Not another Crisis = Opportunity lecture
Hang in there THIS IS GOOD STUFF!
How can you not pay attention to the very entertaining and thought provoking Dr Tom Mulholland whose idea “Give it a Go Bro” was voted the best from the Top NZ Entrepreneurs’ Ideas Fest held recently in Auckland.
His slogan “No Moan Zone” will be appearing on a few sales meeting rooms around the country I’m sure and his message that moaning is just a manifestation of stress is worth pondering...
The brain science behind it, in simple terms is:
Trigger + Thought = Emotion + Action = Consequence
ExampleTrigger- Financial Crisis
Thought - people won’t buy
Emotion - I won’t sell anything or I’m a failure or That’s not fair or It’s not my fault or I can’t argue with that
Action - so I won’t bother or so what’s the point or so I have to agree with that objection or I’ll start to panic
Consequence - less calls, less appointments, less closes, less sales.
HOLD THE BUS!
As Tom challenged us - Are you one of those who
reply to “Have a nice day” with “Sorry I’ve made other plans”
or my personal favourite “Don’t tell me what to do”.
If not read on...
Ask yourself does this consequence help me achieve my goals
Answer NO which means this is an unhealthy thought.
And another piece of brain science tells us that we transmit these thoughts
to our clients!
It’s not the Financial Crisis that holds us to ransom; our biggest competitor
is our mind.
The good news is that instead of reaching for that quick fix of caffeine,
glass of wine, cigarette or cake (my chosen vice) you can make your
own dopamine.
Change your self talk, challenge those negative thoughts and SEE the OPPORTUNITY.
It’s not what happens it’s how YOU REACT that matters. I’m talking about
RESPONSIBILITY which broken down means your ABILITY to RESPOND.
Ask yourself
“ What else could it be?”
“Is that true?”
“Where is the opportunity here?”
Brainstorm with your colleagues for other perspectives.
“What advice would you give a person you are mentoring if they were thinking
like you?”
Insurance Industry read on...
In a recent article from CoverNote magazine on “Riding Out The Recession” the FACTS are:- Companies require increased protection for their asset base while our professional services clients consider their professional liability coverage more critical
- This is not the time to scrimp on insurance, in tough times the incidence of fraud, theft and arson tends to increase
- SMEs need to consider if disaster strikes can they afford to self fund at present?
- The risk of a loss is amplified in times of economic uncertainty as access to capital becomes more difficult
- Customers are more likely to find a new supplier never to return if your business is closed down for too long
- Maintaining Liability covers is more essential as there is a clear increase in the willingness of people to take a much more litigious approach
- Before when a business was under insured they could trade their way out of a situation, use surplus capital or borrowed money to get back on track. With banks tightening up Insurers are now their only CERTAIN PROTECTION
And anecdotally
- Individual clients are looking to repackage their covers for the best deal
- Income Protection is top of mind on the insurance agenda
- People cancel their policies more often than not at renewal time and 80% don’t tell their advisers
- Fill the blank with your own brainstorming session
Now that you are thinking about changing your thinking try changing your clients’ thinking around with the FACTS
Go on
Give it a Go Bro!