Andy Neary tells health insurance advisors to celebrate small wins instead of chasing instant success. He shares a story of an advisor who moved a client to a level-funded plan with reference-based pricing, and recounts Tony Robbins' airplane Wi-Fi anecdote about unrealistic overnight expectations.
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If you're a health insurance advisor, listen up. Hell, if you're in sales of any kind, listen up. Last week I was talking to a health insurance advisor, was doing amazing things for his clients, but he wasn't happy. You see, he was trying to bolt on several different cost containment solutions to help his client drive down claims, which is awesome, but he just couldn't do it given the current format of the health plan. And he wasn't happy. So I forced him to pause and celebrate the success he's already created for his clients. The small steps he has already taken his client in the right direction. You see, he had moved the client from a fully insured health plan to a level funded plan with reference based pricing. That's a big win. But what's happening right now is we're looking out there, we're looking at those health insurance advisors, those sales reps that are getting massive results for their clients and we want that tomorrow. Don't forget the work, the years they've put in to get there. You need to do the same. You need to celebrate the small wins, the changes, the progress you're making. You're not going to be that overnight success. It reminds me of a story Tony Robbins told. He happened to be on the first international flight that ever had WI fi and it was interesting when they announced it, the place went nuts because we've never had WI fi on planes before and 10 minutes into the flight the WI fi goes out and people are pissed off. The expectation had already changed in 10 minutes and we demand having WI fi on the plane when 10 minutes before it wasn't even available. The same is true in your sales career. You're not going to get the overnight success. It takes work. It takes weeks and months and years of grinding it out and doing the hard work to get those results. So my advice for you today is celebrate the small wins, put the work in and celebrate the fact that you are making changes for your clients. You're making that progress because I promise you if you do that, you're going to enjoy the journey a hell of a lot more and you're going to enjoy, enjoy that destination when you get there.
