I'm Having Fear of Failure, Any Advice?

JSD8675 · 01-04-2009, 05:38 PM

I'm starting training tomorrow where I ride along with a manager of an agency to seniors' houses to consult them on medicare, med supp, med advantage, LTC, Annuities, etc..

Although I think I'll do fine, I'm unsure of how I will like being in my car all the time, walking up to doors, and actually presenting to seniors.

I'm good with talking with mostly anybody, but will this anxiety of walking into a stranger's home subside? Is this what separates the boys from the men?

I used to think the closing part would scare me, but that seems like it may be the easier part of this job.

Any suggestions/ philosophies to help me out?

Thanks!

healthagent · 01-04-2009, 05:44 PM

It's not what separates the man from the boys. People have different levels of comfort. If some don't mind cold-calling it doesn't make them "better" than anyone else.

The truth is the people who do not like cold calling don't get "over it." If you don't like it now you won't like it after your 1000'th door.

You'll have to go out tomorrow and trust your gut. At the end of the day if you're feeling is "this just isn't me" don't worry. There are a lot of ways to gain clients.

Winter · 01-04-2009, 05:51 PM

Originally Posted by JSD8675

I'm starting training tomorrow where I ride along with a manager of an agency to seniors' houses to consult them on medicare, med supp, med advantage, LTC, Annuities, etc..

Although I think I'll do fine, I'm unsure of how I will like being in my car all the time, walking up to doors, and actually presenting to seniors.

I'm good with talking with mostly anybody, but will this anxiety of walking into a stranger's home subside? Is this what separates the boys from the men?

I used to think the closing part would scare me, but that seems like it may be the easier part of this job.

Any suggestions/ philosophies to help me out?

Thanks!

What did the person training you say when you discussed it with him/her?

Russ · 01-04-2009, 05:55 PM

Originally Posted by JSD8675

I'm starting training tomorrow where I ride along with a manager of an agency to seniors' houses to consult them on medicare, med supp, med advantage, LTC, Annuities, etc..

Although I think I'll do fine, I'm unsure of how I will like being in my car all the time, walking up to doors, and actually presenting to seniors.

I'm good with talking with mostly anybody, but will this anxiety of walking into a stranger's home subside? Is this what separates the boys from the men?

I used to think the closing part would scare me, but that seems like it may be the easier part of this job.

Any suggestions/ philosophies to help me out?

Thanks!

This in no way reflects on you or how you'll do, but....I hated working with someone else when I was presenting products to sale, especially managers and sales managers. Just didn't like it. I always did better by myself, but you'll learn a lot from them. Good luck....stay as calm as you can. I'm sure you'll do well.

bluemarlin08 · 01-04-2009, 05:59 PM

It is normal to be anxious about cold calling, especially in a new environment, I certainly was. However, if you can realize that the people you call on are going to be better off having met with you, and you truly believe that, the anxiety will eventually dissipate. Remember, cold calling doesn't have to last forever, if you do the right job you can get prospects in different ways. Cold calling is part of the dues you pay, IMO. I hated it so much I would throw up sometimes, but it was a forcing mechanism to eventually ask for referrals and develop different prospecting tools. Everything depends on what you think about the service you provide.

patch36 · 01-04-2009, 05:59 PM

I don't like riding along or being ridden with. I do what you are talking about all the time. It is what I do and I am real comfortable with it, but I like doing it alone. Jump through the hoops, learn the presentation, prepare a pitch book that allows you to follow your own script with your own personal story, and go forth...

If you don't like it, go to a P$C office and sit at a desk waiting for the customers to come to you. Ten hours a day...

Franz Kafka · 01-04-2009, 06:03 PM

Originally Posted by JSD8675

I'm starting training tomorrow where I ride along with a manager of an agency to seniors' houses to consult them on medicare, med supp, med advantage, LTC, Annuities, etc..

Although I think I'll do fine, I'm unsure of how I will like being in my car all the time, walking up to doors, and actually presenting to seniors.

I'm good with talking with mostly anybody, but will this anxiety of walking into a stranger's home subside? Is this what separates the boys from the men?

