Category: Motivational Sales Speaker

Have You Neglected Your Most Important Client?

 

As an insurance speaker and former advisor for Northwestern Mutual, I know the insurance industry fared pretty well in 2020. However, many media outlets viewed life insurance through the lens of “panic buying.”

In a piece by Greg Iacurci for CNBC (October 14, 2020) entitled “Americans are ‘panic buying’ life insurance due to coronavirus pandemic” Iacurci states:

“Insurance sales have been dwindling for years. In 2020, just over half of American adults reported having a life insurance policy, down from 63% a decade earlier…But Google Search traffic for “life insurance” jumped 50% between March and May this year compared with the same period in 2019.”

He cited growth of policy sales for major companies such as Northwestern Mutual by 15 percent, however he also noted 30 percent increases in the online insurance marketplace. The jumps in policy sales were especially strong among younger Americans. Iacurci found that,

“There was a 13% increase in life insurance applications among the under-44 age group in the third quarter versus Q3 2019, compared with a 9% jump for 45- to 59-year-olds and 0.4% in the 60-plus category.”

Where’s My Boomerang?

Close to 60 million Americans have now been vaccinated against COVID-19. While there are still several pockets of non-compliance and irresponsibility, Americans are in general more optimistic. Dominic Mastroangelo writing for The Hill (March 14, 2021) said:

“A CBS News/YouGov poll released this weekend found 64 percent of Americans say they think efforts to contain the spread of the coronavirus are going well. Another 74 percent say they are excited about the prospect of businesses opening as more Americans get vaccinated against the virus.”

How then, will Americans respond to optimism in terms of insurance purchases? More importantly, how will you respond?

If the economy is projected to have more of a “V” shaped recovery and, as appears, a more optimistic outlook than at the start of the pandemic, does that mean insurance sales will see a 2021 downturn? Even if we don’t see a dramatic downturn in terms of overall sales, will online sales organizations try to crush the insurance sales rep?

Have You Neglected Your Most Important Client?

As an in-person and virtual insurance speaker and former member of the Million Dollar Round Table, I have seen the industry go through major swings.

No one in our industry can predict the future but I do know this: in 2021 your most important client is you. Unless you are completely committed to your own success, unless you have the Mindset, Vision and Grit to succeed, no economic recovery pattern will make much of a difference.

As your most important client, you must be on-board with elevating your personal brand. That means a positive mindset. Your positive mindset isn’t about being Pollyanna, for none of us can turn our backs on life’s challenges, but as a successful insurance sales rep, be aware of the trap of negative thinking. How will you, as your most important client, focus on the optimistic and not pessimistic? A negative personal brand is a virus all its own. Have the mindset that no matter what the challenge, you can be determined to overcome it.

What is your most important client’s vision for 2021? Does your client have a personal vision statement and are you ready to act on it? Why is a vision so important in insurance sales? Among many other benefits, a personal vision helps to reduce tentativeness and dread of selling and creates confidence; it reinforces your ethical principles and best of all helps you advance your sales goals.

Finally, your most important client must have grit. Grit is more than determination. It is the daily, hourly, minute-by-minute conviction that you will succeed, out-hustle, out maneuver and win against the competition.

Your most important client deserves the best. Don’t neglect them. He or she will have the best if they convince themselves to be the best no matter what this year will bring.

 

 

To hire Scott Burrows, Insurance Sales Keynote Speaker for your next in-person or virtual event, contact him today through this website or his office at: (520) 548-1169

What is The Winning Script for Writing More Scripts in 2021?

 

The landscape of pharma was radically altered by the pandemic…experts say that the industry will soon be taking stock of how it navigated the pandemic and what the sudden shifts in operations and regulations could mean in the long-term.” – Pharma Manufacturing, January 18, 2021

As a pharmaceutical keynote speaker, I know virtually every area of the industry will be undergoing changes this year including regulatory issues, manufacturing, storage and transport challenges, new vaccines, billing issues, a hybrid of teleconference and in-person presentations, and even controversial drug introductions. This is all in addition to major challenges for sales reps and their healthcare clients.

Collaboration and Teamwork Essential

As the industry projections for 2021 suggest, there will be a lot of “taking stock” this year. The landscape of pharma has been radically altered. With all of the changes and turbulence, teamwork will be more essential than ever. In my virtual pharma motivational sales presentations during 2020 and now, hopefully live and in-person, I stress that the winning script for writing more scripts distills down to three important points: Vision, Mindset and Grit. These points not only apply to the individual, but to the team, and the inter-dependence of teams.

