Back in college, at the beginning of every practice the coach would yell out to the team, “Men, do not be deceived. Come game day, you will not rise to the occasion as some of you might think. You will only default to your level of training. Now, let’s get to work.”
If we apply that knowledge to our business world, it paints a frightening picture. Most insurance professionals are deceived and think simply showing up is enough. They think they’ll magically rise to the occasion and close that deal, or recruit that superstar for their Liberty National Agency. But the truth is, they will not rise to the occasion, they will only default to their level of training. So they should get to work.
But work at what? What is the work? How do they train? How do they prepare? It’s easy to understand how an athlete prepares, but what does that mean for you and me?
Keep your skills sharp at Liberty National.
Abraham Lincoln once said, “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” Lincoln also said, “My best friend is a person who will give me a book I have not read.”
What Lincoln is saying is that our minds are like an axe that must be sharpened, and constantly re-sharpened. Sharpening our minds enables the way we think and understand, the way we process information, and how we communicate.
Throughout the years, I’ve seen so many talented people who worked really hard, but they never gained any ground. Mostly it was because they cast aside personal growth and development while chasing that next sale. Eventually, the axe got dull because there was no time invested in keeping it sharp. Their productivity and effectiveness went way down.
So what percentage of your 168 hours per week do you spend or invest in sharpening yourself, the most valuable tool to your success at Liberty National?
Here are a few things you can do right away to begin your journey:
- Read a minimum of 15 minutes before bed in order to keep your subconscious mind working while you sleep.
- Turn your car into a rolling university by listening to audiobooks on personal development, leadership, and success principles.
- Attend events, meetings, and seminars that will develop your thought process and help you think like those who have achieved great success in your profession. Associate with success.
Do not be deceived. When it’s time to perform, you will not rise to the occasion as some of you might think. You will only default to your level of training. Now, let’s get to work!