What do the Olympics have to do with our business?  I watched in amazement as athletes from around the globe performed and thought about the similarities to our business. The athletes dedication, sacrifice and commitment are essential ingredients in their quest for gold.

We perhaps forget how we started. This has been brought home by the recent hiring of a new sales rep in our organization. He comes with PEO and payroll experience, but no direct benefit experience. He’s smart, has sales skills and is determined to succeed. The question is how does one go from being a neophyte to an Olympian? Upon further reflection it becomes clear that most of us are not Olympians … but, many of us are very good at what we do and there is a predictable path to our success.

The following are the four essentials:

Appropriate attitude

Skill development

At bats

Converting at bats to clients

Appropriate attitude is critical in any line of endeavor. Being positive, focused and helpful is an essential ingredient on the road to success … and it creates gold medal potential.

One must develop the appropriate skills to perform at the highest levels. This includes product knowledge, industry knowledge, prospecting techniques and skills and the ability to present in a consultative style.

Having the appropriate attitude and skills are important, but without At Bats one will never medal. The At Bats are the ability to get in front of appropriate prospects that have a need for our services and are willing to see us under a favorable basis. This is the process that refines and hones our skills to potentially achieve Olympic status. This is where many of us struggle and is the life blood of a producer.

Lastly, is the ability to convert the At Bats to clients. I’m convinced that if one can execute the first 3 items successfully, this essential will take care of itself.

Most of us don’t strive to achieve Olympic status, but are committed to the game.  Focusing on these four essentials provides the potential for gold, but more importantly, provides a predicable path to sustained success. Are you an Olympian?

Torelli, CLU, ChFC, MSFS is president of Newport Beach, Calif.-based e3 Financial.


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