Category: Motivational Sales Speaker

Now, more than ever, Every Business Must Be Resilient

 

As a motivational resilience speaker with a passion for small business, I know how tough it has been. My background as a small business owner, manager and consultant, made me aware of what every small business employee knows: the pandemic may be hindsight for several industries, but small business challenges continue.

Our Survival is Based on Us

In March 2021, the U.S. Small Business Administration, Office of Advocacy, issued an important report, The Effects of the COVID-19 Pandemic on Small Businesses. No small business, from the aircraft parts manufacturer with $90 million in revenues, to the pizzeria with $600,000 in revenues was surprised by the conclusion (the italics are mine):

“The effects of the pandemic will continue long after it ends. The pandemic changed patterns of consumption and forced businesses to find new ways of serving their customers. Some businesses have died, some have been born, and many that survive will have been permanently changed.”

Across America, no small business was spared; but in most large cities, especially foodservice, hospitality, travel and leisure, transportation related, niche schools and day care services, things were particularly bleak. If conditions weren’t bad enough for white-owned businesses, they were even worse for minority-owned businesses.

Everyone associated with a small business is being asked to dig deep as never before. The strength of every small business in America has not been in technology or raw ingredients or marketing, but in its people. We are innovative. We always find a way.

Its Time to Stand Up

In February 2021, the U.S. Chamber of Commerce published an article entitled:

4 Ways to Make Your Small Business More Innovative. This was especially important in light of recovery from the effects on the pandemic. The U.S. Chamber of Commerce agreed (the italics are mine):

“Big or small, innovations involve solving problems and challenges, whether with products or services, internal systems and processes or changes in the marketplace. But people in a company often get stuck in silos, unable to envision much beyond their area of expertise…rotate employees to different roles so they gain a broader understanding of the company’s challenges and opportunities. Have company leaders take a day each month to work in someone else’s shoes. Even the owner—especially the owner—should get her hands dirty on the factory floor, or perhaps answer customer service calls now and then.”

This is not the first time that small business has had to rise to the challenge. American small business has not only survived, but led the way through a Great Depression, recessions, diseases, Wars, famine, natural catastrophes and now – recovery from a pandemic.

There is nothing we can’t accomplish.

How do we stand up?

We stand up by having a shared mindset. Not individually, but as a company, organization, association, to overcome and out-innovate every challenge in our way.

Americans love this. It’s in our blood. It’s part of who we are.

We stand up by having a vision. Our vision is to succeed. Our vision is to work together and to see ourselves getting through this. If we’re stuck in our thinking, then let’s un-stick; if one door is closed to us, what’s our vision to open another door? If we can gain perspective from where we are, let’s have the vision to change perspectives.

Finally, no challenge has ever risen up for American small business that wasn’t overcome with the daily grit where we were determined to win. I know we can do this, and I know we will succeed.

 

 

For more information on booking Scott Burrows, Small Business Motivational Resilience Keynote Speaker for your next event, contact him through this website or his office at: (520) 548-1169

How Alert and Agile are You to Industry Changes?

 

The buzz in the insurance and financial industry is focused on the changes all around us. As a national insurance and financial industry keynote speaker audiences are constantly asking me questions about changes in regard to the financial bearing of COVID-19 on the industry, the hybrid workspace model, payment processing, legal challenges following the pandemic and similar issues. While each factor is important, to my mind the most important issue is YOU.

YOU is Not an Acronym!

Insurance expert Patricia Moore recently (May 3, 2021) stated that the industry is shifting to more customization, personalized communication and a strong desire for you to be there when they need you.

Aren’t those self-evident concepts? Unfortunately, not. As an insurance and financial industry keynote speaker and a member of the Million-Dollar roundtable, I believe that many agents were caught flat-footed when the pandemic hit because they failed to be alert and agile. It was business as usual prior to the pandemic and many agencies have not fully recovered as we enter the second-half of 2021.

The one question everyone needs to be asking themselves is “Do I have the vision, mindset and grit to be successful?” The question requires investigation on our part.

In terms of customization, no matter how much YOU feel that the customer can find online, it still comes down to your delivering solutions that match the customer’s needs in this unpredictable climate. Do you have the mindset it takes to provide real answers to your customer’s needs and not cookie-cutter fixes? Will you visualize what changes lie for your customers in the year ahead and the grit to deliver on your promises?

When we refer to “personalized communication,” we are not talking about a snail-mail letter with fancy penmanship! Now, more than ever, insured individuals, organizations and corporations want to know that you are there more them. While we live in digital times, with digital payments and digitized insurance options, it doesn’t mean that customers don’t want to hear from you. In fact, we are seeing that the opposite is true.

