Perspective and Capability MDRT in Life Insurance

All we are entering the profession is undergoing the process of recruiting and training, so in principle to general relativity have a similar chance of success. But statistics show that every year there is a large number of agents had to break up with professional pity. So what causes leading to such a situation ?. Do companies pay less, because the product is not competitive, or because the training is not good. All are accurate, but they are the only reason ranked second. The real reason that we want to share with you here is: The views or more clearly exactly how to look your career. That is what has made many of us are doomed to failure, whether novice when they were very determined, very willing to "pay the price".

After a long work history in the training agency, I found the new agent you usually start your story with the words "I can not. . . ", Then he can trust completely into it, but time has shown it is not so. Everyone has a certain ability, if you are prepared for the job, most new jobs are to a certain time, it will start with the mouth: "I want to. . . "And further that" I can. . . ".

During the training, too, not less mentor when I first stepped onto the podium, also bring a lot of enthusiasm, ambition, they wish to transmit their enthusiasm for the agency, but the results did not support them and soon many teachers fall into the public nature of the work and the Agent easily understand it. The problem is that: I can not motivate others if he himself is demoralized, frustrated quickly. Yes, only those who've experienced the frustration, anxiety can be shared to others, can show them the way to get rid of loneliness in their careers.

If we come up with a new career but we unforeseen job requires nothing qualities, this profession we need to "pay the price" Where are we regarded as mentally prepared. . . another career change. For more information, I can be illustrated by a story.

"In a club the other swimmers in training for adults, the results were dramatic, the teacher tried a lot, just make thoroughly each action, but no one advances. . . He harness and found: his students can not swim if not overcome fear of water. So he decided to change the method: Instead of practicing more, he confided to each person. Great attention is: He (She) will be thinking when our children can not swim, but the upcoming summer vacation. A week later, the situation changed. Everyone Pham Khoi exciting, challenging each other even swim farther, faster. The only one you did not progress, even still can not float on water. The teacher cringe approached to inquire. The reason I teach English not well or bad in people. The other laugh and that "I do not know how to swim because I'm the smartest person in the number of students here, right from the start I realized the secret of England. He had borrowed the image of our children to push us right? "

You see, the teacher after receiving the defective in their method is the best fix. And students are very keen to progress and not more. Who among us has an inertia when changing environment, not at your dealer exceeded expectations teacher qualifications. But the rules for all, to improve performance, increase understanding of the new environment, nothing other than self-change perspective the problem, self-winning inertia, keep thinking always fresh openness to new ideas, as opposed to many of his previous conceptions.

To move through the second idea, I want to tell you one more to the story.

Some time ago, when in charge of a training for new agents (on the job less than two years), I have invited a friend, as MDRT members to share their experiences. Overall this is a very honorable man and very dedicated to the job. He has an ability to work with highly respected intensity. List your potential customers are always a thousand or so. So too busy Saturday so he does for the children to play in the office, just as he was able to work, both for his sometimes thinhi can still chat with them.

As to the forum, he shared very drunk what he had experienced, he refers to how many presentations created in the agency group enterprises. The other one is that, instead of applying the personal information of everyone after the talk, he often did not say anything more to life insurance that focuses acquainted with only 1 to 2 people, if to the HR Manager, the better, keeping the relationship, to convince them to join the program, because they are looking for more opportunities to other presentations. . . Over time, customers come to him more and more, the number of invitations to lecture him become overwhelmed, he had to learn how to organize customer information that most scientific, most convenient. His working time becomes more narrow. Schedules work to stretch every minute. . .

The audience applauded enthusiastically listened and then put out a lot of questions for him. Presentation successful. Time for it to be extended almost doubled.

. . . Two weeks after returning to the classroom, I suggested a number of students to the post-harvest results in his work after the acquisition method of speakers at last week. Technically group presentations, skills backup client information, technical visits to customers over the phone. . . A silence, fear of air cover class. After all, no one applied, or at least interested in what the speaker said to do something different in their personal work.

The problem is clear: Many of us have a habit of collecting methods to easily apply the "distress" over the exercise routine concerns, not satisfied with the results of their work. You can only get their own way if you know suffering because of the expected unsuccessful. And what borrow elsewhere, what does not lose money, not pay them quickly becomes frivolous such as soap bubbles.

Add another example concerning matter of opinion. This story involves a friend of mine.

Previously he worked in the position can be regarded as secondary staff in our profession. Who are promoted to phase in a higher position, he immediately applied for the contest. It can be said that this is a very talented person and no one can doubt his ability. Position that he is running for: CEO Agents in an area. The turn round takes place, the test does he also successfully completed. But in the interview directly, he was kind. This caused a huge shock to everyone in the agency. For me, due to the familiar relationship with both him and the professor in charge of psychological research under strong competition should direct their questions. Arguing with the professor, I do not regret my praise you, I proved to them that in all the courses, he always said building all, arguing with the teacher, pointed out the spot inaccuracies in their lectures and expanding problem. . . The professor calmly agree with what I say and just gently ask again: why he does not like to preach or present themselves in a different direction. I argue that in fact, most of the class faults trainer is not great, not much affect the general problem. The professor agreed and said: "That is why I found him unsuitable for management positions, he's smart, but what he is or is not wise to say, not at the right time, right place ".

Since that day, I thought a lot about the recruitment, why I liked too much attention to investment intelligence, who likes to argue, like pointing out shortcomings of others. Experience has demonstrated: in fact they are less reliable in complex situations and I became much more careful when looking for personnel.

