94. Your Energy Will Influence Your Prospects' Decisions

Hey. Hey. Welcome back to Friday Bullpen Sessions. My name is Andy Neary and this is episode 94. This week we are going to talk about your energy and how it can actually have an impact in how your prospects do business. Yes, believe it or not, the energy you give off is always the energy you get back. And we'll talk about that today. But before we dive into this week's episode, I do want to make a quick announcement. If you are an insurance professional listening into this Friday Bullpen Sessions, thank you. I am super grateful that you are taking the time each and every week to tune in. But if you know you want to make prospecting easy in 2021, you know that the game has changed when it comes to how you connect with your prospects. I want you to get your butt into the Broker Branding Academy. It's very easy. All you've got to do is text the Word Academy to 414-622-1-462. Four months of coaching, four months of community, four months of accountability that is going to take your prospect and your business growth to the next level. Wouldn't you like surrounding yourself with 19 other insurance professionals who are high achievers, who are highly accountable individuals, highly driven individuals, while we all work on your prospecting message, your LinkedIn strategies, how you are going to rock out, presentations, proposals, become a better speaker, all the things required today so that you stand out and stay top of mind with your prospects, do not miss this opportunity. It's going to be open for only another week and a half, two weeks. We are kicking off February 16th. So again, insurance brokers, insurance professionals, partners to the industry, Text Academy to 414-622-1462. We'll jump on a call, see if it's a fit for you and we will get you signed up. So do not miss this chance. Seating is limited. All right, let's dive into this week's episode.

How the heck can your energy impact how your prospects make decisions? Andy? Well, let me paint the picture here. Let me give you the backstory. As, as you just heard in my promotion of the Broker Branding Academy, I've spent the last probably three or four weeks now really locking in insurance advisors who are ready to enroll in the Broker Bendering Academy, which involves a lot of phone calls, it involves a lot of questions and it answers two questions, but it also involves a lot of combating objections and that's something you have to get really good at if you are going to encourage someone to take that action they know they need to take. But maybe they're just sitting on the fence and not ready to do it quite yet. And in this process of enrolling insurance professionals into the broker branding academy, I often come into the objection of I don't have time or I don't have the money, which is a very, very two very plausible.

Objections, two very realistic inhibitors limitations. But it also can lead to frustration on behalf of, of the coach here who's trying to enroll these folks into the academy. And it got me thinking because as I was expressing these frustrations to Amy and everybody, if you're listening and you listen in routinely, you know who Amy is. She's my better half. I was talking to her, I was sharing with her the other the frustration of how you know, when you run into these objections of people who, telling, who are telling you they don't have enough time nor do they have enough money to really just commit to taking their business to the next level. I know the coaching content works. I know the strategies I share helping advisors and partners to the insurance industries get unbelievable results. I have some breaking sales records for their companies. But why won't someone invest the time and, or the money to make themselves better, to improve their situation, to take their business to a level they've never experienced before. And as Amy listened in to me, sharing my frustrations, me venting a little bit, she said, well, isn't it interesting, Andy, isn't it interesting that when you.

Need to make decisions about your business, important decisions in your life, I am often hear you complaining about not having the time nor the money. She said, is it possible.

That.

The reaction you're getting from advisors who are telling you they don't have the time, they don't have the money is nothing more than them reflecting the energy you're giving out. And you know, this is why I love this woman. Often she will tell me things I don't want to hear. She will tell me things that in the moment piss me off, but at the end of the day they are things I need to hear. You see, what I realized was.

In running into the objections of time and money.

That is nothing more than a reflection how I often make my own decisions when it comes time to making a big purchase for our house. Amy and I just bought a new vehicle for me. It was a stressful, stressful process. Why? Because I don't like spending big money.

I come from a family who doesn't like spending a lot of money on things and I often use the excuse of time as to why I can't dedicate my efforts to a certain project, dedicate my efforts to a certain something, Amy and I want to do, whatever that is. I often come up with the objections of time and money when it comes to making big decisions in my life, both in the my business and in my personal life. So is it any wonder that.

I'm running into those same objections from folks who I would love to have join the broker branding academy? No, it's not. You see, the energy you give out is the energy you will always get back in return. And this is where I flip the script on you a little bit. Every week I have conversations with insurance advisors who want to grow their business. They want to sell more insurance than they ever have before. They also recognize it's very difficult for the past. I mean, we've been in the pandemic now for what, almost one year, One complete year. It's absolutely amazing. And they realize getting their prospects to make decisions and plow forward and take the action with these advisors has been more difficult in some cases than it's ever been. Even though the advisor knows he or she is the better choice, even though the advisor knows he or she can get that prospect, that business, a better result, for whatever reason, when the numbers make all the sense in the world.

That business doesn't make a decision, they push it off because of a lack of time, a fear of change. And I hear this week after week after week, and now that I'm having conversations with insurance advisors about the academy, my coaching and I run into the same situation where I see advisors who know what they need to do if they want to take their business to the next level. You know that.

