Are You Asking The Wrong Questions?

Hey guys, good morning. Alberto Riehl here coming to you from Playa del Carmen, Mexico. I’m at a little boutique hotel, it’s called The Fives, it’s pretty cool. It’s Curio by Hilton, something like that. It’s pretty cool, only about 40 units. I’m at the gym this morning. It’s Tuesday morning and I’ve been here for almost an hour. I’m just about done with my workout and I’m wondering where the hell is everybody?

Nobody has been here the whole time and it’s kind of funny because yesterday we were on our call, our Predictable Premium call that we have twice a week. Yesterday was Monday and we had one of our members, Perry, who has a lot of success with Bankers Life, came on. We’re going over some of his action items and one of his action items was to call a hundred people a day, make a hundred calls a day. I was like, “Holy crap. Dude, is that sustainable? Can you do that for the long term? That’s very important. You’ve got to be able to do it for the long term.”

He says, “Yeah, I’ve been doing it for three years.” I was like, “Okay, shit.” He said, “I’m in the military or was in the military. I’m self-disciplined, I set an objective, I do it, been doing it for three years.” I was like, “Okay then good enough. Then keep doing your hundred calls a day for now.” He just started with us, he’s in our very first lesson.

Then my next question to him was, “Do you like doing a hundred calls a day?” He goes, “No, man. Every day … Before, it’s like I want to hang myself before I get on the phone.” I said, “Okay, so you absolutely hate it.” He’s like, “Yep, I absolutely hate it.” What does that have to do with this? We were talking about a quote that says, “Successful people do what unsuccessful people are not willing to do. Not because they want to, not because they like it, but because they know it’s what it takes to get the job done.”

We had a great conversation, one-on-one coaching where I was like, “Dude, the good news is you’re only going to do that for a couple more weeks because very soon you’re going to activate our client attraction system and you’re going to start having clients coming to you asking to do business with you.” He was like, “Oh my gosh, I can’t even believe that that’s possible but that’s why I’m here.”

I said, “Yeah, I know. You’ve been doing it the hard way for three years. I don’t know how many people out there might be doing the same thing, a hundred cold calls.” Another thing that he said is, he said, “Man, my show rate is horrible. I show up and people aren’t there a lot of the time, I don’t understand it. Again, I’m in the military, we make a commitment, we’re there, we honor our commitments.”

I said, “Buddy, it’s because you’re good on the phone, you’re selling them on the appointment. Then they get off the phone and the emotion, they get out of the ether and it’s like, John and Mary are like I don’t know if we want this Perry guy coming over. We got bills to pay, they’re checking out their mail. Yeah, maybe we just won’t be here anymore.” I said, “But that’s not going to happen. When you have clients, your ideal clients chasing you, coming to you, asking you for an appointment, asking for you to sell them stuff, guess what, they’re going to be there because they’re the ones initiating the relationship. They’re coming to you so it makes all the difference in the world.”

Guys, if you’re maybe in that place now where you’re chasing people, let me tell you it’s a whole lot funner when you have your prospects chase you. Anyway, so he’s been doing, he’s won all kinds of awards with Bankers Life, Chairman’s Award, and I can’t remember the names. Every company has something different. Top producer and he’s gotten the awards and the trophies and all that kind of stuff. I said, “Buddy, in the next couple weeks business is going to get a whole lot funner for you.”

Again, I’m here at the gym, one of the things that you know that I do every single day before getting to work. It’s not to look good physically, not at all. I do it so I can feel good mentally. Guys, we’re in a mental sport. The psychology of what we do is the most important thing. Most guys don’t make it, they have a couple bad weeks, couple bad months, they’re out of the business and they go back with their tail between their legs. It’s a very tough industry to be in.

When you’re mentally strong it puts the cards in your favor. That’s one thing that … Before when I would do national trainings with insurance companies people would get on the end of the training, we’d have a Q and A and they’d ask me, “Alberto, well tell me what your presentation says, tell me your script. Can I have your script?” I’d say, “Yeah, but you’re asking the wrong question.” Yes, we have a script that’s extremely powerful. Yes, we have a script that has all the latest science based technology into it, from neurolinguistic programming, hypnotic selling techniques, we communicate with people subconsciously. Our script is about 23 minutes. People are closing multi- thousand, thousand dollar a year life premium deals in 45 minutes. I’m talking from start to finish.

Hello my name’s Alberto to filling out all the application. The application itself takes 15 minutes. Done in 45 minutes, on to the next appointment, one appointment every hour on the hour. If that sounds like something that might be fun for you maybe check us out. People never want to learn about what we do before the appointment. That’s what I tell them when they ask about the script. Wrong question. The words and communication, if you’ve studied any of this stuff, you know that the words are only 7% of communication. 7%, that’s it.

You’re asking me for 7% of the presentation, 7% of the sales process when you’re asking for the script. That’s the wrong question. The right question should be, what do you do for the three hours before you get and out and conduct business, but people don’t want to hear that. Work out for an hour, meditate for 20 minutes, visualize my goals for another 20 minutes, write down my goals for another 20 minutes, and the list goes on and on and on. I have a ritual to get in peak mental state.

Breathing exercises for another 10 minutes. People don’t want to hear that. No, no, no, no, no, just give me the script. Guys, we’re like professional athletes. It takes a whole lot more than just the simple little words to become the very best at what we do. Got to tell you man, as you go out there to the trenches remember that. Make sure that you’re in the correct mental state, make sure that you’re ready for the guy in front of you.

Now, you’ve got to be honest with yourself. The couple in front of you has been getting ready for 24, maybe 48 hours, depending when you set the appointment. “Honey, I don’t care how nice John is or Perry is, we’re going to tell him that we’re going to think about it. We don’t do anything right on the first bat, we’re going to think about it, that’s our deal we’ve made in our marriage 20 years ago.” They prepare for you.

However, if you’re a sales professional like our guys at Predictable Premium you’ve been preparing for years, and years, and years. You’ve been up when it’s dark, when all the competition is still sleeping. You’re up preparing mentally, ready to go, so really it’s an unfair advantage. We’re here to provide more value to our customers and the very best way we can do that is to work on ourselves and keep getting better.

Guys, I’m going to get back to my workout, I’m almost done. You can see I’m sweating like a pig here. We got the World Cup on every TV. Kind of a big deal, World Cup going on. Mexico beat Germany just a couple days ago, huge upset, one, zero. Going to get back to my workout, guys. Hope you’re having a great wonderful day, happy Tuesday. We’ll see you on the next video. Take it easy everybody.