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Three stories that I have to tell you just three examples illustrate features three very small aspect of the views of each individual life. There are many things we can discuss them further with each other. But the key thing is to be pointed out: You can only succeed in something if you concern about it, the method only to those willing to pay the price, for those who are willing to do, work hard tasks that were previously unfamiliar to her courage to change lifestyle in the new environment, change the look, his views before the situation has changed. Many of us often commented on the success of the mouth: "He's having the time", "She's lucky." . ., Such remarks seem to just want to say one thing: the speaker has tried, ever so experienced field but did not succeed.

Life has a lot to pay, what he does not want to pay - the lifestyle of its inherent - do not expect any success yet.

Business recruitment of us is always parallel process two operations:
• Determine the true capacity of the candidate and
• Encourage the promotion of the potential candidates to arouse concern in them by assigning the review. . .

Capacity and the views of an individual is the most important criteria for us to decide whether or not to accept him in his new position.

Many managers generally satisfied with their views by selecting the rhetoric: Choose the right people - the right of Communications. Italy wants to say here is that they want to assess the capacity of the candidates, they want to find the cats over the Tigers. People often find that they are very disciplined candidate, achievement of qualifications, easy to accept the assignment of the organization. Unfortunately, they are very difficult to change views, lifestyles. Because it is difficult to expect to receive the results of mutations taking place them.

Conversely, if he is willing to hire the "tiger", first you have to be raised by animals. You have to educate themselves, overcome fear before them. Self-discipline and encourage her to lead the pack. Many situations need to confront the leader to convince the rest. Much harder, and more expense but life is like that if you want to hope for something greater.

Some colleagues often tell me that they come across occupations such as coins. Fortunately, there are a minority. Exposure to the list of people in the profession, I realized that the vast majority of them are sensitive, what inspires them is: the satisfaction of awareness, the ego, the lifestyle and the recognition of colleagues. Talk to them, looming somewhere, we will see the image of what my lifestyle. . . ie ones, explain the reasons for what they are willing to pay the price.

Obviously the work of the employer in addition to considering the capacity, create the destination, arouse inspiration, leading to concern of candidates, must be known both directions for a group, put all on the same road. But that was enough?. Never! we have to say a word is: Eventually, we want? What this exercise will boost ahead ?.

From personal experience, I see very clearly that I was motivated and encouraged greatly by the fear of failure than what the call was successful painting. My values, my idol, my pride is all the more important. Independence is a part of my life. I want him to become a business owner, a Mr. . . What specifically are looking forward to further contribute to a better life, more useful, not a waste of time as before. That is the important thing. When you sit down and consider the goals that I have set out and look at what to do to change ourselves to the profession since, I understand that: There will not be any way to do perform his dream career is perfect - life insurance agents.


At this point you and I can both agree that we will not encourage ("Motivate") is one if not surpass his own self.

Sometimes when talking to some agents just returned after contact with clients, I have a habit of asking them detailed account of what the two sides exchanged. The feeling of the agents are very happy, so hopefully in customer satisfaction in the way the two sides parted. But what I expect is a life insurance contract is still not signed. Why is that?. Here we should make 02 types of classified customers.

• The first type is usually like this. "I'm your agent, what he says is wonderful but perhaps another time because he looked, my family spent too many accounts. This is my purse, two electric bills are not paid promptly. . . ". The reaction of the agents we are. . . inexorable, sympathy and even guests who also intend to borrow money.
• Type guests Monday. "Assurance huh, I see my family anymore but lack savings, rolling mill, the little car, monthly income in the millions, I do not see any reason to join his arrest. . . Anyway, when engaged, I would definitely call the UK. "

You see: The rich also declined, the poor do not buy. So where the customer becomes a life insurance industry today. This is when we need to distinguish two aspects of the same problem. Agent weak, he consoled himself that easy: Guests are too poor to mail a letter a few months and then comes back. That is easy to buy him get "plight of customers" to refuse to sell their solutions. And with good agent, it's easy to understand immediately that: Customers, if poor, is clearly in need of life insurance, because today they have trouble tomorrow if earner in the family lost, try asking family situation where they have to go back. The problem is that the need to share in order to properly understand what made them afraid of life insurance, understanding the issues that families are suffering, help them solve problems and not to use the issue of the guests reject the proposed solution of us.

In contrast, with wealthy clients, what they need is the agent wants to talk about the needs of their families, if our agents share with visitors and their aspirations, that is proven Agents at the same level (Level) in society, the second side of the coin will become clearer. This is your chance to talk about money, and how to use money.

Obviously the two agents when facing a situation has two different treatments. A quick look out the reason. . . out of. The man thought to not accept "no" where customers.

The agency is not perfect agent to accept the client's statement like, "I value very highly the UK because he did not pursue, disturb me", "When buying certain I will call you ". Obviously, customers will not remember anything to the agent of our lovely. And if he was the leader to transport about why he returned in time the most sensitive of conversations with customers, he often expressed the saying, "I do not want to offend them," "I do not want to disturb them like the other agents, "" I want them to respect me. "

Well, it's not immaculate, it is true that you have found reason to protect the tranquility of your soul. Unfortunately, if you really care about the need to protect the client, empathize with what they are confronted with life, what their children have to suffer if no solution to protect family, then perhaps you have not stood up to leave easily. In contrast, you have the strength and intelligence to our customers share with us their true thoughts. Your place is you are trying to protect themselves rather than thinking up ways to introduce measures to protect domestic customers. You're out of your sale is successful in your career with the best cheap shaken. We have been telling each other that want to succeed need to determine the direction to aim for, to always motivate yourself, your self-discipline and then be willing to pay the price. And what is the price to pay to change careers views vun not matter for myself. To realize the truth that, for some people is a process, and to pay a price sometimes very expensive.

Translation from the original "What makes AGENT TO Succeed".