Hiring me as a coach or, or hiring anybody else as a coach or taking a necessary, a specific action is the right thing to do.

You still push it off. Whether it's using the excuse of a lack of time.

A lack of money, a lack of resources, or maybe you just don't believe in yourself that you can achieve the results.

I and other coaches are sharing with you.

Hmm, let me replay that. The same objection you are often running into from your prospects right now, who you are pushing to get a yes from lack of time, lack of money, fear of change, not believing they can get the result you're telling them they can achieve.

Is the same excuse that is coming out of your mouth.

So how do you fix this? How do you turn the tables? Because I truly believe the energy you give out, the energy you are flowing into the universe, the universe will always vibrate at the same frequency. It will always give that Same energy back. So number one, if you have prospects that aren't making decisions, aren't taking action, even though you know you're the better choice, you know if they go with you, they will get a better result, they will achieve their goals, yet they're not doing anything with it. As frustrating as that can sound. I want you to look in the mirror and go, how am I making decisions in my business right now? Could I possibly be a reflection.

Of the frustration I'm witnessing from my prospects?

Now here's how you turn the tables. Here is how you get back on the right side of the energy you are giving up. And I'll give you a personal example. And I don't share these numbers to brag. I share these numbers to show you what happens when you take big actions, what happens when you take the actions you know you need to take. Last September, so about what was that five months ago? Four or five months ago, I was at a pivotal moment with my one on one coaching business because I had had a contract with a friend of mine who ran an association of insurance agencies and I had been hired to coach the entire group on a monthly call. I had been hired to coach a few of his clients and it created a nice stream of income early on in my coaching business. But come September, he had made a decision to sell his company. It was acquired and in the process of the acquisition he had to let go of all his outside contracting relationships, which means, which meant letting go of me. And right there overnight, I lost a decent chunk of one on one clients. So I sat there in September, I believe I had, at that point after the acquisition I was down to about four one on one clients and I was a little nervous. I was nervous about where I was going to take this, what this one on one aspect of my coaching was going to look like a month from now, two months from now, by the end of the year. And yeah, I won't lie to you, it was stressful and it brought on a lot of anxiety. But in that moment, at about the same time.

I decided to make a really big, really important decision in my business and ultimately in my, in my personal life as well, because one impacts the other. In mid late September, I had realized one thing I was missing in my business in 2020 was my own coach. You see, heading into 2020, leading up to 2020, I'd been part of a couple masterminds, both within my industry, outside my industry. I had a, I'd hired a one on one coach for a little while, but heading into 2020, I made a decision that this was the year I was going to take action. I didn't need a mastermind. I didn't need a coach. Andy, you just need to get to work. So I did. But come September, nine months into again, a very weird year, very chaotic year, I realized coach, a coach is what I was missing. So I had approached a friend of mine whose specialty is in the area of South Worf, self worth. And that's something I struggle with from time to time. And so she I also realized maybe I need to pursue for the first time in my life a female coach. You see, I grew up with a mother, a sister who are independent women. I have a very independent girlfriend. I'm like, you know what? Maybe I need that female voice to help me take the big action I need. So I made a decision in the moment to hire my personal coach, Christina Lacir. At that same time, literally within days, I also made the decision to rejoin a mastermind that I had been a part of twice before leading up to 2020 and it was about to kick up again in October. So I made a choice to rejoin that. It's called the Fast Foundations Mastermind. And I also made a decision at that same time to partake and join in a call it a men's experience run by a good friend of mine, Kyle Debies. He's got the beyond experience. If you haven't checked it out, go check it out. I'll put it in the show. Notes Kyle Depiece. With beyond Experience. I made a choice to join a trip he was putting together at Pinehurst, North Carolina to play a little golf and do a little masterminding with other high achieving males. Because in that moment I want to surround myself with a group of men, group of guys, group of friends that we're going to forced me to play bigger.

But here's where all this is leading up to. In those two days, literally two days, I made those three very big decisions for my business and my life. I laid down something around $18,000.

Betting on myself.

Now, let me be the first to tell you, I was scared shitless by making those decisions. Again, I'm somebody who doesn't like to spend big money.

But here's what happened.

I made the payments, enrolled myself in coaching with Christina, enrolled myself in the Fast Foundations Mastermind and got my spot locked in for Kyle's Beyond Experience. And within a matter of weeks.

The one on one coaching opportunities started to flow in. In a way I couldn't believe.

What went from a scary as hell situation. Having three or four one on one clients, I now had advisors from every different angle reaching out to me to figure out how I could help them. How could we work together? What do my coaching services look like? And by the end of the year I had picked up. I had built my one on one coaching from three clients in mid September to now working with 12 and about to be 13 one on one clients. Which has changed my business from the aspect of the revenue stream. From my one on one coaching, it has changed my life. And I truly believe it was because I made that decision when I bet on myself. When I took big action, I told the universe I was here to play for keeps. I told the universe that I meant.