Bcome A peak Peformer-Nov08

The first thing to do, if you have not done it, is to fall in love with your work. Hold yourself responsible for a higher standard than anybody else expects of you. Never excuse yourself. Never pity yourself. Be a hard taskmaster to yourself." Henry Ward Beecher

BECOME A PEAK PERFORMER
Peak performers are those sales professionals who manage to go to the top and stay there. Peak performers have these four common characteristics:
• Pay Attention - They don't just look, they see something. They don't just listen, they hear something. • Pay the Price - They have a passion to excel. No price is too great. Peak Performers focus. They consistently do the things their competitors will not or cannot do. • Are Promoters - They become known for what they know. They find ways to distinguish themselves from the competition. • Persist - They believe in the type of philosophy advanced by Cyrus Hall at Hallmark Cards, "When you reach the end of your rope, tie a knot and hang on."
Dexter Yager is respected throughout the sales world as one of its most influential Peak Performers. We read one time where Dexter attributed his excalibur peak performance to seven character builders. We've recommended these to our sales audiences and we strongly recommend them to you. These seven character-building tips are behavior changing.
• Avoid the crybaby mentality. Into each life some rain will fall. Expect it. Accept it. Forget it. • Fight fairness frustration. It's those who make the most of the cards they are dealt who become Peak Performers. • Stop being a brooder reactor. You wll never do well if you tend to dwell. • Don't get down on yourself. Compete but don't compare. Lean to the positive. • Don't depend on other people's approval. People-pleasing can paralyze you into indecision. • Overcome personal cowardice. Act courageously. • Let your career be ruled by God. As Carlyle said, "It's the spiritual that determines the material."
Embrace these Dexter Yager character-building philosophies. Develop the four common characteristics of Peak Performers: pay attention, pay the price, promote yourself and persist.
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #5
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #5
THE KEY ISSUE
• Find the basic need.
• Find the main point of interest.
• Find the most vulnerable spot.
• Use "Why?" • Use "In addition to that . . ."
When you identify the key issue -- stick to it!


Richaard Wong Best Practices, Training & Development AIA
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com


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