A sales coach breaks down how to hit income targets using a formula: target income divided by advance rate divided by commission percentage. Then mark that number visibly and take immediate action. Fear and self-sabotage are what actually stop you from closing deals.
Somebody asked me one time, oh well, I just, I need to make 10 grand this month. Great, how do you know? Like, how you gonna do it? Well, I'm gonna set this many appointments and that'll probably lead to this many IBAs and this many PLPPs and blah blah blah. Wrong. Do the math. How much premium do you need to close right now to make 10 grand? 10 grand divided by 75%, 'cause that's your advance, and divide by your frickin' commission percentage and that tells you what you need to go do. Period. I teach my people that all the time. How can you hit your goal if you don't know how to do it and if you don't put a mark on the wall? How you gonna do it? Can't. You gotta strip away all the nonsense and say, what do I need to do? And then you need to take action, the first letter, A, right? Go do it. Quit being afraid to succeed, please. So many of you are, you're your own worst enemy because you block your own blessings.
