Super Agent

The One That Got Away

As we head into the second quarter, are you on track to meet your goals? Data shows that 90 percent of agencies who are behind at the end of the second quarter miss their goal for the year. So, if you’re already feeling behind, now is the time to think about how you can get back on track. You may believe that the best way to enhance your success is to look at you previous successes. After all, if you emulate your good results you’re likely to get more. But, an even better way to gain clarity around what you can do to improve is to analyze your failures instead.

According to an article on by authors Larry Weinzimmer and Jim McConoughey, “There are critically important lessons to be learned from failures”

So, here a few questions you can ask about the business you lost:

-Were you able to effectively communicate your value proposition?

-Were the agency’s goals, your goals and the client’s goals in alignment?

-Did your prospect feel and understand the risk of not engaging with you?

-Was the prospect a right-fit?

Understanding why “the one that got away” left you is equally as important as why you landed that big account.

“We seem to gain wisdom more readily through our failures than through our successes. We always think of failure as the antithesis of success, but it isn’t. Success often lies just the other side of failure.”- Leo Buscaglia

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