Category: Inspirational Speaker

Staying at Home Doesn’t Mean Stuck at Home

 

In my work as a motivational pharmaceutical sales speaker, one of the most often asked questions I hear these days is, “With all of this social distancing stuff, I’m stuck at home. How can I do my job?”

The answer is that the challenge isn’t one of distance, but of mindset.

Limiting Contact, Not Determination

We are in an unusual time, between vaccine availability and rising cases. Chances are your company is asking you to stay home. As well, many healthcare providers are not only overworked, they want to limit outside contacts.

The temporary new normal turns pharma sales into a major challenge especially if you are selling a new drug and need to provide samples, demonstrate, educate or provide safety information. If things were not tough enough, we all know that patients are fearful of office visits and have cut back on them. This affects prescriptions.

Pharmaceutical industry writer Jessica Merrill commenting on the impact of social distancing on sales stated (November 13, 2020) that:

“The impact of curbing sales reps and medical liaison interactions could be felt more heavily for drugs that rely on hospital-based physicians…many hospitals are limiting access, restricting the ability of company reps to enter the facilities. Primary care physicians too are fielding increased calls from concerned patients.” The sense of urgency to see patients has lessened as, obviously, are educational dinners, trade shows and the like.

If you are allowing tough times to discourage you, it is time to reset your thinking.

Drugs are still being launched. Education is still critical. Your competition is still out there. Are you determined to sell in tough times? Do you have the daily grit to see it through?

When One Road is Blocked, Find Another

Jessica Merrill talked about “Short-Term Triage, Long-Term Impact,” and she is correct. What you do now will impact on your success in the months and years to come. It is a matter of developing a vision of success.

Now, and certainly for the foreseeable future, most sales reps will have to rely on the virtual and digital space to communicate. According to industry statistics, during “normal times,” about 50 percent of the time healthcare providers are receptive to sales calls. However, in these times only 10 percent will open a sales email. That’s quite a drop. How do you get around it?

The key is creativity. Find more engaging approaches to communicate. Out-hustle the competition through committed customer support. Work at show-casing your products in a fresher way or with a more research-based approach or a more interactive method. The point is to be determined to set your company apart and above.

Keep in mind that virtual communication is largely in its infancy. We are on the verge of change. What is necessary now may become an accepted and permanent change in the years ahead.

The pharmaceutical industry has been looking for ways to lower costs and reach more customers for years. A mixture of innovative digital approaches combined with in-person calls could move the industry needle toward greater efficiency and impact.

Through vision, determination and the daily grit to rise above the obstacles that confront us, you and your sales team may well change the sales model forever. Staying at home doesn’t mean stuck at home, it means seeing possibilities from no matter where you sit.

 

Scott Burrows, Pharmaceutical Sales Motivational Keynote Speaker is booking appointments for in-person and virtual meetings and events. Contact Scott today through this website today or call: (520) 548-1169

Be Determined to Be the Difference in Real Estate Sales

 

As a virtual motivational speaker for those in real estate sales, I know that “the numbers” don’t tell the story. In 2019, about 6 million new and existing homes were sold and there were about 1.4 million realtors. Sounds easy, right? Hardly.

Along came February 2020 and COVID-19. A tough profession got tougher.

In the best of times, turnover is huge. Almost 75 percent of new agents fail in the first year, and nearly 9-out-of-10 fail after five years. In this time of pandemic, everything has become harder, from the first showing to the final handshake (complete with masks and hand sanitizer). Without determination, you can become a statistic.

Now for the Good News

Due to the pandemic, in many markets the demand for housing is exceeding the supply. Interest rates on home loans are at historic lows, and home prices, which dipped at the front-end of the pandemic, have recovered and are approaching pre-pandemic levels.

It may be tougher to sell a home right now, but those professional realtors who have a positive mindset, the determination to succeed, and the daily grit to be successful can be successful.

In terms of positive mindset, every realtor must re-dedicate themselves to education by being more knowledgeable than the competition. You must be an expert on your market through research and understanding the market forces. In these times, you must become an expert in every aspect of virtual sales. “Not knowing” the new tools of communication such as video-conferencing platforms will immediately work against you.

The determination to succeed means offering your clients the best customer service they have experienced in any sales setting. Whether you are asked for a recommendation on a low-cost trash hauler to someone who can restore antique Victorian wainscoting, the more you can convey your command of the business the better (even if the question is outside the normal).

