Andy Neary walks through the first step of a three-part marketing framework: getting clarity on where you stand. You'll rate your current performance and commit to one small improvement for next year, not just hope for better results.
Chapters
FYI.
What we're going to go through, actually, we have three more webinars this year. So what I thought I would do is use the last three to kind of walk you through a three step process as you guys look at next year, what you can be doing next year from a prospecting standpoint, that's going to help you out because it all starts with the foundation revenue. Oops. Can you guys mute yourself, please? Whoever's on a call right now. There you go.
So today is going to be step one. So we're going to go through three, three steps. Clarity, capture, content. So if you guys want to write that down, step one is clarity. Step two is capture. Step three is content. And each webinar will be designated for one of those steps. And so when we work with our clients, we actually looks like a baseball diamond. Clarity, capture, content. And then home plate is convert. If you can do all three of these things, you will convert, you'll start selling more. And so today we're going to focus on first phase, which is clarity. And so what I'm going to do is pull up my slides.
Here we go. Hit present.
And as you guys, as I go through this, by the way, if you guys want, if you guys got questions, I'm just gonna, I'm gonna keep them right here. I, I hate going mode because then I can't see anybody.
So what we want to talk about today is, is, is clarity, guys. And here's what I want us to do. I want to make these webinars a little more interactive. So if you're willing, in the chat box, on a scale 1 to 10, I'm going to ask a couple of 1 to 10 questions. Scale 1 to 10, I want you to tell me where you are with a number. One being bad, ten being freaking awesome. First question I have for you guys is right now, when you look at where you're at, whether it's you, maybe it's your agency because you're a principal owner of the agency. Scale 1 to 10. Are you happy with your current performance as an individual or as a team? One is terrible. Horrible performance. 10, I'm absolutely killing it. Where are you at right now? November 17th? We've got nine, we've got five. Oh, by the way, I shouldn't have done this. Five is a cop out. Whoever gave a five, that's a cop out. You can't go with five. That's too easy. But we've got four, we've got sixes, we've got a nine, a couple, couple nines, Chelsea, a three. I've been working with you. Now you're now, now hush. Is nearing. What's that.
Anyway? Seven. Good, good. Okay, so that's question number one. Where are you at even if you're a nine right now? Okay.
Here'S what I want you to ask yourself again.
What do you need to do next year.
To make it even a better number? So even if you're a 9.
My question for you is, what are you missing?
Make it a 10.
If you're three, what are you missing right now that could make it a 5, a 7, maybe you go from 3 all the way to 10.
Because no matter where you're at, there's something you could do, a slight tweak you and your team could do next year to make it even better. I'll give you an example. When I have advisors reach out to us for help or agencies, we usually find that people are in one or two spots, they're struggling, they're stuck, and they need to get out of that. And the mistake they make is they think by hiring us they're going to go instantly from a 2 to a 10. It's not how it works. If we can get them from a 2 to a 5, that's progress. And then the next year from a 5 to an 8. But even the people, the other type of people is the people who are at an 8 or 9. But you know what? They're not satisfied with Nate or 9. They want to get to 10. They know they can. They can take it to the next level. So we'll have people come to us, single advisors who have a two million dollar book, three million dollar book, they're like, but I know I can get it to six. So no matter where you're at right now, think about what you could be doing differently next year to take it up a notch.
And the question I didn't even throw in here, which I should have, is how committed are you to get there? That's a big one.
Because praying and hoping don't work if you're not committed.
And this is something I have pushed against in this industry for quite a while because it's frustrating. I know when I came in in 21, that went 2001, 2002, I was sold this dream.
