No matter how much effort and energy you put into your work, you'll encounter your share of turndowns, broken scheduled meetings, stalls, and "almost" sales that never quite happen. That can be discouraging to those who are not prepared for it, don't understand that it's a normal part of the job, or lack the "Success Factors" shared by successful producers.
Doing Well By Doing Good
Yet, there are so many benefits and rewards to this career that more than compensate for the frustrations. A financial services career is an opportunity for you to do well by doing good, because your income comes from the services you provide. You'll understand that more fully the first time you deliver a death claim or benefit check, and see the look of gratitude on the face(s) of your client's spouse, children, parents, or business associates.
Because of the high risk of dying too soon, becoming sick or hurt, or facing an under-funded retirement, your services and product solutions should rank high on the list of priorities for individuals and businessowners. Prospects who fit your preferred profile are plentiful, but the tighter your marketing focus, the more effective your sales efforts will be. You can use the relationship-based marketing and selling principles, tools and techniques described in this unit to develop markets, make sales, build clients, cross-sell to other need/wants, and get plenty of on-profile referrals!
Too much study? Too many technical details? Many products and planning solutions are technically challenging. Even so, this is not brain surgery! Given enough time and study, almost anyone can become a technician. Far fewer people can present complicated ideas in clear, original ways that get people to take action. It takes a special person, with the initiative and drive to make things happen, to understand that. With some hard work on your part, that person can be you!
You won't become an expert overnight, but you won't have to learn by experience alone. Through support provided by Ohio National, your management team, and by learning how the pros do it through joint fieldwork, you will build, and perfect, your new marketing and selling skills (as you develop the other "core" career skills). Soon, you'll be sharing your vision with on-profile prospects in a voice, uniquely your own, which will speak to them clearly and compellingly. This unit is just the beginning of an exciting, profitable learning experience.
So, what is a successful producer? You might say that a successful producer is the man or woman who had the chance, and took it! The training, coaching, and support are there. The markets are there. The on-profile prospects are there — and you have the products and services to meet their need/wants. The rest is up to you.
How will you seize the opportunity?
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.