One of the chief complaints I hear in meetings and seminars (virtual or in-person) is that they never hear from their agents. In some cases, they don’t even know their names! Do YOU have the mindset to be there for your clients? Do you have the vision to service their needs, day-in and day out? Are you willing to have the grit to update them, offer them your expertise and care about them as people? We are, after all, in the people business, not the premium business.

Finally, are you willing to really be there when you are needed? Being there is more than a cute slogan and catch-phrase. Your clients need you as never before. Are you willing to stand-up for them in times of trouble and challenge as never before?

Will you be there for them should times get tough again? Do you have the grit to tell them that you appreciate their business and that you have their backs no matter what the future brings?

To be successful YOU must be alert and agile. 2021 can be your best year if that lesson is remembered.

 

For more information on booking Scott Burrows, Insurance & Financial Speaker for your next event, contact him through this website or his office at: (520) 548-1169

The Pandemic Might Have Changed Pharma Sales Forever – What About You?

 

As a pharma sales motivational speaker with a long-standing interest in healthcare, I followed how the COVID-19 pandemic affected our industry. There were profound changes – and it was much more than “business as usual.” The question is: “What about you? Are you ready to change with the changes?”

We are Innovation Champions

How can we not be proud of our industry? Seriously. According to a report by Deloitte Consulting (March 30, 2021), in 2020 the FDA “approved a near-record 53 novel drugs—up from 48 the prior year. These innovative therapies…offer new treatment options for patients who suffer from a wide range of illnesses including cancer, spinal muscular atrophy, and hereditary angioedema.”

What a great testament to a great industry! As a pharmaceutical sales speaker, I am amazed at the dedication of everyone involved.

However, this is not a time to rest on our laurels, in fact, the pandemic has exposed serious flaws that everyone involved in sales and marketing must be determined to address.

Brian Corvino and Candy Lurken, principal authors of the report appropriately named “The pandemic didn’t hinder drug launches but it has altered sales tactics”, noted that limited market access, inadequate understanding of marketing needs and poor product differentiation as being “the top reasons the drugs don’t live up to initial expectations.”

It’s about Sales and Marketing

Indeed, the new drug launches have not lived up to sales expectations. Companies have “revised or scaled back” and market response has been lackluster. Everyone is in agreement that the industry has struggled to convey the important sales messages as communication tactics have changed.

The Deloitte research has shown that in 2020:

  • Clinicians are seeing fewer patients and writing fewer prescriptions
  • Reps and clinicians have gotten used to virtual meetings
  • Information is being delivered through new channels

We know that, unfortunately, many patients have suffered due to a reduction in insurance benefits, and some practices cut back on admin people. And while we had no choice but to meet virtually, there may be a permanent move to hybrid situations, and while information has largely been conveyed digitally, it must be differentiated. What are you offering that is above and beyond, that exceeds expectation? What support do you offer that is surprising and shows effort and outstanding customer service?

Why it Matters

If you are in any aspect of pharma sales and marketing, then you are also aware of a simple but important truth as expressed by Corvino and Lurken: The pandemic has not reduced the demand for drugs that address unmet needs.

What you do as a pharma sales rep matters, to companies, clinicians and ultimately to patients. The year 2020 may have altered many things, but it did not affect the need for what you are offering and who it will ultimately help.

To succeed in this post-pandemic world will require your mindset, vision and the daily grit to make a difference. The challenges have never been greater, but neither have the rewards. Are you ready to make a difference?

 

 

Book Scott Burrows, Pharmaceutical Sales Keynote Speaker for your next event, contact him today through this website or his office at: (520) 548-1169

 

Change is All-Around Us, It’s Time to Rise Up

 

As a motivational speaker for the insurance and financial services industry, I have never seen as much sweeping change as we are experiencing now. I say this as someone who worked in the industry and made it to the Million Dollar Round Table and who carefully follows every industry development.

2020 changed everything, but 2021 will raise those changes to a whole new level.

Regulation 187 and Beyond

The amendment known as New York State’s regulation 187 is just a number to some, but it signaled the start of sweeping change in the insurance and financial service industry. Though its origins go back, to pre-pandemic 2019 it picked up steam across the nation.

Bill Unrue, industry insurance expert said at the start of 2021:

“The rule requiring insurers to act in the best interest of the consumer will likely become the standard for the U.S. life and annuity insurance industry over the next few years. The rule demands more simplicity and transparency within the annuity and life insurance sales experience to prevent what some call “consumer financial exploitation.”

