Throughout history, out of challenging times grow the seeds for the best of times.
Many of our great leaders were faced with overwhelming threats that affected our nation’s economy. They emerged as champions in troubled times, leading us down a better path, first in reclaiming the American spirit and then in improving our country’s strength. They led the way, as each of us must lead the way now.
As insurance professionals, we too are impacted by the current economic climate. We know from experience our business will be restored and with that restoration we will emerge more significant and valued. But how do we ride out the storm until the reemergence of our sales successes?
Take control of your mind. The first place you can lose the battle during this economic turbulence is in your mind. If you allow negativity to put outposts in your mind, you will not weather the storm. Take control of your thoughts, words and actions. You must be disciplined with positive thoughts every day.
Start your day by reading a motivational quote. Have a daily calendar with uplifting words on your nightstand. Give yourself positive talks as part of preparing for the day. “Today I am going to have a great day.” “All my actions will result in favor coming my way.” Listen to motivational CDs on the way to work and when going to appointments. Arrive at your appointments early. Sit in your car and visualize yourself having a favorable experience with your prospect or client. See them liking you. See yourself making the sale.
Be an example of calm. Show others you are not afraid. Avoid getting angry. Anger is a form of fear and lack of control. Now is the time to be strong. Speaking positive words is one of your greatest assets. It will help you have an optimistic attitude regarding current circumstances, as well as to inspire others to improve their outlook, too.
Stay calm by using positive messaging. It brings out the best in you and in your coworkers and clients. Send out regular e-mails with ideas that inspire. Share stories of local heroes and historical heroes who have forged ahead through adversity. Positive communications unite us. It creates an atmosphere of common strength. When others choose to send e-mails with the latest list of corporate layoffs, choose to send e-mails with personal stories of victory.
Stay away from toxic people. When other people are negative, you can still value them even if you don’t agree with them. You cannot change the opinion of the “Chicken Littles.” All you can do is minimize your contact so you do not become poisoned with their negative outlook. Continue to believe, expect and prepare for the wins ahead.
In
The Last Lecture, Professor Randy Pausch says “Brick walls are there for a reason: They let us prove how badly we want things.” Our soft economy is our current brick wall. Because of it, we will find new ways to do business. We will emerge as stronger salespeople. We have a choice. We can get sucked into the “sky-is-falling” mind-set and fight among ourselves or we can rethink our way to results and be triumphant with a spirit of “can do” no matter what the economic climate.
Let go of the “if onlys.” We must believe we are letting go of something good for something better. Stay open to change and embrace it. Keep your mind open. Hold a fresh vision for success and you will see opportunities that others won’t.
This is your defining moment. You have a track record of positive results. Feed the positive and not the negative and that will be the catalyst you need to achieve the successes you have experienced in the past.
Do what you know best. Work your relationships. Continue to meet with people. Some may not buy from you today, but you are investing in a sale for tomorrow.
Make others feel important. Ask yourself, “How can I be a blessing to someone today?” Each day, do something that benefits someone else with no expectation of anything in return. This is an important step in restoring personal prosperity.
As with the seeds that take root in the most challenging times, the most beautiful flowers require nourishment to grow. That nourishment is our champion mentality. This positive attitude will get us through our current winter. When the spring arrives, we will be there to see the roses bloom.
Evelyn Pillinger, CLU, is director of small group sales for Health Net of Arizona Inc. She is accountable for sales and service of group health insurance for Arizona-based companies with two to 99 employees.