"An athlete may run ten thousand miles in order to prepare for one hundred yards. Quantity gives experience." Ray Bradbury, American writer
PREPARE TO WIN - Part 2
The value and benefits of preparation cannot be overemphasized. No matter how long a show plays on Broadway, the actors continue to rehearse. They are professionals and they conscientiously seek perfection. They practice their lines and their every move, because each has a particular purpose. They know exactly what they are saying. They understand the response and reaction they must receive from their audience.
Preparation means being so well-organized that you know before you make that call or presentation, the prospect will agree to an appointment or your recommendation.
Here's an excerpt from the book, 50 Lessons in 50 Years, by Garry Kinder. Its Lesson 29 -- Memorize the Scripts; Ad Libs are for Amateurs.
Memorize the scripts. I learned this from many people, not the least of which was my brother, Jack. He preached this principle on a regular basis.
When Jack started in the business, his first manager, Fred Holderman, had a script that all the new agents learned and I can remember this like it was yesterday. Jack would give me the script and in the front room of our house he would sit me down and say, "Garry, I want you to watch this script and make sure I don't miss one word."
The script was about four or five pages, and here was Jack having me make sure he wasn't missing a word. Today, if you turn to page 87 in our book, Secrets of Successful Insurance Sales, you'll find about half of that script modernized.
I like to tell this story -- it's a true story and it happens to me often. Invariably, when I tell young agents the importance of memorizing scripts, one of them will come up to me after the meeting. The conversation will go something like this:
Agent: You know you talk about memorizing scripts, but the scripts don't sound like me. Garry: Those scripts don't sound like you? Agent: No! Garry: That's good. If they sounded like you they wouldn't work! Who said they were supposed to sound like you? They're not supposed to sound like you. Here's what you do: First, you MEMORIZE, then you PROFESSIONALIZE, THEN you PERSONALIZE. Then, you know what? They'll sound like you!
Respect the power of preparation - Memorize Your Scripts!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
==========================================================================================================================================
Without Action You Aren't Going Anywhere.
"AN OUNCE OF PRACTICE IS WORTH MORE THAN TONS OF PREACHING." Taking action is hard and difficult. Preaching or reading or studying endlessly gives you the feeling of moving forward. To really get where you want to go and to really understand yourself and your world you need to practice. Books can mostly just bring you knowledge. You have to take action and translate that knowledge into results and understanding.
- Mahatma Gandhi -
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at http://rebpo.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
Sunday, March 29, 2009
Tuesday, March 24, 2009
Prepare to Win part 1
"It's not the will to win, but the will to prepare to win that makes the difference." Bear Bryant
PREPARE TO WIN - Part 1
We received a message from John Lowery* on the subject of preparation and wanted to share it with you. Here's what John had to say:
Prepare yourself fully for the opportunity you seek, and that opportunity will surely come. When it does come, your preparation will put you in an ideal position. You'll have what it takes to make the most of the opportunity that comes your way.
Races are won not only in the competition itself, but also in the preparation. Those who win are those who take the time and effort to best prepare.
Preparation can be tedious. It is usually not very glamorous or exciting. And yet, preparation most certainly leads to many exciting and magnificent things. Preparation puts you in control of your own destiny, and opens the door to spectacular achievement.
Prepare yourself to the highest degree that you can, and that preparation will pay off many times over in the valuable rewards it brings.
Next week, we'll look at Part 2 of this message on the preparing to win - "Memorize the Scripts; Ad Libs are for Amateurs."
*Used by permission. The Eagles Perch, John S. Lowery, CLU, Lowery Financial Group, Managing Partner, WealthPlan Financial Partners, 2815 Coliseum Centre Drive, Suite 680, Charlotte, North Carolina 28217, 704 357-1099 Ext. 214
Good luck and good selling,
Jack and Garry Kinder
"Always aim at complete harmony of thought and word and deed. Always aim at purifying your thoughts and everything will be well."
I think that one of the best tips for improving your social skills is to behave in a congruent manner and communicate in an authentic way.
People seem to really like authentic communication. And there is much inner enjoyment to be found when your thoughts, words and actions are aligned.
You feel powerful and good about yourself.
"HAPPINESS IS WHEN WHAT YOU THINK, WHAT YOU SAY, AND WHAT YOU DO ARE IN HARMONY." -Mahatma Gandhi
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at http://rebpo.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
PREPARE TO WIN - Part 1
We received a message from John Lowery* on the subject of preparation and wanted to share it with you. Here's what John had to say:
Prepare yourself fully for the opportunity you seek, and that opportunity will surely come. When it does come, your preparation will put you in an ideal position. You'll have what it takes to make the most of the opportunity that comes your way.
Races are won not only in the competition itself, but also in the preparation. Those who win are those who take the time and effort to best prepare.
