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A Question
How many feel as though they understand sales people?
I came to shocking revelation
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Here’s the revelation
Good underwriters are not that different from good sales people. It takes some of the same qualities to be successful at both.
Don’t write down anything I say!
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People only remember 10% of what said after 10 minutes.
That’s too much
I want to pull out some thoughts that are lying dormant.
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What’s the difference between plagiarism and research?
Life is too short to learn what you need on your own?
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“Only a fool learns from his experience. The wise man learns from the
experience of others.”
‐Ben Feldman
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Success principles are like laws of nature‐ principles work
100% of the time
Principles of success (and sales) have been with us for thousands of years and
haven’t changed.
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What happens to Underwriters who don’t use principles?
The principles are simple.
Success is about mastering the principles.
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If you do what you’ve always done;
You’ll get what you have always gotten.
Tony Robbins
Selling (Underwriting) is 80% mental and emotional and 20%
technical and physical.Brian Tracy
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Frank Bettger
Fired from the baseball team.
Enthusiasm
Benefits:
•Overcame fear
•Affected other players – they became enthusiastic
•Felt better after the game
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Bettger was failing as salesperson
Enthusiasm
William James made great discovery.
Feelings follow actions.
If you want to be a certain way, all you have to do is act that way.
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Enthusiasm
What happens to your prospect when you are enthusiastic?
Two guys are in a guard house
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Principle #2 ‐ Attitude
ATTITUDE
Sales are contingent upon attitude of the salesperson –
not the prospect.
W. Clement Stone
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Attitude
1. New Policy with Commercial Causality
2. New Agent ‐ Leads
ATTITUDE
Steps you can take to have a good Attitude.
1) Be happy and smile
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ATTITUDE
2) Find people who win.
Find people who succeed and listen to them.
ATTITUDE
3) Be careful what you allow into your brain.
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Your brain is like a computer…
Good stuff in, good stuff out.
Bad stuff in, bad stuff out.
ATTITUDE
Turn off TV
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ATTITUDE
Don’t watch local News
ATTITUDE
Here’s the local News
Who got shot.
Who got beat up in a parking lot.
There was a fire.
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ATTITUDE
Weather
Winter you will freeze your ass off
Summer you will sweat your ass off
ATTITUDE
Traffic Report
The roads are full of cars
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Enthusiasm and Attitude
What is your take away from this section?
What was Principle form of transportation in the 1930s?
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What happened to the railroads by 1970s?
The problem was they thought
they were in the Railroad Business
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Principle #3 Stop Selling Insurance or start solving problems
Last Year there were 20 million ½ inch drill bits sold…
..but how many people wanted to buy drill bits?
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What is the prospect’s or broker’s problem?
STOP SELLING INSURANCE
You can forget everything else in selling and underwriting – If you remember one thing
We Solve Problems!
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Stop Selling Insurance
What does the prospect do when you only focus on product?
If I am buying an air conditioner,
I don’t care about the details of how it works, all I care about is that it will keep me cool on hot days.
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What does a good salesperson
and a good lawyerhave in common?
People hate to be sold, but they love to buy.
What’s the secret?
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Socrates
Secret to Sales ‐‐ Questions
Sales – finding out the other person’s wants and helping them get it.
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Questions
1) Let the other person know what you are thinking
2) Compliment to prospect by asking his/her opinion
Did you know Lawyers need to be
buried 20 feet below ground?
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REPETITION
Repetition leads to mastery
REPETITION
Have you ever tried
something once?
It didn't work you quit.
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REPETITION
REPETITION
Listen to song
1x – Remember a few words
5x – Remember words with music
10x – Remember words without music
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My Secret
Ken Smith
Connect with me on LinkedIn
www.linkedin.com/pub/ken‐smith/5/778/821
Follow me on Twitter
@kensmithCI
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Ken Smith Contact info:
• WWW.kensmithsales.com
• 402‐730‐7394
A Lesson from Rocky