So, most know that I am an Associate Insurance Agent for Nationwide
(is on your side). Through a series of events completely out of my control, my compensation package recently changed. I am no longer receiving the base along with my commission. However, my commission percentage has increased. I had an idea how it would impact my income but didn't now forsure. My first pay check ended up being my 2nd largest since I started at the agency nearly 3 years ago. Unfortunately my next pay check was about the 6th lowest since I started. I'm not sure what my next check will be. I do know that the last 3 weeks have been very bad for sales and I'm nervous.
Now our Agent/Owner has some plans to build the business. We are moving our office from retail space to office space. He gave us a book by a top producing Farmers agent about successfully growing an agency. As I began reading I found out that this agent is from Visalia, a town just miles from where I grew up. So with a desire to learn and grow in my business I looked at this author's website and e-mailed him to let him know I would be in town and to see if I could spend 15 minutes with him to gain some knowledge from him.
To my surprise I got a call from him on my cell. He would be in town and would have his secretary add me to his calendar. I hung up and turned to my boss and said "That was Troy Korsgaden..." His jaw dropped.
So I met with him at his 3rd story private family apartment in downtown Visalia. After giving me a short tour and showing me pictures of his family we sat down and he shared with me the key to being successful in this business and how to retool the way I work to accomplish my goals. He said "This crap sells itself." He told me I have to talk to 10 people every day and set 4 appointments every day. I don't have to sell them anything. In fact, many of my appointments will include me saying "I'm not here to sell you anything..."
After my 30 minute meeting and a short tour of the first and second floors of his building, a restaurant and nightclub he owns called Crawdaddy's, I left feeling energized and excited to get back to work. And now I'm working differently, trying to work smarter, developing a list of people to contact and beginning a new attitude of growth. Oh, I sold a fair amount this week, even though it was only 3 days long.
So if you would be willing to introduce me to your friends, I promise to build a relationship with them before I ask them to buy anything. But when they think insurance I want them to think Don Hofer.
And when I think Insurance, I'm thinking "Divine Appointment."