It comes down to being a professional. Are you determined to being in the professional elite?

Having the daily grit to overcome the challenges and to make a human impact in the life of every one of your valued clients will set you apart. We all know there will be good days and bad; things will fall through, and the unexpected may happen. Those without grit may fall apart. Those professional realtors with grit will fight their way through any adversity.

Something to Keep in Mind

Professional realtors have been around since 1900. Realtors have sold through wartimes, peacetime, recessions, inflation, The Great Depression, pandemics, and in the aftermath of floods and fire.

Professional realtors have enjoyed success despite hardship. They have done so by having the mindset, determination, grit and absolute dedication to ethics and personal integrity. They are dedicated team members and unselfish in their roles. You can succeed if you are determined to be the difference and rise up to make the difference.

 

Scott Burrows, Real Estate Sales Virtual Motivational Speaker is booking appointments for virtual sales meetings and events. Contact Scott today through this website today or call: (520) 548-1169

The Most Important Member of Your Sales Team? Hint: It Isn’t You.

 

As a virtual sales team motivational speaker, I know how tough its been in what I call “The Time of COVID.” The good news is that for the most part, business has adapted.

McKinsey & Company, the international management consulting firm, has found that during these times, 96 percent of B2B sales teams have shifted to remote selling, and 65 percent of company decision makers feel remote selling is more efficient for them than ever before. In fact, many companies now prefer remote selling rather than in-person sales calls.

Who Thrives, Who Fails?

Whether remote selling will become a way of life, will go away completely after vaccines and such, or somewhere in the middle, those who make the sale must be determined to succeed. Now, more than ever, sales teams must have a unified vision to be successful. As to my question about the most important member of the virtual sales team? It is no one. There is no single person, it is all of you. In these challenging times, sales teams rise or fall together.

How do we rise to the occasion? I have identified at least five key factors:

  • Coordination – Without constant interaction and communication among the entire team, there can be no success. While all of us who grew up in sales are familiar with the old expression of “There is no ‘I’ in team,” during the time of COVID it has never been more important. Each member of the sales team must be determined to reach out and network with one another.
  • Knowledge is Power – The more teams know, and the more they are trained and given the materials to expand their knowledge, the more successful the team will become. Everyone must go the extra mile to help one another, to find information and features valuable to their product or service to help them make the sale. Team members who withhold information can bring down the entire team. Everyone must embrace the vision of working together,
  • What are our objectives? If we can’t get together on a plan and reaching our pre-determined objectives, then we are walking around in the dark. Accountability is a mindset. Everyone on the team must be accountable during tough times. What are your objectives to ensure success?
  • Make the meeting. The virtual sales team is a “we” proposition where we share, strategize and assist one another. Scheduled meetings must be respected. Unless there is a major virtual presentation taking place where a team member cannot appear, there can be no excuse for missing a team meeting. The meeting is where we build each other up, fight for objectives and stick to the plan.
  • Grit. Nothing will happen unless the sales team has the grit to get it done. Grit is not an on-again, off-again proposition. Grit is “the contract” that says we will have good days and bad, but we will push each other and celebrate one another day-in and day out. Grit is a commitment to excellent.

We are the sales team, and the sales team is us. Virtual or in-person, we will succeed if we have the vision, determination and mindset to succeed.

 

Scott Burrows, Virtual Sales Team Motivational Speaker is available for virtual sales meetings  and events for companies and associations. Contact Scott today through this website or by calling: (520) 548-1169

 

Insurance Industry Change: Virtually as Hard as You Make It

 

As a motivational insurance sales speaker and former member of the Million Dollar Round Table, I know that selling insurance is easily one of the world’s most intensive, public facing sales jobs. Though products vary from company to company, the most important product you can offer is you.

Then we come to the pandemic. Suddenly, your firm handshake, your trusty, effervescent smile and the friendly banter gave way to videoconferencing, email and a phone call or two. Who had time to prepare for COVID-19? No one. The screeching halt from face-to-face to virtual sales was calamitous. Some insurance industry sales reps determined to keep fighting; unfortunately, many left.

In an industry where new hire turnover rates are 30 percent after three months, once April 2020 hit, thousands of insurance sales reps joined the millions of sales reps in other fields who quit or walked away because selling was “too tough.”

What’s the Difference?