Preparation can be tedious. It is usually not very glamorous or exciting. And yet, preparation most certainly leads to many exciting and magnificent things. Preparation puts you in control of your own destiny, and opens the door to spectacular achievement.
Prepare yourself to the highest degree that you can, and that preparation will pay off many times over in the valuable rewards it brings.
Next week, we'll look at Part 2 of this message on the preparing to win - "Memorize the Scripts; Ad Libs are for Amateurs."
*Used by permission. The Eagles Perch, John S. Lowery, CLU, Lowery Financial Group, Managing Partner, WealthPlan Financial Partners, 2815 Coliseum Centre Drive, Suite 680, Charlotte, North Carolina 28217, 704 357-1099 Ext. 214
Good luck and good selling,
Jack and Garry Kinder
"Always aim at complete harmony of thought and word and deed. Always aim at purifying your thoughts and everything will be well."
I think that one of the best tips for improving your social skills is to behave in a congruent manner and communicate in an authentic way.
People seem to really like authentic communication. And there is much inner enjoyment to be found when your thoughts, words and actions are aligned.
You feel powerful and good about yourself.
"HAPPINESS IS WHEN WHAT YOU THINK, WHAT YOU SAY, AND WHAT YOU DO ARE IN HARMONY." -Mahatma Gandhi
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at http://rebpo.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
Wednesday, March 11, 2009
Work Right -
"Honest, intelligent effort is always rewarded."
WORK RIGHT
We believe you create a future, characterized by high performance and fulfillment, by making a responsible commitment to think right, work right, sell right, study right, and live right.
Here are ten strategies for forming the habit of working right.
• Plan productive days A successful day consists of a series of successful acts. In selling, productive acts are those that directly or indirectly contribute to your success.
• Fix action plan. Begin with the end in mind. Then break it down into easily achievable mini-goals, and focus on those numbers.
• Develop self-discipline. Disciplined salespeople are: enthusiastic, resourceful, predictable, dependable, courageous, persistent, optimistic, and dedicated.
• Be a self-starter. Don't wonder or ponder or contemplate too long. Don't wait until you feel like it. Don't wait until you feel "hot."
Don't wait until conditions are just right. Instead, "begin it!"
• Put off procrastinating. Write it on your heart: Success is the product of today, of today's responsibilities
fulfilled, of today's opportunities seized, of today's jobs attended to, of today's sales finalized.
• Believe in the law of averages. Knowing the numbers permits you to have an almost total indifference to whether or not a given prospect buys or doesn't buy.
• Make habit your servant. You can change! You must develop the capacity to substitute a new habit pattern while you are striving to overcome any bad habit.
• Manage selling time. It's no good being a model of split-second efficiency if you are working on the wrong things. A successful salesperson reviews the calendar as well as the clock.
• Put forth honest, intelligent effort. An honest day's work is our moral obligation to the company we represent, our families and ourselves. At the end of the day, be able to say: "Today, I have given an effective, full day's effort to my selling job. I have displayed discipline in planning, time management and selling."
• Do it . . . and then some! Our business in life is not to get ahead of others but to get ahead of ourselves - to break our own records, to outstrip our yesterdays by our today; to do the little parts of our work with more force than ever before.
Good luck and good selling,
Jack and Garry KinderThe KBI Group
============================================================================
When man is right, the whole world will be aligned
Doing the things right will give you the energy and encouragement to strive ahead, be a choice maker and focus on our areas of influence
It can only get better!
Make your day and have a productive week ahead
Regards,
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at http://rebpo.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
WORK RIGHT
We believe you create a future, characterized by high performance and fulfillment, by making a responsible commitment to think right, work right, sell right, study right, and live right.
Here are ten strategies for forming the habit of working right.
• Plan productive days A successful day consists of a series of successful acts. In selling, productive acts are those that directly or indirectly contribute to your success.
• Fix action plan. Begin with the end in mind. Then break it down into easily achievable mini-goals, and focus on those numbers.
• Develop self-discipline. Disciplined salespeople are: enthusiastic, resourceful, predictable, dependable, courageous, persistent, optimistic, and dedicated.
• Be a self-starter. Don't wonder or ponder or contemplate too long. Don't wait until you feel like it. Don't wait until you feel "hot."
Don't wait until conditions are just right. Instead, "begin it!"
• Put off procrastinating. Write it on your heart: Success is the product of today, of today's responsibilities
fulfilled, of today's opportunities seized, of today's jobs attended to, of today's sales finalized.
• Believe in the law of averages. Knowing the numbers permits you to have an almost total indifference to whether or not a given prospect buys or doesn't buy.
• Make habit your servant. You can change! You must develop the capacity to substitute a new habit pattern while you are striving to overcome any bad habit.
• Manage selling time. It's no good being a model of split-second efficiency if you are working on the wrong things. A successful salesperson reviews the calendar as well as the clock.
