Super Agent

Do You Have Belief and Gumption?

One of the concepts we often discuss in training is leadership. You may agree that employers don’t know what they don’t know and as a result can make poor risk management and insurance buying decisions. But would you agree that you are effectively leading them away from their flawed and dangerous processes and towards your more effective and efficient process?

Bringing leadership to the sales conversation requires you to tell your prospects that they are wrong, which of course must be done with diplomacy and empathy. This is not something most sales professionals enjoy doing, regardless of how necessary it is.

There are two core traits that help successful producers manage and execute these difficult conversations. The first is Belief. Successful producers believe that what they have to offer is of value and cannot be easily replicated. They believe that absent a business relationship with them, their prospects and clients will be underserved. They in themselves and they believe in their process.

The second trait we often find in successful producers is Gumption. That stick-to-it-ness that is required as they help prospects navigate the complexity that exists in their business, the marketplace and in the risk management and insurance buying process.

The two go hand in hand. Without belief in what you do and how you do it, it’s virtually impossible to have the tenacity and gumption necessary to lead prospects and clients away from flawed decision-making decisions. And without gumption, you’ll often find yourself acquiescing to your prospects and their flawed decision making process.

A question to consider: Do you believe that what you have to offer is of unique value and do you have the gumption to defend it and lead my prospects to it?

If not, reach out and let’s talk about it!

Leave a Reply