Do your Prospecting Processes Suck?
❓Cold calling until you sound like you smoke three packs of Camels a day?
❓Emailing prospects like a crazed banshee?
❓Busy podcasting, appearing as a guest on podcasts, cranking out webinars until you don’t even know what day of the week it is?
❓Spitting out content- posts, videos, articles until you’re blue in your face?
Yep, you can do all those things and you’ll probably land some clients.
But you wanna know the truth about what makes your prospecting processes work and what it takes to get more clients?
It’s the secret way to amp up the results from all of those prospecting activities…
AND make filling your pipeline and landing high-quality clients seem effortless and easy.
It’s working on your “Inner Game.”
Now, I’ll admit (and you’re probably thinking it too) I used to think this “Inner Game” stuff to improve my prospecting is a bunch of woo-woo b.s.
But, your “Inner Game” holds the key to success, perhaps even more than any technique or strategy.
You hear the stories of how much time highly successful people spend working on their inner game. Some spend as much as two hours a day in silence, meditating, praying, journaling, brainstorming ideas, picturing their Mission-Vision-Goals.
While you might think it’s a bit counter-intuitive to block off time to work on your inner game instead of putting your head down and plowing through “real work,” the rewards will be tangible and show up in your bank account.
Mission
Your Mission defines who you are.
It defines what you value.
It shows what you stand for. (and maybe against)
It’s your personal compass of how you live your life and conduct your business.
Finding and developing your Mission focus takes deep soul searching and work.
Also, your Mission will evolve and you’ll gain clarity as you have more life and business experiences.
Check out this Google Doc: Mission-Vision-Goals Planner
(Make a copy and use it to work on your Mission-Vision-Goals)
Vision
Your Vision is where you see yourself going.
Who you want to become- professionally and personally.
What do you want to accomplish in your career as a Commercial Insurance Advisor?
How big of a Book of Business will you build? Who are your clients? How many clients?
What does your service team look like? Do you want to own an agency or become a principal in your current agency?
Personally, what does your lifestyle look like…
✳️Your Dream Home?
✴️ The cars you drive?
✳️ Toys you’ll enjoy- boat, jet ski, snowmobile, etc.
✴️ Once-In-A-Lifetime Family Vacations you’ll take?
✳️ Schools your kids will attend?
✴️ Your group of friends and relationships with family and friends?
✳️ Activities you’ll enjoy- playing guitar, travel, golf, attending kids’ events, etc.
And more…
One thing that has made a powerful difference for me personally and other clients who make this a daily habit:
Create a Vision SlideShow.
View your Vision SlideShow every morning as part of your morning routine.
Gather images and photos of your future lifestyle.
Save them into a PowerPoint or Google Slides presentation.
Every morning, go to your future lifestyle movie.
Play the presentation and imagine you’re already living your future lifestyle.
Goals
Your Goals turn your Vision into Reality.
Only when you take smart, consistent daily action.
The trick is to start with your big Vision and work backward to break it down into Goals and Daily Activities.
For Example:
You want to live in your Dream Home in 10 years.
You project it will cost $2,000,000
You estimate your current home will be worth $500,000 in ten years to cover the down payment and closing costs.
So you’ll need to come up with an additional $1,500,000 in 10 years or, $150,000 a year.
Your commission split on new business is 50%, so you need to land $300,000 of new client income.
Your typical client is $25,000 of commission income.
So, you need 12 new clients, or one new client a month.
Now, break it down into daily activities.
How many qualified opportunities do you close?
Let’s say it’s 50%, so you need to be working on two solid new client opportunities every month.
How many initial potential client initial consultations do you need to do to have two qualified opportunities?
Let’s say it’s 8, or 2 every week.
Now, finally how many Introductions, Targeted Outreach Leads are needed to surface 8 initial consultations?
Now you know from past experience it takes initiating three daily new prospects – Introductions, Targeted Outreaches-emails, phone calls, drop-ins- to land two initial consultation appointments each week.
The Mission-Vision-Goals Planner will help you work through your Vision to break it down into your Daily Activity needed.
Maybe now is the time to put down the phone, step away from email, take a break from cranking out content…
And do some woo-woo work on your Inner Game?
“Work harder on yourself than you do on your job.” -Jim Rohn