When you hear, “You need to think outside the box,” what do you think of? My first thought is that I should come up with something new and creative. We all have heard that the definition of insanity is doing the same thing over and over again and expecting different results. While this is true, the missing ingredient in being creative may be due to a lack of vision. Your desire to do something creative is not missing, but your vision or your outlook may be what is holding you back.
Take “your box” for instance. Are you looking outside the box for solutions to the challenges you face? I have never heard an insurance professional say that he or she has too many people to talk with. We want to expand our circle of influence for both prospects and perhaps even new agents we can help along the way. Maybe you are saying, “Yes, but I have tried everything.”
One solution is to take the proverbial step back from where we are for a fresh look. What challenges do you THINK you are facing? What objections are you hanging on to and holding you back? I remember when I first started out in sales, a wise mentor told me that the objection to price is mainly in my mind, not in the mind of the prospect. That was great advice. I began to take my attention off the price and focused it on the value of the product. Sales shot up.
How can you expand your vision? Spend time thinking about what challenges you face. Write them down on a sheet of paper while asking yourself, “What are some solutions to these challenges?” You will be surprised to find out you may already know the answers. Get help. Talk to others. Just when we think we are the only ones facing the challenge, we find out that others have confronted similar challenges and have found creative ways to address them. Take those ideas and “tweak” them for yourself and put them into practice.
When you face a challenge/objection, take a minute and remind yourself that you will not rest until you find a solution. Tell yourself that there is a solution. Vision is important because we often look only at the mountain and not the green vibrant valley over the hill. That is when we get stuck; we get caught inside the box. Break out the glass cutter. Cut a hole in your box large enough to get a set of binoculars through and take a fresh look.
Here are five tips to solving or overcoming a challenge:
Say it out loud. You can do this by writing it down on paper as well!
1. Why is this frustrating me? Perhaps it is fear holding me back. Is the frustration taking away my energy to solve it?
2. Step back and look at it from another perspective. (This can be the hard part.) Ask others for their perspective to gain more objectivity.
3. Why do you I want to overcome this objection? (I need more prospects so that I can make more money.)
4. Evaluate your progress. (Take a few minutes to think of where you started and where you are today.)
5. Help others. When you have experienced a challenge and you took the time to change your VISION, you are in a better position to help others SEE clearly the way out.
-Brock Davidson, author
Let us know at National Contracting Center how we can help. Who knows? We could very well learn something from you to expand our vision!
About National Contracting Center
NCC is a leading Field Marketing Organization (FMO) specializing in Medicare Advantage, Medicare Supplements, PDP, and ancillary products. We give agents and agencies leads, marketing tools, support, and training. We do the back office work so you spend more time with clients.