Two years ago, Karen became a top 10 representative out of the several hundred agents at her financial services
firm. She received a certificate, a $15,000 bonus and a great deal of attention from her peers. Last year, she barely made it into the top 30.
In January, Karen called me for help. “I didn’t do anything differently this past year than I did the year before,” she told me. “Maybe it’s the economy, because it just seems like fewer and fewer people are saying yes to me.”
“When you made the top 10 two years ago, were you consciously pursuing it?” I asked her. “Well, no, actually,” she responded. “I was totally surprised by it.”
“What were you focused on that year?”
“I guess my total focus was on helping as many people as I could in as many ways as I could,” she explained, with a note of pride in her voice. I asked her if her focus had changed in the past year. There was silence on the other end of the line. After a long pause Karen responded, “I wanted to make it to the top 10 again, and I guess my focus was on that and not really on helping anyone,” she realized, “But would that really have made the difference? I was helping people, either way.”
“There’s a way to find out,” I hinted. “Start focusing again on helping as many people as you can in as many ways as you can
, and see what happens.”
Recently, Karen called me to let me know she had already made it into the top 10, but that she was no longer focused on either getting there or staying there. Once again, she was focusing on what got her into the top 10 in the first place: her outstanding service to clients.
“But what about the economy
?” I teased. Karen laughed. "The economy" had been a lame excuse for her slip from great standings, and now it was clear that the only reason she slipped up was that she lost her focus on exceptional customer service.
Stop worrying about your standings, your income or the number of cases you’re opening. Instead, focus your energy as Karen has remembered to do: on serving. If you do, you’ll undoubtedly find the personal success and satisfaction you’re after, no matter what your numbers are.