Be Your Own Santa Claus
BE YOUR OWN SANTA CLAUS
Ho – Ho – Ho! Need more dough – dough – dough? Be your own Santa Claus!
Tis the season for great gain to those who buckled down and made their sales volume happen this year on a daily, weekly, monthly basis. It sure is an awesome feeling to… have a first-class sales skill-set that provides for a healthy and profitable holiday season – even in this economy. Is this YOU?
Folks, my heart goes out to agents who are struggling just to close a couple sales each week, or worse, each month. Here are a few suggestions to apply as “New Year Resolutions”, so that YOU may become your own Santa Claus in Final Expense (FE) sales:
1. Get connected to Winners.
STOP hanging around and being consoled by whiners & complainers who are looking for reason to fail, instead of being focused on reasons to succeed. A main reason why I became a National Top Producer in FE sales is because I begged my manager for 2 months, back in the early days of my career, to ask a Top Producer if I could go with him on his appointments for one day. We finally worked it out. After watching his sales presentation all day long, I changed 2 things in my own sales presentation that I learned from the Top Producer. My sales doubled, tripled, then quadrupled in a few short weeks!
2. WRITE OUT your own daily/weekly schedule.
My overall success in sales was planned. I wasn’t lucky. My success was planned. I explain this is great detail in my book, “How YOU Can MASTER Final Expense”. My schedule is my boss. My schedule keeps my life and priorities organized, so that my personal life and business life DO NOT overlap. The main thing is keep the Main Thing the MAIN THING. Nothing else gets done, until after I close at least one sale TODAY.
3. Work smart.
Get on a sales platform that is streamlined without any pitfalls to an agent. Get a MASTERFUL sales script to work off of. Pay for high quality leads, then close sales, and the cost of the leads will wash out – with profit! Figure out what Top Producers do, then duplicate it! Don’t allow pride nor ego to complicate the simplicity of what works by saying, “Well, I’ve always done it this way…” Oh really? Are you closing 10+ sales each and every week? Self adjustment to work smarter is the biggest, unspoken secret to successful selling.
4. Treat Customers with dignity.
Respect each customer. My goal for each one of the ten thousands of sales presentations that I have personally delivered to customers in my FE sales career, was to leave a smile on a customer’s face, whether they bought a policy from me, or not. My job is to be a professional. It’s not the customer’s responsibility to be in a good, happy disposition. This is an agent’s professional responsibility. Why? Good things happen to people whose heart is in the right place. The more a customer is respected by you, the more likely they will want to do business with you TODAY. A customer is normally a reflection of how they are being treated by an agent. Most customers are nice people, who want to be treated fairly, while getting specific information that matches their need, within their budget. Take your time with a interested customer. Be thorough. Answer their questions. Do not talk over a customer to rush a buying decision. Connect the dots of your benefits to your customer’s specific concerns and situation. Make your sales presentation a fun ride. Laugh. Empathize. Feel their life, then add value to it with your product. Take your time, yet keep the conversation upbeat and moving forward. Dignity sells.
5. Enjoy what you do in sales.
I can find enjoyment in losing a sale, just as much as I can enjoy making a sale. “Uh?”, you say. How is that possible? My success is not determined by the number of sales I close, but rather by the utmost sales performance I gave. Did I do my very best? Can I improve my selling technique? Am I putting my heart into each customer conversation? Is my disposition positive, or critical? Winners know how to find a “happy place” while selling – the place where I put my focus to enjoy the ride, instead of buckling under the pressure to make a sale. Think of who will love you whether you fail or succeed – your spouse, pet, children, God, church, friends, etc.. This is where I keep my mind, while closing an average of 1-4 DAILY sales. Win or lose, I am loved. This powerful outlook attracts buying customers like bees to honey.
Your Creator-God in Heaven is crazy about His love for YOU! Personally, I received divine, perfect love from Him the very moment I received the Lord Jesus Christ into my own heart and life, as a personal Savior. If you do not feel like anyone cares about your life, look up! Because God never interferes with man’s free will, it is totally your choice to accept what He offers – salvation and forgiveness for every sin.
My final expenses are cared for in this life, and in the life to come! By trusting in what Jesus Christ did on Calvary’s cross to save us, we have hope, grace, love. Santa Claus represents an even bigger picture of a skyward Father who wants to shower YOU with blessings (& sales!).
Let me know, if I may boost your FE sales career with an individual coaching session. Most importantly, rest assured, that you can know for sure that Heaven is your eternal home after this life is over. How do I know this to be true? How could a person NOT know, when the Creator of the universe comes into a person’s life and transforms an individual from the inside-out, installing a new set of desires, new energy, a new reason to succeed?
I believe YOU Can! Merry CHRISTmas!!
Troy Clark, Ph.D.
