2015 is Upon Us!

SPUR CITY

Guru
1000 Post Club
What will your 2015 look like? Now's the time to decide how you want it to look...


When we decide on our outcome ahead of time and we make a plan to get there, we increase our confidence. We also increase our clarity, as we figure out what specifically we want to achieve, and how we'll really get there. Certainty paves the way for us to take more action. MASSIVE ACTION! And massive action is how we make things happen. "If you decide that you will do something, and start to plan towards it, you create confidence. But if you resolve within your self the sense of absolute certainty that 'I'm going to do this!' and then you start to build a plan-something extraordinary happens. You begin to develop the certainty you can actually achieve it. And with newfound confidence, you suddenly see there is a way to get it done. You'll find a role model who's already achieving what you're after, and you'll take massive action. The goal seeps deep into your subconscious, and it goes to work to make your dream a reality. That's when the magic happens." If you don't know what it feels like to feel an absolute sense of certainty, then try to remember a time in your life when you did. Or, imagine what you would feel like if you did feel an absolute sense of certainty. But to really develop your sense of certainty, make it a habit of finding models and reference examples that inspire you to what's possible. And really dive into what they do that helps them achieve their amazing results. In all of my experience, it's never been magic, no matter how magical it appears. If other people can do it, you can, too!
 
What will your 2015 look like? Now's the time to decide how you want it to look...


When we decide on our outcome ahead of time and we make a plan to get there, we increase our confidence. We also increase our clarity, as we figure out what specifically we want to achieve, and how we'll really get there. Certainty paves the way for us to take more action. MASSIVE ACTION! And massive action is how we make things happen. "If you decide that you will do something, and start to plan towards it, you create confidence. But if you resolve within your self the sense of absolute certainty that 'I'm going to do this!' and then you start to build a plan-something extraordinary happens. You begin to develop the certainty you can actually achieve it. And with newfound confidence, you suddenly see there is a way to get it done. You'll find a role model who's already achieving what you're after, and you'll take massive action. The goal seeps deep into your subconscious, and it goes to work to make your dream a reality. That's when the magic happens." If you don't know what it feels like to feel an absolute sense of certainty, then try to remember a time in your life when you did. Or, imagine what you would feel like if you did feel an absolute sense of certainty. But to really develop your sense of certainty, make it a habit of finding models and reference examples that inspire you to what's possible. And really dive into what they do that helps them achieve their amazing results. In all of my experience, it's never been magic, no matter how magical it appears. If other people can do it, you can, too!


This is so cool. Anthony Robbins is a member here.
 
Spur city curious to how your business operates. You say you write a ton of small policies in the San Antonio area. I assume as with any big city you deal with a lot of lower income project type areas.My question is how is your persistency and how much of your business is debit express? With a ton of small policies I'm sure you have a lot of nsf's. How do you handle those and how do you handle service work?
 
About 10 years ago I got into NLP, Neural Linguistics Programming. Bought a book and EBook and put a little time aside every day to work it along with meditation. That was where I picked up a lot of things that I use today in my sales presentation.

One of the things I picked up back then is something that Spur mentioned. "If you can do it, I can learn how to do it." Not saying I can be Lebron James but I can definitely learn how to play BBall if I put my mind to it.

This is the mindset of winners.

I remember seeing JD's numbers on the EFES website and telling my wife, "if this guy in Kentucky can do it then we can do it". lol
 
About 10 years ago I got into NLP, Neural Linguistics Programming. Bought a book and EBook and put a little time aside every day to work it along with meditation. That was where I picked up a lot of things that I use today in my sales presentation.

One of the things I picked up back then is something that Spur mentioned. "If you can do it, I can learn how to do it." Not saying I can be Lebron James but I can definitely learn how to play BBall if I put my mind to it.

This is the mindset of winners.

I remember seeing JD's numbers on the EFES website and telling my wife, "if this guy in Kentucky can do it then we can do it". lol

What, what??:laugh: Is that an insult or a compliment??:goofy:
 
Spur city curious to how your business operates. You say you write a ton of small policies in the San Antonio area. I assume as with any big city you deal with a lot of lower income project type areas.My question is how is your persistency and how much of your business is debit express? With a ton of small policies I'm sure you have a lot of nsf's. How do you handle those and how do you handle service work?


I get minimal service work. I don't get that much direct express business. My guess is 5ish% BUT it is DEFINITELY less than 10%.

My presentation is DESIGNED for smaller premiums. My entire career I was known as "THE VOLUME GUY". I won the "MOST CASES SOLD" award my first year in the business at New York Life lol.