I used to think the closing part would scare me, but that seems like it may be the easier part of this job.

Any suggestions/ philosophies to help me out?

Thanks!

Before I started in insurance I worked for 2 months as a futures broker. I wanted to kill myself everyday on my way back home. IMO selling insurance is really easy compared to other commodities. If you know how to shut up and ask questions - seniors love to tell you all about it - you've got nothing to be nervous about.

Vitamin C · 01-04-2009, 06:06 PM

I'm working the same market doing basically the same techniques. Now we have loosely set appointments which, is basically a "prospect" expecting someone to "drop off" some information about XYZ product. they were telemarketed to expect someone around 2:00. That's it.

I was shocked at how many people would let us in especially, single women letting two men in their home when they were just expecting someone to drop something off. I had a few restless nights thinking about if I could do it or not. I'm usually not a great opener in social situations however, like you, once it warms up, I begin to get more control. But I would think closing people can be harder than getting in the door. Since you are just starting, your manager, will show you how easy it is. Then again, I've had people basically close the door on me when I would not immediately just hand them some information. It's only been about 2 out of 30 though.

In my first three weeks, I was given about 40 "appointments." I got into about 20 homes(remember some people don't answer their door or forget about your appointment). The good news is I sold 8 MAPDs and hospital indemnity plans. The bad news is that is only equal to about $1300 in commissions payable to me and that's if everything goes through underwriting.

I've been looking real hard to get some FE sales on these appointments and I have a "go back" tomorrow morning to write a FE application.

It's really fun and exciting but I think there's a better way. I'm working on it. I do really like the senior market.

Don't have fear as long as you've got some way of paying your bills in the short term. Getting in the house is no big deal and you will generally be invited in and welcomed! Good luck.

Delta76 · 01-04-2009, 06:33 PM

There is risk in whatever you do, even working a 9to5 job for someone else. Just focus on what you can control and let the rest take care of itself. Anxiety is normal when you first get started. The phone felt like it weighed 20lbs when I first got started. Bluemarlin is right, believe in what you do and as you get experienced dealing with calling people, it gets much easier.

I also reviewed a book on my blog today that I just "rediscovered". It may be worth your time to see if your local library has a copy.

insuranceexec · 01-04-2009, 07:10 PM

Originally Posted by JSD8675

I'm unsure of how I will like being in my car all the time,
Thanks!

If you do not like the car, make sure you are out door knocking.

JSD8675 · 01-04-2009, 07:19 PM

Originally Posted by Winter

What did the person training you say when you discussed it with him/her?

I'll see tomorrow, I guess.

Originally Posted by Russ

This in no way reflects on you or how you'll do, but....I hated working with someone else when I was presenting products to sale, especially managers and sales managers. Just didn't like it. I always did better by myself, but you'll learn a lot from them. Good luck....stay as calm as you can. I'm sure you'll do well.

Appreciate the encouragement!

Originally Posted by bluemarlin08

It is normal to be anxious about cold calling, especially in a new environment, I certainly was. However, if you can realize that the people you call on are going to be better off having met with you, and you truly believe that, the anxiety will eventually dissipate. Remember, cold calling doesn't have to last forever, if you do the right job you can get prospects in different ways. Cold calling is part of the dues you pay, IMO. I hated it so much I would throw up sometimes, but it was a forcing mechanism to eventually ask for referrals and develop different prospecting tools. Everything depends on what you think about the service you provide.

I agree that the whole "better for them," thing is pretty important. I need to really believe I'm helping them out more than selling a plan.

Originally Posted by patch36

I don't like riding along or being ridden with. I do what you are talking about all the time. It is what I do and I am real comfortable with it, but I like doing it alone. Jump through the hoops, learn the presentation, prepare a pitch book that allows you to follow your own script with your own personal story, and go forth...

If you don't like it, go to a P office and sit at a desk waiting for the customers to come to you. Ten hours a day...

10 hours a day... lol no thanks!

