Hit Your Goals: What (Not) To Do To Improve Success Rates
Hitting the targets that you set as an insurance agent is essential if you wish to turn this job into a career, but before you can make it, you need to realize the one way that you may be sabotaging your efforts. The scary thing — it’s something incredibly simple that you are probably doing without thinking about it, but it makes a world of difference once you stop.
Before understanding what not to do, we must first look at what you SHOULD do.
Define Your Goals.
Without being able to clearly state the specific goals for your business, you’re going to have a tough time getting anywhere. That means knowing how many insurance leads you need to convert, how many meetings you have to take before getting a “yes,” and what kind of revenue you need to be generating in order to keep the doors open and your bills paid. You should also know some more specifics on your data, like, for instance, which products do you have the highest success rate with, what client information can you use to sell second and third policies or update coverage, and what can you do to build loyalty instead of simply making sales. Once you have all that down, you’re ready for what NOT to do. And that would be this:
Don’t Talk About Your Goals To Anyone.
Derek Sivers, in a recent TEDTalk, explained the value in keeping your mouth shut with regards to your goals. “Repeated psychology tests have proven that telling someone your goal makes it less likely to happen. Any time you have a goal, there are some steps that need to be done, some work that needs to be done in order to achieve it. Ideally, you would not be satisfied until you had actually done the work. But when you tell someone your goal and they acknowledge it, psychologists have found that it’s called a ‘social reality.’ The mind is kind of tricked into feeling that it’s already done. And then, because you felt that satisfaction, you’re less motivated to do the actual hard work necessary. So this goes against the conventional wisdom that we should tell our friends our goals, right — so they hold us to it.”
And if you must talk about your goals, well, there’s a trick for that, too.
Suppress Your Satisfaction.
Yes, if you feel an impending need to discuss what your goals are with anyone and everyone — this is possible once you start enjoying the first traces of success — do so in a way that conveys zero satisfaction. Remember, the key here is to treat your brain like the cards are stacked against it. This will ensure you work longer and more focused.
Next, Work Towards Your Goals Every Day.
You don’t have to accomplish a major goal every day or week, but you do need to be moving the needle. Break up big tasks into frequent smaller tasks, and always be pushing forward progress. This strategy can keep you motivated and encouraged even when you’ve still got a lot of road ahead of you.
Finally, When Finished, Set New Goals.
At the end of the day, satisfaction is your greatest enemy. And that’s not greed talking, but survival. You’re in a business where you can’t afford to rest on your laurels. Customers are flighty if you don’t do anything to keep their business. That’s why most are shopping for insurance three years after purchasing a policy. The good news: if you can give them reasons to stay longer, they’re yours for life.
Are you having trouble hitting goals? Have you tried keeping quiet about them? Does it make you feel more or less motivated to push forward? Sound off in the comments section!