I was having lunch with a friend who is a Director of a small insurance company. While we were catching up with each other on our life, business, family etc. He gave me a small opening.
R: “Maybe I will get you train my agents during my year end meeting with them.”
Me: “Sure, I can do that.”
R: “What can you train them about?”
Me: “Motivation, Sales, Financial Intelligence….(knowing what he wants)
R: “Ya that will be good.”
After a few minutes….
R: “But there a problems. My team is pretty motivated, if not they won’t be my agency won’t be Top 5 this year. Every year, they go for conferences to hear those motivational talks, hear those handicapped people motivating them, that should be enough.”
He’s hinting maybe what I do couldn’t help his team.
Me: “Then you don’t need me, why should you need me?” (I reverse it)
R: “Next year I am aiming to get to Top 2. And we need that boost.”
Me: “How much does your top agent earn every month?”
R: “$20,000″
Me: “Your second top agent?”
R: “$6,000″
I discover an opening here…..
Me: “Do you know why is there a huge gap between your first and second agent?”
R: “No, why?”
Me: “Different belief system. I work on belief system that can close the gap”
By now he already know what I’m hinting. He doesn’t need to increase his top agent sales, he just need to close the gap of the rest of the agents, and he can be Top 2.
R: “Ok, let’s confirm the date on the training. And how much?”
I am so blessed to score a small win. I am attracting good things into my life everyday.