• Put forth honest, intelligent effort. An honest day's work is our moral obligation to the company we represent, our families and ourselves. At the end of the day, be able to say: "Today, I have given an effective, full day's effort to my selling job. I have displayed discipline in planning, time management and selling."
• Do it . . . and then some! Our business in life is not to get ahead of others but to get ahead of ourselves - to break our own records, to outstrip our yesterdays by our today; to do the little parts of our work with more force than ever before.
Good luck and good selling,
Jack and Garry KinderThe KBI Group
============================================================================
When man is right, the whole world will be aligned
Doing the things right will give you the energy and encouragement to strive ahead, be a choice maker and focus on our areas of influence
It can only get better!
Make your day and have a productive week ahead
Regards,
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at http://rebpo.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
Study Right
"There is one straight road to success in selling. It's paved with knowledge. Competency never lacks opportunity."
STUDY RIGHT
We believe you create a future, characterized by high performance and fulfillment, by making a responsible commitment; to think right, work right, sell right, study right, and live right.
Here are ten strategies for forming the habit of studying right.
1. Be a student of selling. In a world of change, you are never completely educated. You must keep educating yourself to cope with change.The more you learn about your job, the less fear there is. Fear is born out of ignorance.
2. Prepare well. Spectacular performances are always preceded by unspectacular preparation. Cultivate the will to prepare.
3. Develop a mentor. When selecting a mentor, search for the individual traveling "the same road" you're traveling - and one who is out in front!
4. Watch your self-talk. Self-talk shapes your selling life. Take charge of your thoughts. Monitor what you are telling yourself about your situation and about your potential in selling.
5 Stay brilliant on the basics. Rely on these fundamentals. Build credibility, be well mannered, simplify your recommendations, speak prospect's language, speak as one having authority, sell at your buyer's pace, avoid exaggeration and dogmatic statements, use repetition, make it the prospect's idea, summarize strategically, and close with confidence.
6. Achieve competency levels. Become known for what you know. This is the high payoff. Now, your reputation precedes you.
7. Write effectively. Simplicity is the formula for successful communication.
8. Develop the slight edge. This principle has to do with what a slight improvement in one skill can do to your performance over a period of time.
9. Out-distance competition. To out-distance your competition you must learn more and better ways to out-serve them. You then become your own best recommendation.
10. Build your Research and Development Department. Develop a library of sales support material to stay current on your products and keep you sharp on new selling techniques. Subscribe to sales publications, and utilize the resources available on the Internet.
Good luck and good selling,
Jack and Garry KinderThe KBI Group
===============================================================================
Our future depends on two things; 1.The books that we read and 2. The people we associate with.
Work more on yourself; you’re your best advocate, check the way you think, feel and act in getting where you want to be.
The “ME” I see, The “ME” I will be
Regards,
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at http://rebpo.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
STUDY RIGHT
We believe you create a future, characterized by high performance and fulfillment, by making a responsible commitment; to think right, work right, sell right, study right, and live right.
Here are ten strategies for forming the habit of studying right.
1. Be a student of selling. In a world of change, you are never completely educated. You must keep educating yourself to cope with change.The more you learn about your job, the less fear there is. Fear is born out of ignorance.
2. Prepare well. Spectacular performances are always preceded by unspectacular preparation. Cultivate the will to prepare.
3. Develop a mentor. When selecting a mentor, search for the individual traveling "the same road" you're traveling - and one who is out in front!
4. Watch your self-talk. Self-talk shapes your selling life. Take charge of your thoughts. Monitor what you are telling yourself about your situation and about your potential in selling.
5 Stay brilliant on the basics. Rely on these fundamentals. Build credibility, be well mannered, simplify your recommendations, speak prospect's language, speak as one having authority, sell at your buyer's pace, avoid exaggeration and dogmatic statements, use repetition, make it the prospect's idea, summarize strategically, and close with confidence.
6. Achieve competency levels. Become known for what you know. This is the high payoff. Now, your reputation precedes you.
7. Write effectively. Simplicity is the formula for successful communication.
8. Develop the slight edge. This principle has to do with what a slight improvement in one skill can do to your performance over a period of time.
9. Out-distance competition. To out-distance your competition you must learn more and better ways to out-serve them. You then become your own best recommendation.
10. Build your Research and Development Department. Develop a library of sales support material to stay current on your products and keep you sharp on new selling techniques. Subscribe to sales publications, and utilize the resources available on the Internet.
Good luck and good selling,
Jack and Garry KinderThe KBI Group
===============================================================================
Our future depends on two things; 1.The books that we read and 2. The people we associate with.
Work more on yourself; you’re your best advocate, check the way you think, feel and act in getting where you want to be.
The “ME” I see, The “ME” I will be
Regards,
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at http://rebpo.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
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