In addition to the changes moving us all to greater transparency, more clarity and policy language that’s easier to understand, is another trend that can no longer be ignored: the 2021 Digital Climate.

Retail and commercial consumers are comparison shopping online as never before. And, what is surprising, are the consumers of that insurance. In a CNBC article on “panic buying” of insurance during the pandemic (October 21, 2020), it was 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.”

While the industry saw a jump in insurance sales in 2020, and that finally, more Americans are getting insured after years of decline. The so-called panic buying during the pandemic also meant that transparency was at an all-time high and climbing. The Millennial buyer, being an early adopter of all things digital, is seeking easy-to-find comparative coverage rates, superior, online customer service and a commitment of insurers to offering ethical and crystal-clear language as never before. What’s more, with states adopting similar rules to New York State’s regulation 187, anything put out online will be subject to intense scrutiny.

What is Your Vision?

You can turn your insurance and financial services future into a tremendous opportunity, and it’s apparent that customers are receptive as never before, but it’s going to take every ounce of your vision to make it happen. Do you have that vision?

Your mindset must be to offer exceptional and transparent customer service, to be as digitally savvy as you can be and to offer product that is unquestioned on the basis of its comparable value. Pre-pandemic, Americans had fallen off insurance purchases, now it is up to you to take advantage of the renewed interest. Can you embrace that mindset?

However, understand this is not the same industry that it was less than five years ago. It can be better, but it is up-to-you.

To be successful, will take the daily grit to outwork the competition and to convey the importance of what you are doing and why your mission is so important. You can be successful, but it is a commitment as never before.

 

Contact Scott Burrows, Insurance & Financial Services speaker for your next event, through this website or his office at: (520) 548-1169

 

What I Learned from My Pandemic

 

As a Florida motivational speaker who frequently delivers live presentations in Tampa, Orlando and Miami, I am well aware of what the pandemic did to wipe out everyone’s motivation. In fact, there’s a lot of research to back up why you’re feeling unmotivated following a miserable year of lockdown.

 

Where’s My Life?

Cory Stieg, wrote an article for CNBC (January 14, 2021) entitled “How the pandemic killed your motivation, and 6 simple ways to get it back, according to science.” It is a well-written piece where six key “motivational un-blockers” are identified by psychologists to help you get up and moving once again. The un-blockers include (the italics are mine):

  1. Create a daily ritual. Have a purpose.
  2. Set up routine cues. Make every day places and things special.
  3. Reward yourself in the right way. Celebrate responsibly.
  4. Make room for moments of positivity. Appreciate yourself.
  5. Don’t be too hard on yourself. Sometimes we need to go back to move forward.
  6. Know your triggers. Avoid mean people and time wasters.

As I read Ms. Stieg’s piece, I was struck by how well my philosophy of Vision, Mindset and Grit meshed with what the psychologists had identified as being important. I also realized that every one of us, at some point in our lives, will have our own, “personal pandemics.” These pandemics can knock us to the ground, and will un-motivate us to give up hope if we let them. For some of us it’s physical; for others it’s emotional or a devastating tragedy to ourselves or someone we love; sometimes, it’s all three.

Remembering the Moment

I remember the exact moment I awakened in my hospital bed following a horrific automobile accident in which I was a passenger. I was, one minute before the accident, a Florida State football player and competitive martial artist, and one minute after, a quadriplegic. My life, as I had known it, was over.

In that moment of awakening, I also knew that I had a choice. I chose a vision of overcoming “the pandemic” that had been dealt to me. How would I do this? By having a life’s purpose; by setting up strenuous routine to make me as whole and as well as I could be; by celebrating each triumph; by appreciating each victory of movement; by forgiving myself for slipping back or failing and most importantly, allowing no one to sit there and feel sorry for me.

I knew that to overcome the challenge of where my life had unexpectedly taken me, that I needed a singular mindset of wellness. Maybe nothing would ever be exactly the same, but in other ways, I knew it could be better and I could be stronger in purpose. I would not allow anyone to out-determine me.

How would I accomplish what I needed to accomplish? Through daily, hourly, minute-by-minute grit. I would not permit myself to be out-worked, or out-hustled.

This past year might have been the hardest you have ever faced work-wise, socially, physically or psychologically. And possibly, it came on top of another personal pandemic that previously crushed you.

My message is that you can stand-up, you can be greater than you ever thought possible, and you will succeed with vision, mindset and grit. As a Florida motivational keynote speaker, I know you can do it and that I can help.

 

To book Scott Burrows, Florida Motivational Speaker for your next event, contact him today through this website or his office at: (520) 548-1169

 

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