Minimize Excuses by the Things You Can Control at American Income Life

American Income Life Regional Sales Director Steve Kafkis

American Income Life Regional Sales Director Steve Kafkis

It’s easy to make excuses of why things aren’t happening, “I didn’t have enough appointments because”…. “I didn’t hire enough people because”…2013 should be the year of no excuses, because none of them are valid in reaching American Income Life’s goal of $190 million in net ALP. As leaders, we need to minimize excuses of things that aren’t happening and fix what we need to in results. If we hold our people accountable to the things they can control, we will minimize the excuses.

In sales, you cannot control when the client will do business; they will when they are ready, not when we are ready. What we can control is the amount of people we schedule for appointments, the amount of people we see face to face (door knocks), how many times we ask for referrals and how many times we ask for the business. That’s it! When we try to find out why our agents didn’t make bonus or why they didn’t hit their number, the majority of the time the problem will be activity, and it’s usually something they could have controlled. If you hold your people accountable to what they can control, this will minimize the excuses of why they didn’t achieve their numbers.

More activity will be the key to 2013 at American Income Life. If we hold our people accountable to what they can control, this will make our lives easier. We forget that we bring people in this business to change their way of life, an Opportunity Unlimited. They are hiring us to make them successful. Are we doing everything we can to achieve that? Are we making them uncomfortable to achieve their goals and dreams?

As I have always said, to achieve what you have never achieved, you must do what you have never done. In order to take a $10.00/hr. guy and make him a $100,000/year successful person, they must change what they were doing. Are we getting them out of their comfort zone of mediocrity? If the answer is no, then we are failing them. There is no substitute for hard work. People are hiring us to make them successful. We have sold the dream to them in the group overview, why not show them what it takes to be successful?

As I said earlier, it’s all about activity, and if we are sending our people in the field with less than 8 appointments scheduled per day, we are setting them up for failure, because this is the number they can control, NO EXCUSES! It may make them uncomfortable at the beginning, but it will pay off in the long run, because they will be creating habits of success. This will be what they hired American Income Life to do: make them more successful than they have ever been. Anything less and we are not doing our part. We can fix efficiency, but activity is what should be the major focus for accountability. You will miss 100% of the shots you don’t take! No excuse can be given for lack of activity, especially when it’s something you can control!

Excuses for failure, excuses about your choices in life, excuses about what you feel you have or haven’t accomplished fuel dysfunctional thinking and, consequently, undesirable actions and behaviors. Making excuses instead of taking 100% responsibility for your actions, your thoughts, and your goals is the hallmark of people who fail to succeed.

Part of the power of taking responsibility for your actions is that you silence the negative, unhelpful (and excuse driven) voice in your head. When you spend your thinking time on success and goal accomplishment instead of on making excuses, you free up the emotional space formerly inhabited by negativity.

The next time you catch yourself making an excuse, whether for the goal that wasn’t achieved, gently remind yourself – no excuses. Spend your thought time planning your next successful day, week, month or year. Positive thinking becomes a helpful habit. Excuses fuel failure.

“People are always blaming their circumstances for what they are. I don’t believe in circumstances. The people who get on in this world are the people who get up and look for the circumstances they want, and, if they can’t find them, make them.”
- George Bernard Shaw

Let’s make sure we minimize excuses and focus on the things we can control at American Income Life. With this mindset, we will achieve our goals and dreams and $190M of net ALP in 2013 will be a walk in the park!!!!!

About Mark Ting

Mark Ting is a Staff Writer at Torchmark Corporation, writing about American Income Life and National Income Life Insurance Companies. Google+

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