Originally Posted by Franz Kafka

Before I started in insurance I worked for 2 months as a futures broker. I wanted to kill myself everyday on my way back home. IMO selling insurance is really easy compared to other commodities. If you know how to shut up and ask questions - seniors love to tell you all about it - you've got nothing to be nervous about.

Listening to the client is important, I agree.

Originally Posted by Vitamin C

I'm working the same market doing basically the same techniques. Now we have loosely set appointments which, is basically a "prospect" expecting someone to "drop off" some information about XYZ product. they were telemarketed to expect someone around 2:00. That's it.

I was shocked at how many people would let us in especially, single women letting two men in their home when they were just expecting someone to drop something off. I had a few restless nights thinking about if I could do it or not. I'm usually not a great opener in social situations however, like you, once it warms up, I begin to get more control. But I would think closing people can be harder than getting in the door. Since you are just starting, your manager, will show you how easy it is. Then again, I've had people basically close the door on me when I would not immediately just hand them some information. It's only been about 2 out of 30 though.

In my first three weeks, I was given about 40 "appointments." I got into about 20 homes(remember some people don't answer their door or forget about your appointment). The good news is I sold 8 MAPDs and hospital indemnity plans. The bad news is that is only equal to about $1300 in commissions payable to me and that's if everything goes through underwriting.

I've been looking real hard to get some FE sales on these appointments and I have a "go back" tomorrow morning to write a FE application.

It's really fun and exciting but I think there's a better way. I'm working on it. I do really like the senior market.

Don't have fear as long as you've got some way of paying your bills in the short term. Getting in the house is no big deal and you will generally be invited in and welcomed! Good luck.

My bills are a small concern. I'm glad gas is cheap for now, too!

I was also surprised, on the first time I rode along with the manager (to make sure It was for me,) that the seniors were happy to have someone come into their house. I guess they're lonely.

Originally Posted by Delta76

There is risk in whatever you do, even working a 9to5 job for someone else. Just focus on what you can control and let the rest take care of itself. Anxiety is normal when you first get started. The phone felt like it weighed 20lbs when I first got started. Bluemarlin is right, believe in what you do and as you get experienced dealing with calling people, it gets much easier.

I also reviewed a book on my blog today that I just "rediscovered". It may be worth your time to see if your local library has a copy.

I take it that is the title of the book? "Rediscovered?"

xrac · 01-04-2009, 07:23 PM

Originally Posted by JSD8675

.......I take it that is the title of the book? "Rediscovered?"

This is the book shown on his blog. The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales (Paperback)

Amazon.com: The Psychology of Sales Call...

Charpress · 01-04-2009, 07:49 PM

I spent my time running with the big dogs and learning how it is done. That is the key, just LEARN at this point.

I actually began to enjoy visiting with people in their homes. I almost exclusively do business in my office and I miss visiting folks, but --just too time consuming.

Anyway, I think you will find that the first time you get a nice commission check (or it hits your bank account) you will be smiling from that point forward. It just sort of all falls into place once you have the confidence to be able to talks products with people and begin to realize that you actually know what you're talking about. It is a good feeling.

Markingriffin · 01-04-2009, 09:24 PM

Originally Posted by JSD8675

I'm starting training tomorrow where I ride along with a manager of an agency to seniors' houses to consult them on medicare, med supp, med advantage, LTC, Annuities, etc..

Although I think I'll do fine, I'm unsure of how I will like being in my car all the time, walking up to doors, and actually presenting to seniors.

I'm good with talking with mostly anybody, but will this anxiety of walking into a stranger's home subside? Is this what separates the boys from the men?

I used to think the closing part would scare me, but that seems like it may be the easier part of this job.

Any suggestions/ philosophies to help me out?

Thanks!

What you are going through is normal. When I first got started I was scared to death. I was lucky enough to have someone else allow me to watch them make a couple of sales, before I had to do it. Sounds like you have someone also that is going to help you. The more you watch someone else do it, the better. It will not be long before you ask your manager to allow you to step in or take over with a prospect.

Remember to try and connect with the people you are seeing. Smile and get to know them also.

The truth is most of use guru's went through what you are going through now when we got started. It is okay to be scared to death. What is not okay, is to allow it to stop you or slow you down. I bet after just a few houses, you will be fine.

