What are your goals? When I present this question to a producer, they will usually respond with answers like, "to write more business" or "to make more money." This is a simple question with a predictable answer. In order to understand and analyze what a producer's real goals are, I have to rely on my own personal experience in professional baseball and then help them apply the same principles to their business.
I started playing baseball when I was five years old. Whenever someone asked me what I wanted to be when I grew up, I said "a baseball player." This was my goal. As I continued to play baseball in high school, I wanted to get a baseball scholarship to a college. Once in college, I wanted to become an All- American. When the Florida Marlins drafted me in 2002, I wanted to become the top pitching prospect in the organization and eventually, a Major League pitcher. These were all my goals and as I look back, the three constants that helped me achieve these goals were focus, dedication and repetition. When setting goals, the important thing is to start with the end result you hope to accomplish and then work your way back by building a plan to accomplish the goal. I always knew I wanted to be a professional baseball player; however, it was by building on my prior experiences and examining my strengths and, more importantly, my weaknesses, that built the foundation for the success I attained. There were setbacks and obstacles along the way, but the end goal never changed. Once I made the professional ranks, my goals did not end, I simply readjusted my goal to become the best pitcher I could possibly be, and I still apply these lessons to our business today.
How does this relate to our business? Quite simply, we are in a competitive industry littered with distractions. Relying on experience from my professional baseball days, I know that the greatest gift I can give my agents is focus, dedication, and repetition. I work hard to help my agents remain focused and to keep them from wasting valuable time and money chasing the latest shiny new thing.
Baseball was never easy and neither are sales. Throughout my 20+ years in baseball, I saw a lot of hard workers who lost their focus and dedication. The players who focused on their strengths, dedicated themselves, and repeated the process rose to the top. My top agents behave the same way. In my case, there was not a day that went by in which I wasn't practicing or focusing on my goals. Today, I maintain that same laser focus on one product, so you can rest assured that when my agents call me, I have the answers to their questions.
Let me ask you: What are your goals? Do you really know what it's going to take to reach these goals?
Whether in a uniform with a number on the back or in a pair of khakis and a collared shirt, I know what my goals are and how I'm going to reach them. Do you?
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