Sidney C. Walker
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August 2011

Overcoming Prospecting Avoidance TOP 10!
by Sidney C. Walker


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 from here!"


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:


Number 10. It takes more energy to not to make prospecting calls than it does to make them.


Number 9. Find a reason to call a prospect not a reason not to.


8. "You miss 100% of the shots you don't take." Wayne Gretzky.


7. SW-SW-SW: "Some will, some wont', so what..." Zig Ziglar gets credit for this one. It just happens to be my initials!


6. Your clients are waiting for you to call them. You are making calls to discover who they are.


5. Prospecting is the price you pay for your freedom!


4. You get paid to make the calls, not by people's response.


3. Your job is to make the call, the rest is up to ______________ (fill in the blank with whoever you think is in charge).


2. 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 right now!



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,

Toll-free: 877-985-3297



Special Announcement



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:


If you decide to apply for a relationship with, mention my name and someone should get back to you right away. They get a ton of inquiries every day. If you donít hear from someone within a few days, send me an email and I will make sure your application gets processed.

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