This is a subject that's near and dear to my heart. I've been exploring it over the last year and a half and have had some tremendous results with self persuasion and self mastery in this arena.

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In any business the first sale is the hardest sale and the insurance industry is no different. When you focus on the right sources you can increase your sales and reduce your efforts. Treat your business like a business, and control how and where you invest your time. It's easy to get caught up chasing after the wrong sources, and when you do it's reflected in your revenue. Being busy isn't being productive. Productivity is about doing the right things at the right time with the right sources.

When a prospect tells you they don't have any money do you accept it? How about when they tell you they want more money? Both are a sales trap that result in "no sale" for you. When a prospect tells you these things is sounds very logical. Your natural reaction is to move on or wait until the will have money if they don't have money now. In nearly all cases you're missing an opportunity, but you don't realize it.

You realize that questions are a critical part of the sales process, but the questions you ask aren't producing the results you want. The way you structure the questions you ask, and the intent behind them have a dramatic impact on the prospect and your results. Questions are an easy way to establish rapport with the prospect, put them at ease, get them to open up to you, and help them to feel comfortable with you. But your questions must demonstrate your sincere interest in the prospect, or they just don't have the desired impact.

You know it's something they have to do yet it just isn't something you look forward to. In reality prospecting should be you're excited about because prospects mean you're one step closer to a sale. But you don't like being told "no" and you're told "no" a lot prospecting the way you do now. You'll find it's easier if you have a system for prospecting. Even with a system you have to commit to implementing it or you're no better off. There is a way you could like prospecting.

Sometimes I cry during movies. I'm not ashamed to admit it. In fact, I'm completely at ease and comfortable with the emotions that a good story elicits in me. Movies are stories and stories have been used to bring out emotions since the dawn of time. The better the story, the more moving it is. These responses can be manifested as a 'tear jerker' or a 'feel good', they can be used to inspire, uplift, give hope, or merely entertain. Keep this uppermost in your mind as you think about storytelling: stories open up a hole, so to speak, in the listener, that you can fill with a message. Your message.

I love metaphors. And one metaphor that has been especially potent for me lately has been that of an onion. A core component of The Cleveland Method deals with an understanding of our own core drives and unconscious motivations. It's by focusing inward that we can genuinely understand others.

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