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Desperate People Fail

How to overcome desperation and achieve sales success.

By
Jeb Blount

Desperation is described by the Universal Law of Need. This law simply states that the more you need something, the less likely it is that you will get it. The Universal Law of Need comes into play most often in sales when lack of activity has left the pipeline depleted.

This week we received a question from Greg who is an insurance agent in Pennsylvania. He writes:

I have started a new career in the life, health and disability insurance business. I am having a difficult time making a living. It takes several years to get the flow of business moving and I don’t know how to get into the game. I struggle every day on where to begin finding prospects – I’m mostly calling people I know. I came from the car business and people always came to me. I feel like I am looking for a needle in a haystack. I need some guidance. Any suggestions?

Greg I’ve got good news and bad news for you. First the good news: Among my many friends in sales those who make the most money and have the best work/life balance are the ones who sell insurance. Many are millionaires. In fact my insurance agent is also named Greg. He started like you with nothing and like you entered the insurance industry with no experience. Like you he was frustrated and didn’t know what to do. Like you he had to learn new skills, chief among them how to prospect. Four years after he became an insurance agent he is making a very good living. He owns a beautiful home, just put in a swimming pool, and had the time this year to run for and win a seat on his county’s school board. Just like Greg you can find the same success. The last bit of good news is because we used your question I’m going to send you a free copy of the 2010 Edition of Hank Trisler’s No Bull Selling. This book will help you.

Now for the bad news: There is no magic pill. Success in insurance requires hard work and patience.

 I wish it were easier but it is not. Frankly nothing that is worth having is easy. One of my favorite sayings is a Russian proverb “The only free cheese is in the mouse trap.”

From your emails I can tell that you are desperate. You said you need money now and can’t wait for the time it takes to build your portfolio. I’ve got news for you – desperate people fail. You must get this emotion under control. Desperation is described by the Universal Law of Need. This law simply states that the more you need something, the less likely it is that you will get it. The Universal Law of Need comes into play most often in sales when lack of activity has left the pipeline depleted. Clearly from your message your pipeline is empty. The only way to fill it up is activity. Here is my advice for dealing getting your new career in insurance on the right track.

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