When I was in the life insurance
business back in the 70's, I had more call reluctance than any three
people put together. I started right after college which is young.
They had me cold calling rich people in Grosse Pointe, Michigan
(Detroit) about disability coverage. I have often said it took years
of therapy to get over that experience!
The good news is that I became an expert
on overcoming call reluctance and the fear of self-promotion.
I couldn't find anyone in those days who had any real clue about how
to deal with these fears so I had to figure it out on my own.
Call reluctance and the fear of
self-promotion can be a complex issue. The bottom line is you have
to shift to a bigger perspective than the one that has the fear in it.
Or to paraphrase Albert Einstein, you can't solve the problem in
the paradigm that created the problem. Interestingly, most people
try to do just that. Being analytical is the paradigm that causes
most call reluctance and most people try to overcome their call
reluctance by trying to figure out how to make it go away. It's like
the old mountain joke. The traveler stops at the service station in
the middle of nowhere in the Rockies and ask for directions. The
attendant says, "I don't know what to tell you, you can't get there
Anyway, here are some concepts that have
been helpful to me and my coaching clients over the years on shifting
to a bigger perspective. I have created them as a Top Ten List
for Overcoming Prospecting Avoidance:
It takes more energy to not to make prospecting calls
than it does to make them.
Find a reason to call a prospect not a reason not to.
"You miss 100% of the shots you don't take." Wayne
SW-SW-SW: "Some will, some wont', so what..." Zig Ziglar
gets credit for this one. It just happens to be my initials!
Your clients are waiting for you to call them. You are making
calls to discover who they are.
Prospecting is the price you pay for your freedom!
You get paid to make the calls, not by people's response.
Your job is to make the call, the rest is up to ______________
(fill in the blank with whoever you think is in charge).
It doesn't matter what happens on any one call. When it
starts to matter, you will find something to do besides prospecting!
And, the Number
1 concept for overcoming prospecting avoidance...
When is the best time to make the call? How about
Also, here is a link to a FREE
WEBINAR: How to Overcome Prospecting Avoidance and Make the Calls
You Need to Make!
(If this link
doesn't work automatically, copy and paste in web browser.)
Enjoy the rest of the summer,
THE BOOK ABOUT LIFE INSURANCE that made the New York Times best-seller
list... Check out my interview with Pamela Yellen,
author of Bank on Yourself, here is the replay link:
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