It Takes a Crisis to Make You Change Your Game – Get our quote in 2 minutes

Jon picked up the mail as he stopped in the driveway. There was a thick envelope from the credit card company. Jon opened it and the balance was much bigger than he expected. Jon and his wife had a bad habit. They used their credit card to buy what they wanted. Making minimum payments was bringing the balance due to frightening new heights.
Jon has two children, a house, two cars and a housewife. Taking care of a family is expensive, so loading things onto your credit card was almost necessary.
Jon was heavily influenced by his father as he grew up. Her father was half hippie and half businessman. Her father's life was shaped by Jimi Hendrix, Jimmy Buffet and Jimmy Page. Living and letting yourself live was his father's motto.
The weekends were meant to go wild. Jon's dad would buy a briefcase of beer on his way home from work and invite some neighbors. They would raise the barbie and turn on the Jimmy.
It was an unwritten rule for Jon when he was younger. If you can sneak a beer or two out of the fridge without anyone seeing you, I won't have to tell your mom.
Jon was surrounded by the freedom to be and do what he wanted. Discipline was not exactly in his vocabulary, even though he knew what it meant. It meant having to do things he didn't want to do when he didn't want to do them.
Jon was smart. He got decent marks without having to study. His university experience involved less education and more social being. When he graduated from college, one of his father's friends made him a job offer.
It was an insurance agency. Honestly, it was the last thing Jon would ever have considered a professional choice. But he beat having to do a lot of interviews with tense and white-collar professionals. The agency offered him a salary for the first year and said they would train him.
Jon made a couple of trips to Hartford, Connecticut to train. He said it reminded him of his college days: working half a day and partying all night. The leaders treated him like a king, saying "Do you want a beer? Do you want another beer? How about another?"
After a couple of weeks of training, he learned all about Hartford's bars and pubs, not to mention how the system works. He also learned some coverage. All in all, a promising start for a new career.
But he never learned to use the phone to make appointments. No one else in the agency has done either. If I asked Jon, he would say he was never taught how to sell, only how to quote. After 12 months of activity, things were not going too well. His salary had not changed and there were no signs of an increase in his income.
After a decade of missed opportunities and painful new years of activity, Jon was almost broke. Financially, he had enough money to pay his bills in a good month. Emotionally, he was tired of the rat race. Citing its regional carriers has never been easier. Winning a little and losing a little, there was no real method for his madness.
At this point, he had a lot of small accounts that were just consuming him. The future was far from exciting. It looked like a survival camp where he only had to go through one other day at a time.
On the way home one day, he heard Dave Ramsey on the radio. Ramsey's philosophy was simple: pay cash. Don't get into debt. Throw your credit cards away.
Just a few days earlier, he opened his credit card account and knew he was in trouble. Something had to change and had to change quickly.
So, Jon bought the $ 60 program on his credit card and broke Dave's first rule of success to stop using your credit card. But there was no other way to get the program.
Jon sat down with his wife and followed all of Dave's exercises on money. They agreed on a monetary strategy that started with the credit card cut.
Their first goal was to repay it. The second goal was to create an emergency account that would go beyond six months if everything went wrong. The third goal was to start saving on their children's college tuition. And the last goal was to build a retirement nest egg.
Big goals, but to do that, he needed to increase his revenue. He needed to double how much money he made immediately.
Jon's research revealed a sales plan. He taught him how to make cold calls and make appointments. The program taught him how to build differentiation without relying on price and coverage as a primary source. He learned to win new deals from BOR. He stopped mentioning the accounts. He won more often and with accounts four and five times larger than he had written in the past 10 years.
Jon's boss sent him a nice postcard in the mail. "Jon, you are doing an admirable job, but you have to slow down. We cannot provide assistance for all these activities."
Jon hasn't slowed down and, fortunately, his boss has found a way to keep up.
20 years have passed since Jon started the insurance business. And like most of those who tell their story, he never wanted to be an insurance agent. But as he looks back on his career, he is surprised that most people are not clamoring to enter the business world.
Now, as president of his company, he's stepping back from growing his million-dollar book and more involved in recruiting new producers and developing business. He wants to give his newbies the edge of his underground game book to grow a million dollar book.
The moral of the story is to become real about your situation. If your finances are messy, take a financial trainer. If your ability to increase your revenue is stagnant, get a growth coach. If you have learned both by now, mentor the others.