John WetmoreSales and Scaling Coach for Small Business and Corporations. Keynote Speaker. Podcast Host. Life Insurance Leader.

The Importance of Running 30 Appointments a Week #insurance #mindset #entrepreneurship #sales

Name: The Importance of Running 30 Appointments a Week #insurance #mindset #entrepreneurship #sales
Uploaded: 2023-10-27T22:30:04+00:00
Duration: 58 s
Channel: John Wetmore
Description: This content was created by John Wetmore. This content was uploaded by John Wetmore. This is a YouTube video titled "The Importance of Running 30…

27 Oct 2023 · 1 min

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This content was created by John Wetmore. This content was uploaded by John Wetmore. This is a YouTube video titled "The Importance of Running 30 Appointments a Week #insurance #mindset #entrepreneurship #sales" (created 2023-10-27T22:30:04Z). The excerpt is a monologue by a single speaker (labeled SPEAKER A) about sales/insurance fieldwork: the speaker argues that outsized success requires high appointment volume (e.g., dozens per week), warns against over-relying on in-home training because it can give false hope to low-volume reps, notes a few "unicorn" exceptions, and explains they focus coaching on those prepared to run high volume rather than trying to make minimal-effort reps highly successful.

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And this is easy to teach. If he's new and he's running 4 a day, unless he's running 7 days a week, but if he's in the field 10, 12 times a week and he wants in-home help, my in-home isn't great enough to help him be crazy successful. I know how to do in-home, but if I do too much in-home training where he's mediocre input, I'm literally telling him he can have success with 12 appointments a week. And unless he's an anomaly, he can't. You know what I mean? There are very few. There's a couple unicorns in the company. It happens every once in a while, but the overwhelming majority of us need a large quantity in order to have the crazy success you see. And I never wanted to feel like I was misleading someone. And I feel like if I give too much training, nuts and bolts, before I teach them the activity side, I'm literally giving him hope that my words are going to make him so good he can have success with minimal effort. Now, if he chooses minimal appointments and he understands the repercussions of not running enough, it's okay if he doesn't want this. But a lot of people say they want this and they put in this effort. Dude, I don't spend a lot of time trying to teach this person skill set because they're never going to be crazy. I just— I've never seen it.