Are You Aggressively Getting Ready?
Posted by Sitkins Advisor on Thu, Aug 19, 2010 @ 12:07 PM
I have a fear that way too many agencies are sitting around “Aggressively Getting Ready”. They really do believe that they are making progress, that things are about to turn around. Yet, their results speak differently.
It’s like the old saying of “Ready, Aim, Fire”. I see way too many agencies, and their Producers, playing a Ready, Ready, Ready, Aim, Aim, Ready, Ready, Aim, Aim game, but never pulling the trigger.
Hey, if you’re still sitting there aggressively waiting for the roast duck to fly into your mouth, it’s not going to happen!
If you’re sitting there aggressively waiting for the economy to magically turn around, it won’t happen that fast!
If you’re sitting there aggressively waiting for the hard market (the what, what’s that?) so you can get a rate increase, it’s not going to happen!
If you’re aggressively waiting to improve your selling and presentation skills, it’s not going to happen!
If you are aggressively waiting to have a focus day to fill up your pipelines, it’s not going to happen!
The time has come to Pull The Trigger. You’ve got to eliminate all excuses (we are waiting because....) and you’ve got to demand action from yourself and others.
You only score points when you are in the game, so you’ve got to fill up your pipelines now! You’ve got to improve your offering now. You’ve got to improve your skills now. You’ve got to get better at everything you do now.
OK, so if we agree now is the time, now what? Now you’ve got to establish a Set Offense that differentiates you in the marketplace. Now you’ve got to earn and generate referrals and introductions. Now you’ve got to establish low risk practice time to improve your presentations. No more Look, Copy, Quote and Pray way of selling. Now you’ve got to get out and network. Now you’ve got to develop your centers of influence.
So, you’re either Aggressively Getting Ready (or thinking about getting ready) or you’re Aggressively Getting Results. It’s your choice.
The Author, Roger Sitkins, is Founder & Chairman of Sitkins International. Click here to view his bio.