Signs Of Down Syndrome In A 4 Month Old Baby Knowing When To Discard Business Sales Leads: Overcoming The China Egg Syndrome

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Knowing When To Discard Business Sales Leads: Overcoming The China Egg Syndrome

The concept of Chinese Egg Syndrome has a fascinating beginning. Most people don’t know what a porcelain egg actually is. The story goes back to the early 1960s. A life/health insurance coach kept one on his desk. Usually, it is a beautiful decorative object, an egg-shaped colorful piece of glass or porcelain sitting in a small golden metal holder. Maybe you’ve seen one. This particular piece was used as an agent-training exhibit. This is the meaning.

Most agents, whether newly minted or veterans, have a problem. And, if they don’t solve this particular problem, they’re likely to get out. It’s that simple. As any successful practitioner of the art of selling will agree, one must be on a perpetual campaign to find, develop and close leads. Finding people and businesses receptive to our products and services is ongoing. In the insurance business, this means using every source and method to gain entry to those who might be receptive to what we have to offer. Then we have to get them to buy into our proposed policy solutions.

One would think that finding leads is important but it is not. Let me debunk all of that notion. It is the lifeblood of selling; insurance is no exception. Closing leads to generate business and commissions is the second to last step in the process. The final step is service and storage. The primary aspect thus develops a constant fresh flow of good leads; that everyone knows is the hard part.

Now we come to the subject of this comment. In poker parlance, it means knowing when to hold them and knowing when to fold them. In insurance sales, it means knowing when to keep developing the lead (sit and nurture that egg, if you will) until it hatches into a sale. It means knowing how and when to recognize that one is sitting on a sales rope, (an egg) one that will never hatch, a porcelain egg. Don’t think this is easy. It isn’t. And retaining and spending time, energy, effort, calls, re-submission, additional contacts and interviews, and fussing with well-developed leads, works in process, to which we are actually quite attached because we invested such effort in them. , is the downfall of too many otherwise successful business sellers. At some point, we have to detach ourselves from this porcelain egg. It’s almost like saying goodbye to an old friend, a deadly old friend.

The way out of this puzzle is to transform the problem into a process. It takes organization and discipline. Here is one way to do it. After lead sheets develop into folders of product/service offerings, and after the first close, we begin the search to determine if the proposed solutions are eggs that will hatch or are porcelain eggs. From here things get interesting. This is where sales start. This is where the most creative excuses start. From here, most often, prospective buyers begin to become scarce (difficult to reach, do not return phone calls, do not answer voicemails, emails, faxes, follow-up letters). Every experienced advisory agent has experienced them; thus there is no need to burden readers with any.

The direct process is three strikes (follow-up) and out. I know this is hard, but it is the savior. Obviously, it makes common sense to keep some in a suspense file for future follow-up. You may find when one comes up a few months later that you want to give it another go. I say do it. There’s something about coming to a folder 8 months down the line that gives it a fresh look. And sometimes, the porcelain egg actually turns out to be real and hatches. In some cases, you may even receive a call! We all happened.

I even have a FINAL resting place for a very select few of my porcelain eggs in the morgue back office. You know, just in case? When this process is completed and most of the porcelain eggs are discarded, you find that you have served yourself best by serving yourself well and disciplinedly. The process from initial close to final shedding could take a few days, weeks or at most a month. That’s with breathing spaces between sequels and everything. You know you’re doing it right when you realize you’re not building great files from thick folders that just keep getting bigger and bigger! I’ve known agents who kept these lead files for so long that the prospects died! Keep them moving.

You know you’re doing it right when you’re constantly picking up new leads, working them (HARD), and discarding most of them in a vigorous manner, using the “one, two, three strikes, and you’re out” procedure. all in a fairly short time. It’s a judgment call. And by keeping a suspense file, you still retain the ability to pull off a sale every now and again. Turnover is the name of the game. It’s quite liberating. Time to move on. Here are two final thoughts. 1. Our only stock in business is time and skill. 2. Chinese eggs are nothing more than time wasters, sort of like sinkholes, to be removed in a reasonable, quick, but orderly manner. Good sale, everyone.

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