The online resource Business Process Incubator recently completed (as of July 9, 2020) an insurance industry sales survey entitled: How Difficult It Is For Insurance Companies To Go To Remote Working? The results are eye-opening but not unexpected. Let me summarize several of the challenges.

The survey found that it is hard for insurance sales reps to initially explain what was happening, but those who succeeded in overcoming the confusion during the earliest stages had more robust referral networks.

The survey found it is more difficult to sell an “intangible product” remotely. Customers and sales reps can’t share emotions. It is difficult to break through barriers. This is where a sales rep must focus on selling themselves, outworking the competition, and making a difference.

Managing data security is also seen as a big challenge. Insurance providers and their agencies must bolster security and hire more people to ensure confidentiality and protect extremely important customer information. To that end, sales reps must convey trust and instill confidence.

Working remotely is not easy for the sales rep or customer, however, sales reps can convey the convenience and the lessened stress in buying insurance online. In other words, a negative can be turned into a positive.

While some are challenged, others aren’t. According to the survey, the keys are flexibility and technical expertise. Sales reps must either embrace the challenges or get lost in the confusion.

So, what is the Difference?

It can be argued, of course, that the insurance industry and its sales reps live in challenging times, and that the changes faced everyday are enormous. But hasn’t it always been this way?

In what era has selling insurance been stress-free? In what year have so many customers flocked to us that we didn’t have to work? Truth is, there are insurance sales reps who have a winning mindset, and some who don’t.

The insurance industry has always relied on people with vision who have the determination to succeed. If we look at the points raised in the survey, it’s clear that each challenge in the present-day world of virtual insurance sales can be overcome.

The science community has shown tremendous determination and grit to arrive at several promising vaccine candidates. The challenges against them were many. Yet, they persisted and they are close to winning.

Your mission as insurance sales reps is to be inspired to rise up in a similar manner. The difference is you. Stand up to the challenges – and win!

 

Scott Burrows, Motivational Insurance Industry Sales Speaker, is available for virtual or in-person sales meetings. Contact Scott today through this website or by calling: (520) 548-1169.

The Biggest Healthcare Challenges Are Found in Us

 

It is impossible to say how many times I’ve delivered keynote speeches on Healthcare Challenges when an audience member might ask, “Scott, have you ever seen a greater healthcare challenge than the one we face?” Invariably, they are referring to a specific disease or a set of government regulations.

While I’m as concerned as anyone else about a disease outbreak or a set of government regulations, those issues are transient and they will get solved. What is often the bane of a healthcare system are those who lack vision, the determination to correct problems and the grit to pull together each day, every day.

A Quick Review of Longstanding Challenges

To illustrate the point above, I will review the major healthcare challenges as outlined by three top-notch organizations. Managed Healthcare Executive magazine lists those challenges as: the need for costs and transparency; improving consumer experience; delivery system transformation; data and analysis; consumer data access; and holistic individual health. Healthcare Success lists the challenges as: changing consumer behaviors; HIPAA marketing limitations; underinvestment in the healthcare market; reviews of doctors from online sources; and the overall product. Finally, Becker’s Hospital Review lists: controlling hospital costs; healthcare regulatory challenges; medical and technological advancement challenges; training and education challenges; and ethical challenges.

When comparisons are made with these and many other sources I gathered, what strikes me are the similarities. In fact, each list of challenges can be easily condensed to five or six common items.

Those with vision should anticipate the need for transparency, changing consumer patterns, and training and education. Those who are determined to overcome healthcare challenges will get ahead of healthcare regulatory challenges, HIPAA marketing limitations, and streamlining data and analysis. Healthcare professionals who develop the grit to overcome what is ahead will confront ethical challenges, improving the overall product and improving customer service.

Nothing that Can’t Be Accomplished

When I was recovering from my terrible accident, relatives, friends, teammates and hospital staff routinely visited or offered care. I was grateful for every one of them. However, I quickly learned that their opinions ranged from “Scott, don’t expect too much” to “Scott, you’ll be playing professional football before you know it.”

I realized that opinions, no matter how well meaning, were external to my situation. It was in rehab where I developed my philosophy of vision, determination and grit. I bring up this point as illustration of the larger healthcare challenges our industry faces.

We can all opine at industry meetings about continuing staff training and educational challenges, or how marketing will be increasingly affected by HIPAA issues. But there must be a plan in place whether a large clinic, pharmaceutical company or major teaching hospital. More specifically, the plan must include a vision as to how the challenges will be met, a determined effort to implement every step to overcome those challenges, and the grit to get it done.