I enjoy what I do. They pay me to run my mouth and help people. I get to meet new people all the time from all walks of life. I get to see the difference I make in people's lifes.

To get your clients to open up a little, ask them some common questions. People love to talk as much as I do. Ask them if they have any kids or grandkids. It is okay to make small talk with them. Brag about something to them. This is a really nice house or something. Look at the pictures on the walls and get them to talk about them.

I bet your manager that you are doing the ride alone with, will show you a lot.

Make sure you are smiling when you walk into that clients home.

This may sound stupid, but play some good music in your car, before you get to the appointment. Picture yourself doing good and helping the client. Most of your clients will be just down to earth common people.

JSD8675 · 01-04-2009, 10:10 PM

Originally Posted by Charpress

I spent my time running with the big dogs and learning how it is done. That is the key, just LEARN at this point.

I actually began to enjoy visiting with people in their homes. I almost exclusively do business in my office and I miss visiting folks, but --just too time consuming.

Anyway, I think you will find that the first time you get a nice commission check (or it hits your bank account) you will be smiling from that point forward. It just sort of all falls into place once you have the confidence to be able to talks products with people and begin to realize that you actually know what you're talking about. It is a good feeling.

Confidence is the key... thanks Charp!

Originally Posted by Markingriffin

What you are going through is normal. When I first got started I was scared to death. I was lucky enough to have someone else allow me to watch them make a couple of sales, before I had to do it. Sounds like you have someone also that is going to help you. The more you watch someone else do it, the better. It will not be long before you ask your manager to allow you to step in or take over with a prospect.

Remember to try and connect with the people you are seeing. Smile and get to know them also.

The truth is most of use guru's went through what you are going through now when we got started. It is okay to be scared to death. What is not okay, is to allow it to stop you or slow you down. I bet after just a few houses, you will be fine.

I enjoy what I do. They pay me to run my mouth and help people. I get to meet new people all the time from all walks of life. I get to see the difference I make in people's lifes.

To get your clients to open up a little, ask them some common questions. People love to talk as much as I do. Ask them if they have any kids or grandkids. It is okay to make small talk with them. Brag about something to them. This is a really nice house or something. Look at the pictures on the walls and get them to talk about them.

I bet your manager that you are doing the ride alone with, will show you a lot.

Make sure you are smiling when you walk into that clients home.

This may sound stupid, but play some good music in your car, before you get to the appointment. Picture yourself doing good and helping the client. Most of your clients will be just down to earth common people.

The smiling upon entry thing is a good tip... I tend to have a severe look on my face so that should help.

Should I worry about what Obama will do?

HomeService · 01-04-2009, 10:35 PM

Sounds to me like you should try the under 65 market. Maybe.

Franz Kafka · 01-05-2009, 12:56 AM

Originally Posted by xrac

This is the book shown on his blog. The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales (Paperback)

Amazon.com: The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales: George W. Dudley: Books

Did you find that book helpful? I thought it confused me more than helped me. A little too technical and a little too New Age for me.

tryan326 · 01-05-2009, 01:04 AM

As with any thing new they'll be a little anxiety or fear. Once you get through thr first couple of presentations it should subside.

What separates the boys from men?
"Boy's" run away or quit when they're scared, "men" stick with it and pretend like they're not afraid until they aren't.

Charpress · 01-05-2009, 11:46 AM

Originally Posted by JSD8675

CI tend to have a severe look on my face so that should help.

Should I worry about what Obama will do?

Is he causing the severe look?

Obama and his pals in Congress are going to regulate us right into a real depression, just like FDR did.

bill3173 · 01-05-2009, 12:20 PM

Originally Posted by Markingriffin

Make sure you are smiling when you walk into that clients home.

Good Post, but I particularly like the line above. Good advice, to smile, even if your prospective client is not. It's hard to hate someone that smiling at you.

I don't do much f2f anymore, but just curious, how do you handle rude clients. I mean they've ticked you off to the point that you want to start breaking things.

Do you just get up and leave abruptly?