I take a SOMETHING'S BETTER THAN NOTHING APPROACH during my presentations. Am I short-changing my clients by taking that approach and leaving them with too little coverage? No, I don't think so. I give them 3 choices just like most. I let them know they can reapply for additional coverage with me in the future BUT let's lock in your age and health TODAY with a small policy at the very least. I let them know tomorrows good health is NEVER promised and that they are ONLY GETTING OLDER.

I also let them know that I have NEVER in my decade long career SEEN a beneficiary tear up a 5k check and say "No, I don't need this $5,000". They usually laugh and agree with me.

Last year I won the Americo trip and my persistency was 89%.

This year I won the Trinity trip and my persistency is 92%. (With Trinity you need 85% or better to win the trip).

Persistency has NEVER EVER been a problem for me.
 
I take a SOMETHING'S BETTER THAN NOTHING APPROACH during my presentations. Am I short-changing my clients by taking that approach and leaving them with too little coverage? No, I don't think so. I give them 3 choices just like most. I let them know they can reapply for additional coverage with me in the future BUT let's lock in your age and health TODAY with a small policy at the very least. I let them know tomorrows good health is NEVER promised and that they are ONLY GETTING OLDER.

I also let them know that I have NEVER in my decade long career SEEN a beneficiary tear up a 5k check and say "No, I don't need this $5,000". They usually laugh and agree with me.

Good stuff Spur, somethings better than nothing and planting the seeds for future communication and possible upselling!
 
Good stuff Spur, somethings better than nothing and planting the seeds for future communication and possible upselling!


Thanks buddy. I know where to tweak my presentation "IF" I wanted to get HIGHER PREMIUMS but that's not my style. I'm comfortable with the volume of small premiums for now, and probably always will be.

I AM a student of this game. I am ALWAYS seeking to improve. When I'm not listening to HOWARD STERN (that's right Doug...HOWARD STERN), I'm listening to Zig Ziglar or Tony Robbins. I will NEVER be too good to learn from the success of others.

As REARDEN said in another post---"Don't think you are too smart for this business".


I interview and record some of the best agents in America to get their mindset and take on things. I try to see what part of their presentation I can implement into mine. I want to hear their phone scripts, their rebuttals, their work schedules, their lead flows. I try to test some of their ideas in the field of battle to see if it improves my performance. MOST top agents willingly answer all my questions and others refuse, but that won't stop me from my insatiable appetite for improvement.

I remember the first trip I ever won at NYL I got to sit at the table for lunch with a NYL top-dog that everyone wanted to sit with to pick his brain. I battered him with a barrage questions to the point where he dropped his fork and let me know that "I SURE DID ASK A LOT OF QUESTIONS". But that was ok, I bugged the hell outta him for 30-45 minutes and I knew I had gotten all the answers outta him that I wanted.

I try to extend help these days as much as I can. If you have questions, feel free to PM me and I'll help if I can.

BTW I watch inspirational videos on my way to my first appointment everyday like the one below...call me crazy!

http://youtu.be/26U_seo0a1g
 
Thanks buddy. I know where to tweak my presentation "IF" I wanted to get HIGHER PREMIUMS but that's not my style. I'm comfortable with the volume of small premiums for now, and probably always will be.

I AM a student of this game. I am ALWAYS seeking to improve. When I'm not listening to HOWARD STERN (that's right Doug...HOWARD STERN), I'm listening to Zig Ziglar or Tony Robbins. I will NEVER be too good to learn from the success of others.

As REARDEN said in another post---"Don't think you are too smart for this business".


I interview and record some of the best agents in America to get their mindset and take on things. I try to see what part of their presentation I can implement into mine. I want to hear their phone scripts, their rebuttals, their work schedules, their lead flows. I try to test some of their ideas in the field of battle to see if it improves my performance. MOST top agents willingly answer all my questions and others refuse, but that won't stop me from my insatiable appetite for improvement.

I remember the first trip I ever won at NYL I got to sit at the table for lunch with a NYL top-dog that everyone wanted to sit with to pick his brain. I battered him with a barrage questions to the point where he dropped his fork and let me know that "I SURE DID ASK A LOT OF QUESTIONS". But that was ok, I bugged the hell outta him for 30-45 minutes and I knew I had gotten all the answers outta him that I wanted.

I try to extend help these days as much as I can. If you have questions, feel free to PM me and I'll help if I can.

BTW I watch inspirational videos on my way to my first appointment everyday like the one below...call me crazy!

Forum wouldn't allow me to include your video link cuz I'm too new and experienced on here.

Great motivational video - I watched it en route to writing $2600 on Door knocks today. :idea:
 
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