nason
Marketing Coach
Creator & Founder of www.insuranceproshop.com
© 2004 by Lew Nason, All rights reserved.
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