5 attainable & sustainable habits that drive sale success
In a BenefitsPRO Broker Expo panel discussion, industry leaders Kevin Trokey, Jeremy McLendon, Lindsay Clarke Youngwerth and Joel Daniels shared their thoughts on building good habits, as well as what their goals for building these habits.
Many people have difficulty breaking bad habits, but what about the difficulty of building habits? In a BenefitsPRO Broker Expo panel discussion, industry leaders Kevin Trokey, Jeremy McLendon, Lindsay Clarke Youngwerth and Joel Daniels shared their thoughts on building good habits, as well as what their goals for building these habits.
Marketing:
“I keep something called a ‘swipe file’. It helps you create content and keep track of what inspires you. I make a spread sheet and as I get emails throughout the day – a tag line or subject line – and I’ll keep it on the spread sheet. It’s something I can go back to as the writer’s block starts to hit” Jeremy McLendon, vice president, MyHealthy
Prospecting:
“One hour, every single day in my calendar, without fail. I don’t allow my staff to schedule over it or my partners. That holds me accountable because I know that if they ever see me not prospecting during that time, they will start scheduling over it because they don’t think I’m serious about it.” Lindsay Clarke Youngwerth, managing partner, The Shandro Group
Sales process:
“A lot of times we can jump in the solution before we understand what the underlying problems are. Ask questions based off of what you are hearing or who you are serving. The goal should always be to find the underlying issues that the employer is really dealing with.” Joel Daniels, chief advocate, Revolution Benefits Group
Professional development:
“The key is not to know, like or trust. The key is all things being equal. It’s up to you to not let things be equal and that’s where the professional development comes in. The only way you can consistently step away from that is to know it is not a relationship business; it is an advice and result business.” Kevin Trokey, founding partner, Q4intelligence
Client retention:
“I’m trying to intentionally create a more cohesive habit, not just for my clients… The biggest part of building a habit is understanding you need to. That’s where I am in this.” Lindsay Clarke Youngwerth
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