Greg Gaines
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The Giant Slayer
The real giant of this story isn’t a dragon. It’s the overwhelming “negative facts”, that convince us that we can’t do it! They can be different for all of us, but these are significant:
Would you accept this territory as an agent?
The answer is no, and if we’re honest there’s probably a word in front of that no! The only legitimate question here is, “How soon can I get out of here?!”
Now that you’ve met the Giant, let me introduce you to the Warrior in this story.
Agent Diane Pierce, the Giant Slayer.
We met in 2010 when I became her FSA (Field Sales Associate). She didn’t know me from Adam but was very friendly, open, and willing to listen to anything I had to share.
Even with this territory, Diane qualified for Chairman’s Circle once in 2002. But this was several years later, and she was a consistent Level 2 qualifier. Even that’s a miracle in this market.
The Farm eventually did away with the FSA team, and I had a decision to make. Instead of finding another job, I stepped out on faith and started my own company. Unfortunately, that led Diane to make the biggest mistake of her career by hiring some crazy bald dude to coach her team.
For the record, I have never been a State Farm agent or a team member. I came from New York Life.
But it should be about the value you bring to the table, not where you’ve been.
We met with the team before business hours because we had to. Once 9 o’clock arrived, the phones would explode and that’s before we got to the drop-ins which were relentless.
They can barely look up. But phone calls aren’t a burden, friends. They are opportunities!
“I’m my #1 Team Member!”
That was Diane’s famous line when talking about her agency when we started working together. She was still writing the lion’s share of the agency’s life production, even after all these years.
“The goal is for the team to write more, and you write less.
In order to do that,
we have to empower the team to own it”.
That sounds like a pipedream, of course. After all, what’s the best anyone could do with this market?
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We’ve qualified for Chairman’s Circle for 4 straight years. That’s in spite of COVID, the economy, the company climate, or her location.
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Diane is no longer her #1 Team Member. Her team stepped up to OWN the wagon. She may write a case when she wants, but she doesn’t have to anymore.
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She’s enjoying her role and her life more than ever now, and that’s after 33 years of agency.
As great as that sounds – it’s even better.
The unthinkable is happening now. This team from this market has the audacity to dream about conquering the company’s highest mountain. Diane and her team are packing their bags to move to Exotic Lane.
Start by doing what’s necessary; then do what’s possible,
and suddenly, you’re doing the impossible
~Francis of Assisi
When I started my business, Diane was the 2nd agent to sign up. She never left. The team needs consistent exposure to the simple processes we share. It takes a minute to get past the brain chatter to move down to the heart. It’s only there that we begin to OWN IT!
Every year, Diane holds a January kick-off meeting for her team at a restaurant. Greg, I know you’re busy, but please come if you can. My schedule is ridiculous, and logic says I don’t have time, but my heart always hops in the car to make the 2-hour trip, and I follow it there.
She feeds us like royalty.
She has a brief team meeting and asks for input about their goals for the year.
Then she turns the meeting over to me.
You need more than a word track, a sales process, and a template to win, friends. If that’s all Diane’s team received through the years, they wouldn’t be where they are today.
I don’t talk very long, and it’s not about apps and premium. No, we’re talking about the will to win and the value we bring to the customers we’re blessed to serve.
I love Diane and her team.
They’re very excited, but not as excited as some crazy man who can’t shut up about it. I am deeply moved by being in the room when someone does what they didn’t know they could do. It confirms my hope. Well done!
For more stories like this, find me here: https://www.teamsalescoach.com/blog/
I can’t wait to see those who signed up for our first Next Level Life Training Workshop of the season in Orlando this week! It all goes down on Thursday.
Next up is Atlanta, Georgia December 7th – Don’t miss it!
What you’ll learn:
*Our 5-minute life sales conversation that anyone can do – ANYBODY.
*The Easy Life Needs Analysis
*How to talk less, sell more, and write more premium
*There is plenty of practice to gain comfort in serving the customer with life insurance
When: December 7th
Start time: Breakfast is served from 8 to 8:45, with the training starting at 9
Where: Holiday Inn & Suites Atlanta Airport North, 1380 Virginia Avenue Atlanta, GA 30344
Cost: $215
How can I buy seats for my team? (For State Farm Agents & Team Members Only)
Please understand:
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We have limited space
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We tend to sell out
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And we have no idea when we’re coming back.