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Are you a quota or an advisor this critically important question bears directly on your money-making potential and career success if I asked your clients about you would they describe you and your team as order takers or advisors do they think of you as a source of cheap home and auto insurance or do they value your advice on the most effective way to protect their families their net worth and their income would they describe you as a price quota or a trusted advisor as a sales coach I'm frequently hired to study an organization's top performing advisors and document their best practices you might imagine my goal is to identify what the top sales performers do, and you're partially right, but my experience has taught me to look for something else as well at least as important as what the top performers do is what they say in other words a large part of their sales success comes from the conversations they have with their prospects and clients, so I listen to the words and the messages and the stories and the questions that the top producers use I don't study the pushy closer that unwittingly repel prospects I'm not interested in coercive sales tactics I'm intensely interested in what insightful advisors say to their prospects and their clients because this shows me how they bring value to the sale as I conduct my interviews I'm continually struck between two big differences between the top producers and the rest of the pack first the top producers have made a shift from quoting insurance to advising clients they've gone from commodity salesperson to valuable client resource second the top producers are well practiced top agents and their team members asked tightly focused questions that immediately opened the door to a discussion about how effective they are in helping clients manage everyday risk and protecting them against serious financial difficulty in part two of this series I'll teach you the four key since you can ask to position yourself as far more than an order-taker
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