When I was in personal production I would acquire more new prospects and
generate more new policies in the month of January (many times within the first
two weeks) than 99% of insurance agents did ALL YEAR.
How did I do it?
Those are the sneaky details I will give you in this blog article.
I am often asked for the fastest, most reliable pathway to success. Let me
give you a formula that will guide you forevermore and lead you to
extraordinary riches.
Ready?
Observe what most everyone else is doing—and do the opposite.
Think about it.
Most everyone else is unsuccessful.
Doing the opposite gives you the opposite result: success. Simple.
That formula describes what Richard Branson, Donald Trump, Oprah Winfrey,
Bill Gates, Steve Jobs and most every other super-achiever you can think of
used.
If everyone else is zigging—zag.
Now then, what do most people do during the month of December?
Are people more focused and more productive or more distracted and lackadaisical?
Are people working hard or hardly working? You already know the answer.
That’s why you want to do the
opposite.
This is when you can get ahead, WAY AHEAD and can take advantage of the mood
of the season, rather than the mood of the season taking advantage of you.
I’ll explain.
Three December strategies to CRUSH IT in January
ONE. In insurance, the market dies in December. It’s the
holidays and people are too busy buying Christmas gifts to think about buying
insurance policies.
They don’t even have the time or interest to even meet with an agent in
December. This kind of scenario might be true for you in your business too. So
what do you do?
Here’s the secret…
Spend the entire month booking your appointment calendar for January. They
don’t want to meet with you now, but they are even more apt to book an
appointment with you for January, which is ALL-THE-WAY in next
year—appointment-booking resistance is low.
By the time 8 a.m. Jan. 2 would come around I was booked solid,
wall-to-wall, flat out, the entire month. Those who just started to rub the
sleep out of their eyes and just began to make appointments the first week in
January were so far behind they didn’t know what had hit them by January 15.
No one could ever figure out how I did so much business in January of each
year. It had nothing to do with what I did that January; the game had been
decided by what I did in December of the previous year.
For you – that’s RIGHT NOW.
So, strategy one is while maybe no one wants
what you are selling during the holiday lag time, use this month to book
yourself silly in January.
TWO. The year is ending. There are lots of businesses that
run their fiscal year on the annual calendar and even lots of individuals who
for tax reasons need to make some speedy decisions and spend some money
quickly.
Completely reprioritize your prospecting list to those types of clients that
have these year-end closing challenges and opportunities.
If you have a generalized book-of-business, focus your product or service
offerings to meet those needs. Adjust your marketing messaging to communicate
to those needs.
Strategy two is reprioritize WHO you focus
on, WHAT you focus on marketing to them and connect a timely and purposeful
MESSAGE to those needs.
You could significantly jump your revenue in the final two-minute drill of
the year.
THREE. Stack your cash. I think it was Stephen Covey who
defined relationships as emotional bank accounts. During any exchange, or
transaction, you are either depositing money or you are withdrawing it.
What we
know for sure is, just like a real bank account, you cannot withdraw any money
if there is NO money in the account.
The month of December is a great time to make large deposits into lots of
relationship accounts. The goal is to walk into the New Year flush with cash.
The way to do this is to give, give, give in December.
Strategy number three is to spend the month
of December building your important relationships and making lots of emotional
deposits.
OK, I hope one of these ideas lit a spark in you and that I have made a
sizable deposit into
our relationship account.
Now go out and get your big jump on the competition… they will be
dumbfounded by your success and momentum by January 31, 2016.
- Uncle "D"
