A short spoken piece advising insurance and business professionals to track measurable performance numbers rather than relying on feelings. The speaker describes personal experience, contrasts emotional reactions to good/bad weeks with the stabilizing effect of tracking, and explains that tracking reveals patterns that enable corrective increases in activity after poor weeks.
This is arguably one of the most important things you can do in all of insurance and business in general is to track your numbers. I can speak from experience because I never did this when I was selling, but if I had, I would have made so much more money and I would have continually kept a faster pace for a longer period of time. Here's why. When you don't track your numbers, you're operating your business based off of a feeling. You go out one week, you have a terrible week, you go out another week, you have a great week. The week you have the terrible week, you feel like nothing's working. Note I said feel. Then you go out and you had a great week. You write 8K in AP, you feel like you're on fire. So the week after the 8k week, you're excited to go out and write business and you're putting in more activity. But the week after the terrible week, you're not as excited to get out there and write business. You actually do less activity, which is completely backwards, because when you have a bad week, you need to get more activity to make up for the bad week you just had. Whereas if you're tracking your numbers, you're going to start to notice certain patterns.
