Are you hungry for knowledge or simply satisfied?
I recently gave a 75 minute keynote presentation for a large group of insurance agents. The topic was building your personal brand using digital marketing.
This was the same agency where I started my career and they have had tremendous growth. Since 2004, they have grown from about 25 agents to close to 100.
I saw a few familiar faces from 10 years ago, which both made me excited and also scared to death. Many of the familiar faces were high achieving producers that used to be my mentors in insurance sales. Now, here I was 10 years later, delivering a keynote address to help them.
As a speaker, you want to feel prepared (which I was) and ensure you are delivering great value to the audience.
I knew that many of the producers in the room were newer and that I could definitely help, but what about the super achieving producers? Why would they need to learn anything from me?
Great salespeople never stop learning. They are always looking for new ideas.
During the presentation, I could see many nods and note taking, which is always a good sign as a speaker. When I finished, I felt that I had done a solid job, but was still curious to talk to the super producers.
At lunch, I was able to speak to many agents in the audience including several of those super producers.
Here’s what I learned.
The super producers may not have needed my advice or opinion for financial reasons. They had already worked hard for years and earned their financial success.
However, high achievers don’t focus simply on financial success. Financial success is the reward for being smart, hard working, and becoming a full-time student of the industry.
Average producers hear new information and say, “I already know that.”
Super producers instead ask the question, “How good am I at that?”
There is a huge difference.
Super producers don’t ever settle. They use every bit of new information to learn and grow.
To be the best salesperson, you must also become the best student.
- Devote time each day for your personal development.
- Learn from mentors either locally or through books or online
- Don’t ever settle for good enough. There is always more to learn.
My goal in every conversation, book, podcast, or workshop is to pick up 1-2 new items I can use to leverage my business.
One new idea a day, will result in 365 new ideas per year, or 3,650 new ideas over the course of 10 years.
That’s why you must be a lifelong student. Each idea in of itself may only one simple idea, but multiplied over days, weeks, and years, will transform you into a knowledge powerhouse.
- Think about what you could do with 365 new ideas per year.
- Think about how you could serve your prospects and customers with these new ideas.
- Think about how far you will leap ahead of your competition.
You may not be able to apply every single idea, but the ones that you do apply and that work successfully will be the difference between you being “average” or being “extraordinary.”
Become a lifetime student
Be a student of sales. Be a student of business. Be a student of life.
What are you doing to be a student everyday? Comment below.