So many news reports are focusing on the current economic trends.
Is it a recession?
Is it just a ’soft market’?
The truth be known -I bet you really don’t care what the heck they are calling it, but you do care about writing new business regardless of what is happening in the market. But a quick word of caution. Don’t jump on board the ‘confessional procession discussing a recession’. (say that 5 times real fast! 
)
Why? Because although you already know this, it never hurts to be reminded of the fact that your ‘thinking’ impacts your wallet.
‘And if you go into ’survival mode’ verses a sustained growth mode you will end up at the end of the line.
In other words, Subscribing to a ‘Surviving a recession’ thought process has many dangers associated with it.
Question….
Did you know that your ‘survival’ skills actually can hinder your wealth accumulation? Now stay with me because what I just said is absolutely right.
Think about this- if your focus is ‘survive’…you can’t focus on ‘thrive’ , It’s just that simple.
But a BIG stumbling block for many people is the WRONG notion that if I get ‘mine’ it is at the expense of somebody else losing ‘theirs’. This type of thinking stops agents from closing a sale and also contributes toward a ‘commodity’ presentation of the products and services that you provide. In other words too many agents try to sell on nothing but price because they think that Nothing else matters and Nothing could be further from the truth!
Think of it in this way.
Wealth and Water have a lot in common. Water can wear down a rock and create a Grand Canyon and Wealth can wipe out most of the canyon size challenges you may be facing in life today. But wealth is NEVER truly achieved at the expense of another ‘losing’.
Here’s what I mean.
When you help somebody in a business transaction YOU must always remember that your ‘win’ did not cause their ‘Loss’. When they pay the premium they gain…there is no loss.
Plus- the gain you achieve is NOT at their expense…
It IS because of your specialized training. PLUS the money you earned does NOT take away from their ability to go out and make money. If you don’t get that money for the premium they will spend it on something else. Besides,The money they invest will be replenished. It is just like the cycle of water.
Water evaporates into the air, but it is still water and then it returns from the sky for everyone to equally enjoy. Now to enjoy the endless supply of water a person may need to move (an action word) to where the supply is plentiful, but the resource of water is endless…JUST like wealth…it cycles…but NEVER depletes…not a ‘zero sum game’…if you get it then it does not mean there is less for me…there is an endless supply…
This is a BIG business success principle to grasp ahold of, because too many times the wrong thinking is ingrained into our lives.
We see the less fortunate and a sense of guilt hinders our own personal growth.
Here’s something to think about.
You should feel a BIGGER sense of responsibility to use the talents and skills you’ve d been given and have developed in order to create the wealth you deserve and then you can actually DO something constructive to help those who are less fortunate such as by providing your services and products and possibly financial donations verses just feeling a non-productive useless sense of guilt that may appease a sense of ‘ill thought disguised as morality’, but leaves a family unprotected or leaves a child starving.
Strong words? Yes, but Truth is never intended to ever resemble anything weak.
Licensed & Lethal,
007
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I concur that one’s thoughts and feelings have a direct impact on the outcome or results of one’s efforts (that’s life in general). Thinking creatively and sympathetically generates a “win/win” at the closing table.
I find the “price” issue a difficult obstacle to overcome, though. 007, you have the inside/outside scoop of the corporate perspective, as well as, the agent perspective. So, I’m certain you’re fully aware of what I’m about to write.
As an agent, in a highly competitive market, selling “value” to P&C prospects is done over time. Getting the prospect to become a client is based on “savings” which is directly correlated to “price”. Few people wish to make lateral moves unless the “value” of their current agent or insurance company has declined. But, having a competitively priced product that brings the prospect into an agent’s book (family) of business allows the agent to add “value” to the relationship. This perceived “value” is what keeps the client loyal, even when better “priced” offers come their way.
It’s tough to add “value” to spending an extra $250 for the exact same product as the competition is offering. Juxtapose this to a scenario where we’re saving them $250, then their moving all their insurance to my agency.
My experience is that “price” does matter and “price” connotes the immediate “value” to transitioning one’s insurance needs. Overcoming “price” objections when compared to identical products and coverages is a waste of breath; as far as I’m concerned. We just “move on” (this year’s agency mantra) and focus on the smaller percentage of prospects that there is instant syzygy (”price” , “value”, and “rapport”).
Attitude does equal Altitude. There are always opportunities waiting to be seized. Keeping a postive mental attitude goes a long way toward helping one acheive their personal goals. But recognizing obstacles not worth removing, rather to simply “move on” around them, just might save someone the struggle of maintaining a positive mental attitude in the face of futility.
Just my two cents, for what it’s worth, which I think now is about .7 of a cent.
In abundance