This morning I received an email from a long-term [tag]sales coaching[/tag] client. He is in his mid thirties and has built a wonderful financial advisory business. His is client-service and long-term focused. Here is a portion of his message:
“Good morning, just got to work to catch up on some things. I checked the 15th pay run and the office is at $607,000 in gross commissions YTD!!! Last year we hit $505,000. I couldn’t have ever hit those numbers without your mentorship….I’m thankful for you.”
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What follows is my response, which I believe is appropriate for any salesperson, or for that matter, any business.
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Congratulations! You are a star because of your willingness to learn from many people, and there are many who have helped you down the path. But at the end of the day you were the one who had to do the work, so you can take satisfaction in the fact that YOU are the one ultimately responsible. The chef uses ingredients from a variety of sources that were not a result of his or her own work. However, without the chef, it is just stuff. Because you choose humility, it makes your work special, as you have acknowledged others and because your clients come first.
This is the trap. When you look at the commissions it would be easy to become absorbed in “look at what I did.” Take a look at the $600K and then look at the sales blotter for the year. Spend an hour looking at each transaction and ask yourself, ‘How did this benefit this client, their family, and their business?” Spending this hour, or however long it takes, will keep you grounded.
This is the secret. By focusing on what you do for your clients, and the benefits you provide them, it gives you the ability and the privilege to ask yourself important questions, such as:
- If I do $750,000 in commissions in 2008 (or for that matter $1,000,000; the choice on how big to dream is up to you), how many more people will I serve?
- In what ways could I provide better value and better service to my existing clients?
- What can I do to make it easier for my clients to tell my story, and thereby help them grow my business?
- Exactly how will I find more clients, and where will they come from?
- By hitting my sales number what would it mean to my family?
- What kind of opportunities can I provide them?
- How would our free time be better spent?
- What kind of vacations would we take?
- What kind of experiences would I be able to share with my children?
- How would I make certain that my wife still knows she is also my girlfriend?
- What would I do for my parents?
- What would the effect be on the charities and causes I hold close to my heart?
- How can I help my clients enjoy and discover the same types of experiences?
If you live in the questions, then you will find the answers. There is no limit on what you can accomplish, if you do it in the spirit of service above self. So my questions for you are:
- What’s next?
- Where do you go from here?
- How can I help?
Your move.
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As you enter this holiday season and plan for 2008, put together a list of questions for yourself that empower you to take the next steps to exponential growth in your business.
Happy Holidays – and Good Selling!
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