Vision – Market research firm LSA Global conducted a study on the power of companies and teams that come together with a shared mission statement and found that they grew revenue 58% faster and are 72% more profitable while significantly outperforming their unaligned peers. I might add that the study was based on 410 companies. Alignment is another way of saying that teams have a common goal in working together, sharing information, committing to the highest levels of customer service, and essentially driving the sales process. It is a realization that the sum total of efforts, more important now than ever, will yield positive results.

Mindset – Business and sales performance writer Vivienne Dutton offered the top ways to develop a success-oriented mindset. Among the more important points for the creation of a strong team?  Promote problem solving; discuss ongoing challenges; encourage the sales process; endorse a culture of group development over individual genius; and most important, don’t just talk about a mindset, embrace it. Mindset can be very powerful if it is harnessed and put into action. It can also be just a collection of words unless teams truly come together.

Grit – Grit is having resilience and the strength of character to not give up or give in to the obstacles that stand in our way. For everyone involved in pharma sales last year, the concept of grit became ingrained into their thinking. As we go forward in 2021 and we encounter much change, unless teams and entire organizations have the grit to maintain vision and mindset, there will be little or no progress in the year ahead.

Ultimately, it all adds up to determination. Every sales rep of every sales team must have the determination to approach 2021 with vision, mindset and grit. There can’t be shortcuts because the stakes are too high to believe this year will be business as usual. If we are determined, this has the potential to rebound to being the best year ever.

 

 

To book Pharmaceutical Speaker Scott Burrows, contact him today through this website or his office at: (520) 548-1169

 

The Post-Covid-19 Recovery Looks Promising, But Nothing is Automatic

 

As a motivational sales speaker, I keep hearing from my colleagues in sales all of the “happy news” about how great 2021 will be for sales professionals. On the surface, everything does look positive, but that’s when I start getting worried.

Joyce Chang, Chair of Global Research for J.P. Morgan, wrote on January 14, 2021, “2021 should bring stabilization and a reset for a number of disruptions experienced this year, with front-loaded market momentum and an economic recovery to follow.”

Who better to benefit from that recovery than the sales community? Ms. Chang also predicted that “the strongest global recovery in a decade will play out by the end of 2021 if the vaccine prospects play out as expected.”

Right this minute, at least four vaccines are showing excellent efficacy and the vaccinations nationwide are ahead of schedule. Does that mean sales people are free from challenges? Far from it. Let me take two of the highest-ticket consumer items, homes and cars, plus for balance in business, the computer software industry to illustrate an important point.

Nothing is Automatic 

On March 1, 2021, the Home Buying Institute reported, “Low mortgage rates and a pandemic-fueled desire for homeownership and space have increased demand within housing markets all across the country. At the same time, real estate listings and overall inventory levels have declined sharply.”

If you are in sales for any aspect of the residential industry, unless you are willing to have the mindset to deliver world-class customer service, expect stiff competition and a rough road ahead.

Bill Ross, Founder of Linchpin, an SEO and marketing organization, wrote this about car sales for 2021, “Automotive competition is intense. The concern is the peak demand for their product may have reached its potential. The decline in automotive sales is universal, with most European and American markets down nearly 5%.”

Everyone involved in automotive sales from new car sales to after-market understands 2021 will see many new regulations, a push for alternative fuel vehicles and the meteoric rise of online car sales. Do you know the rules, understand alternative technologies and can you compete against the threat of online car sales?

Finally, the Computing Technology Industry Association issued a comprehensive report at the end of 2020, as vaccines were starting to be administered, “As the industry emerges from a chaotic year, it will begin a rebuilding phase, but this rebuilding goes beyond restoration. There is little opportunity to return to the old way of doing things…this isn’t rebuilding to reclaim the past; this is rebuilding for the future.”

Do you have the vision to help the industry rebuild sales?

What Sets You Apart?

Whether you are in healthcare, landscaping, pharmaceutical, insurance or apparel sales, 2021 will have lots of potential but nothing will be the same as pre-pandemic. In order to compete, you must have the vision to see where your industry is going.  You must develop the mindset to be focused on success – whatever it takes, and the grit to see it through.

As a motivational sales speaker, I know that 2021 will be uncertain. None of us have gone this way before, but with vision, mindset and grit, this uncertain year could turn into the most successful year in your career. Let’s make it happen!

 

To book Scott Burrows motivational sales speaker, contact him today through this website or his office at: (520) 548-1169