I recovered beyond expectations not because I am special, but because I realized to overcome challenges, we must strive to be exceptional. Healthcare’s biggest challenges are in us, but you would be amazed just how good we can be.

 

To book Scott Burrows, Motivational Healthcare Change Management Speaker for your next industry meeting contact us through this website or by calling: (520) 548-1169

 

 

In Sales, Some Things Change; Resilience Doesn’t

 

As a motivational speaker on resilience and grit, I know that of the many qualities a salesperson needs, resilience – and the daily grit to remain resilient – are never mentioned enough. Perhaps it’s because resilience, the skill of being flexible, isn’t thought of as being cool. It is, and in fact, business resilience yields huge benefits.

Get Tough

I’d like to open these thoughts on resilience and grit by quoting Gary Galvin, CEO of Galvin Technologies:

“While salespeople will find success when they lead with empathy, they’ll find greater success when they respond with resilience.”

He is on the money. When I was in the insurance and financial services industry, I qualified for the Million Dollar Round Table through the resilient pursuit of my sales goals. Of course, I was sympathetic to situations involving my clients, but it was far more important to be flexible to their needs, and to put in the effort to immediately respond to questions and changes.

If I was going to be successful as a salesperson, I had no choice but to develop a flexible mindset.

Michael F. Kay, wrote an article for Forbes magazine (11/7/17) entitled: “Resilience Is A Mindset Of Awareness And Practice.” Kay listed several ways in which this mindset can be nurtured. Among the top methods for cultivation of resiliency are increasing our sense of control: you are not powerless when your sales plans change, you can change with it; it is important to maintain perspective in a changing situation; and you must develop a positive self-concept.

I would also add that if you are part of a sales team, associate with those who also have a flexible mindset. It is easy to be surrounded by negative or inflexible people. They cannot help you. The winners on your team will see opportunity even in adversity.

Get Gritty

However, to be resilient also requires the grit to keep going and to see the big picture rather than the immediate problem. Kori Miller, writing for Positive Psychology, presented a wonderful summary of grit as a component of resiliency:

“Grit is about sustained, consistent effort toward a goal even when we struggle, falter, or temporarily fail.

Resilience is our ability to bounce back after we have struggled, faltered, or failed. It is being able to pick ourselves up, dust ourselves off, take a moment or two to collect ourselves, and then get back to the business of pursuing our goal. It involves optimism.”

We cannot be resilient without grit nor can we possess a “gritty mindset” without resilience. As any successful salesperson knows, in real life we may misquote an important benefit, miss an appointment or inadvertently park in the CEO’s parking space. Those things unfortunately happen. It is how we respond to those struggles that count, whether it amounts to making a detailed correction, profusely apologizing (without fabrication) or sending a dozen roses.

In the end, resiliency and grit are about the courage to stand up after you have been knocked down and to keep smiling.

 

To hire Scott Burrows, Inspirational Keynote Speaker on Resilience and Grit for your next industry meeting, connect with his office today through this website or by calling: (520) 548-1169

 

Customer Service Opportunities Win Customers for Life

 

As a motivational customer service speaker, I’ve based keynote speeches on important lessons I first learned in the insurance and financial services industry, and later as a co-owner of an international export company. Customer service means we must always be prepared to go above and beyond the call of duty.

When I was in export sales, my company sold a container-load of a custom-blended fertilizer to a client in Singapore. When the product arrived, it was as hard as concrete, unusable. To save the relationship, we modified the product and shipped them another container load. No one expected us to do it. We lost money at first, but we impressed the client and kept what turned out to be a long-term client relationship.

When it comes to separating yourself from the competition, you must have the vision to see yourself delivering quality customer service and the grit to discipline yourself to customer service excellence.

An Amazing Experience in Dallas

Opportunities to deliver excellent customer service are everywhere. My next keynote speaking engagement may include the following true story.

Not long ago, I was honored to speak at two events at the Grand Old Opry Convention Center in Nashville. Following the second talk, my voice started to crack and it felt as though I was coming down with a chest cold. For a keynote speaker, losing your voice is catastrophic!

I had to catch a plane to Dallas that afternoon to speak at a huge conference the next day. By the time I exited the airport my voice was completely gone (“Oh, great, I’m going to stand-up 1,000 people!”). I used the ride-sharing app and the driver quickly picked me up. I wrote on my iPhone:

“Help! I lost my voice. Can you please take me to an urgent care center near my hotel?”

