Sabine Robinson, CLU, M.S.

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Starting a new career in the financial services business can be both exhilarating and exhausting. One of the key elements of early success is having access to the wisdom of producers who have preceded you. Check out "Quick! The Cement Is Drying" for 101 essays that convey this wisdom in a format that is inspiring and easy to read.

Are you asking for the business?

It sounds like a no-brainer - you've done the work, built the relationship through good factfinding so naturally your prospect is going to buy, right? Not if you don't ASK them to - literally.  You may assume that because you have done a good job up to the point of closing the prospect will jump at the chance to take action on your recommendations and initiate the next step. Research shows that you must still directly ASK for the business. In fact, people are five times more likely to take action if they are asked to do so. This is so simple it is often overlooked as a solution to a poor closing ratio. Be sure you are asking for the business during a close and see if it doesn't make a difference in your results.

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5 Beliefs You Need to Succeed
The following five beliefs will give you a structure on which to build your business philosophy. They are essential ingredients in your success. When you falter, consult these five areas to see where you need to improve.
  1. Belief in your company -- this is what you hang your hat on until you've gained some experience
  2. Belief in your products -- what you own trumps what you say every time
  3. Belief in your value as an advisor -- if you don't yet have your own stories about bringing value to your clients, listen to the veterans and internalize their tales
  4. Belief in a system of activity -- whether it's Granum or something else find a system and stick with it long enough to generate results
  5. Belief in goal attainment -- not just goal setting but doing what it takes to actually hit your goals consistently
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I'll try...

There is no commitment in the word "try." It weakens any sentence in which it appears. Do the following exercise if you aren't convinced: Lay a pen on your desk. Now "try" to pick it up. The pen will either remain on your desk or it will be in your hand. There is no in-between. It doesn't hover magically between your desk and your hand in an attempt to be either place. Replace "I'll try" with "I will" and you will physically feel the difference in your level of commitment.

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Forward Progress Every Day
Don't be discouraged by setbacks. They are a natural part of growing your business. You can minimize the impact of the downward cycles through constant activity. When you are up, you need consistent activity and when you are down, you need consistent activity even more. After a good week, a good month or a big push to achieve a goal you may be tempted to let up just a little - don't do it! It only takes a couple of weeks for a slow down in activity to catch up with you and when it does, it's painful. Keep working through good times and bad.
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The Activity Funnel

The financial services business, particularly the insurance side,  will always be a business of large numbers to small numbers especially in the early stages of a career. Picture a funnel with prospects pouring in the wide top. Not all of them will carry through and come out the narrow opening at the bottom as clients. The only way to widen this narrow opening is to widen the large opening at the top with more prospects.

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2009.02.01 | 2008.06.01 | 2008.05.01 | 2008.04.01

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Sabine Robinson, CLU, M.S.
Phone: (314) 540-6882
email: smrstlouis@msn.com