Asa cum a promis in articolul The Common Denominator of Success, Bob Proctor va aduce un nou articol scris cu ocazia workshopului sau din Bucuresti din toamna. Cititi in continuare mesajul sau!
Atentie: in mesajul de mai jos aveti un concurs prin care puteti castiga doua locuri gratuite la workshop!
Hello again,
This is the email I promised to send you. I know I mentioned that I would share some information on how to close the knowing/doing gap, and although that’s really important, there’s something urgent that I want to share with you today and we’ll catch up on the knowing/doing gap in my next communication.
Most companies want better results (higher profits, more sales). Most people want a better salary, a higher income, to lose weight, etc. They build plans, they create strategies, they set smart objectives, but often don’t get the results they want. Or, if they do get them, they’re not long lasting.
The question is why?
Why isn’t there any permanent change in result?
Quite simply: because most people are trying to change the effect and to have any lasting result, you need to address the cause. You can’t do it any other way.
All the work they put in to achieving the new result is short lived. Sure, they might see a small improvement… their sales might go up one month and then down the next. Or they might drop a few pounds and then gain them back. Why? I’ll tell you. If you don’t change the paradigm… that habit that is causing the result, the change won’t be permanent.
Let me share something with you.
Close to forty years ago, I conducted a series of seminars for one of the largest insurance companies in the US. They wanted to increase sales. They had a department full of trainers whose job was to teach product knowedge, to teach sales skills, to teach them how to set up appointments effectively. Their agents had everything they needed to go out and sell and yet, they weren’t producing.
I knew they didn’t need any more product knowledge and I knew exactly what their problem was – because it’s the only problem we’ll ever have: ignorance. Not being aware. They didn’t know why their people weren’t selling.
So, my focus was to teach them something about themselves. I got them to understand that their sales sheets were a reflection of what they’d been thinking and they were allowing their sales sheets to dictate their thoughts. Their sales sheets were a mere reflection of their paradigm. Basically I got them to do the things they knew how to do, but they weren’t doing. They weren’t getting results because they were doing things the way they’d always done them.
I believe it was Einstein who said that the definition of insanity was doing the same thing over and over and expecting different results.
I asked them to commit to doing two things differently and, they had to do them every day – five days a week. They had to:
- be in front of a prospect every morning at 9:00 AM (many of them didn’t have an objective to be in front of anyone, let alone at 9:00 AM in the morning);
- ask everyone they met to purchase $100K in insurance… they didn’t even have to „sell” them, they just had to ask them to buy.
Back then, their paradigm was to make sales calls in the evening, when the „man of the house” was home; the men were the decision makers. So, they were virtually unemployed all day. Fortunately, the morning is when most of us are at our best. That’s why many surgeons like to operate in the morning… they’re fresh, they’re ready to go. And the agents weren’t in the habit of asking people to buy. They knew they „should” ask people, but they would only ask if they felt it was a sure thing. We don’t ask for the things we want and therefore we don’t get them.
By doing these two things: making a commitment to be in front of someone every morning at 9:00 AM and asking for the order, the company’s sales went up hundreds of millions of dollars. Their paradigm had them stuck. They knew how to sell insurance, but they weren’t doing it effectively.
Here is what Paul Hutsey (Former VP Of Sales, Prudential Life) said after finishing the seminars:
Thanks to Bob, my team went from ranking 163rd company – wide in commissions to #11 within the first year, and to #1 by the fifth year.
The ironic part about Paul Hutsey is that he lived in a very rural area of Kansas. It wasn’t a big city and didn’t have a large population! Yet, his agency went to the number one spot after being ranked 163rd.
How does this sound to you? Who would have thought that by changing two habits that it would produce such a HUGE result?
Let’s try something
Think about a result you want to get by next month. What would two things that you could change to achieve that result? Never mind if you’ve never done it before – today is a new day. You’re starting fresh. Write down those two things that you will do and make a commitment that you’re going to do them for a month.
I want you to email me the moment you have the results. Two of the best stories will win two tickets to the conference as my special guests.
If you are in agreement that you will do this, write an email to [email protected]. You will receive an answer straight away from the Inner Mind Team.
Thinking into Results
I am going to tell you something that I want you to really think about. „Thinking into Results” will be the event of the year in Romania. There are participants coming from UK, Bulgaria, Hungary, Russia, Croatia, Slovakia, Germany… all over. If all these people are travelling all the way to Romania for this event, what an opportunity that you have in front of you, right now… to participate right there in your home country of Romania!
Don’t wait for things to happen. Make them happen! And, don’t ask anyone if they think you should attend; that’s something only you can answer. Make a decision right now that you’re going to be there and you’re going to do things differently. Only you can make that decision for yourself.
You might be wondering: „how can I get there?”, „I don’t have the money”, „I don’t have the time”, „my boss won’t let me”, etc. Maybe it’s time to change the question to, „what is it I have to do to get there?”.
Start changing your paradigms right now!
If this is something you want for yourself, reach out and grab it. It’s yours for the taking. What’s it going to cost you NOT to attend? You’re going to spend time and money anyway! Send that email, make that call, arrange that meeting, do that thing you have to to, and be there.
I can guarantee you, you’ll be glad you did. The information I’m going to share with you changed my life… and it can change yours. I went from earning $4,000 a year to over $175,000 in one year and then took my income to over $1,000,000 a year. I met my wife Linda in one of the seminars I was conducting. She took her income from $24,000 to over $495,000 in a year.
This is Bob Proctor and I am waiting for you on 25th of September at Crystal Palace Ballroom.
PS: please send your stories to [email protected] by 1st September. To make it easier for me to track them, I’ve asked Georgiana to receive your emails. Also to make it easier for all of us, please write them in English.