The hotel was about 30 miles away. It was just the start of an amazing adventure.

As he’s driving, he asked if I was sick. I nodded my head.

“Please sir, let me take care of you. I know what it feels like to get sick in a town where you don’t know anyone.”

He turned off the ride sharing system, so he went “off the grid,” so to speak. He found an urgent care center, then parked, and waited for me. I was diagnosed with a respiratory disorder and given a prescription. He then drove me another five miles to a pharmacy that had groceries. He asked me what I needed in addition to the medicine, then he went around the store and got me snacks plus salt for gargling, honey and tea.

He drove me to my hotel, parked the car, and helped me check in. He took me up to my room and carried my bags. On my iPhone I wrote, “From the bottom of my heart I want to say thank you, for your kindness.”

I carry a $100 bill in my pocket for emergencies. He refused to take it!  I whispered, “I know you did this out of the courtesy of your heart, but I’m in a position to pay. I want to respect you for your time. Please don’t be insult me by refusing. I would feel terrible.”

He finally took it and gave me his personal number. He said if I needed any assistance whatsoever while I was there to please let him know.

He was originally not from this country. He wasn’t rich, but he was determined to give me what he had to give: himself. It is the essence of customer service. We don’t give customers our company mottos, or promotional pens, we give them ourselves.

I will never forget how he made me feel. You’d better believe that if I am ever in a position to help him, I will.

He sold me on himself.

 

Book Scott Burrows, Motivational Customer Service Speaker through this website or by calling: (520) 548-1169

 

 

 

Adversity Builds Character: What You Can Learn From It

It’s not too much of a stretch to say that you’ll find very few people who actually appreciate adversity. Why would anyone want that? No sane person would want problems. And often, people wish for the day they have everything they desire, no wishes left ungranted.

To many, that’s the very definition of heaven: a place of bliss and peacefulness without disease, war and want. So, who in his right mind would want adversity?

Adversity is the opposition to progress — or so it seems.

The idea that adversity actually builds character and a more meaningful life has been around for more than two thousand years. The first inkling of such an idea seemed to have come from the ancient Greeks, specifically the Stoics. We now think of someone as “stoic” if they face adversity with a positive attitude (or at least without complaining).

So yes, adversity can build character. But how does that work? Why do problems present an opportunity to build one’s person, one’s character?

Stoics would say the obstacle is the way. The idea is that in facing an obstacle, one learns important lessons about themselves — about how they approach and solve problems. It’s not such a far-fetched idea if you think of it this way: An obstacle isn’t just a meaningless challenge or an annoyance, but also represents your limits. The obstacle literally refuses for you to pass unless you find a way around it, over it or through it.

The very experience of meeting your obstacle head-on and thinking about where you want to go opens up new avenues of thought, new ideas, new perspectives. The mind is a problem solver. It desires to uncover any question, any challenge and any problem. And from that new set of thoughts come new beliefs about your abilities, about how you treat others and what your responsibility is to them and yourself, and about your purpose.

This belief gives birth to a new resolve about your purpose, your desires and your actions. It all comes together into a conviction that turns into a strength that is visible for everyone around you to see. When you embrace the challenge that adversity places in front of you and do your best to overcome it, you have literally taken on a new character.

If you let it, adversity opens you up to a new life where your thoughts, words and actions bear new fruits you never would have thought possible. That’s how adversity builds character, which, in turn, leads to a new life with bigger and better possibilities.

Take a look at real-life adversities people are facing every day. Real people are facing real problems. How can this adversity lead to character development and a better life?

For one thing, there are no guarantees in life. But as long as you don’t give up on yourself and on others, there’s always a possibility — and opportunities are still there to be had. The realization that you’re not powerless even in a tough situation is incredibly empowering and transformative.

The reality is there are people in the world today who have faced similar adversity to your own, and somehow they overcame them. They might say that there seems to be some luck or fate playing its part. But I would like to think more often than not, we create our own luck or at least set ourselves up to have a “luckier” outcome.

If you open yourself up and let the adversity you’re facing shape your perspective in a positive way, you too can find a path that not only helps you deal with the problem at hand, but actually changes your character for the better.

To contact Scott Burrows, Inspirational Overcoming Adversity Speaker, contact his office today through this website or by calling: (520) 548-1169