We know that being successful in sales comes down to helping others achieve their desired outcome. Today, I would like to celebrate a small personal victory and share a valuable lesson. A broker brought an undesirable case to us and asked us for help. We value this broker’s partnership, and took the case knowing that we would probably take a loss. I made it my personal mission to have a successful enrollment. After reviewing the results with the client, they decided to move all of their lines of coverage over to the broker! What a huge win for our partner!
No, this does not impact me in a concrete way, but as Zig Ziglar said, “You can have everything in life you want, if you will just help other people get what they want.” In order to achieve outstanding success, you need to leverage other people’s connections, intelligence, and resources. You need to attract other people who will work hard to make you successful! Here is how you can start helping others achieve their goals and attract partners who will help you become successful:
Focus on helping others achieve their desired outcome.
Making a sale is about helping others achieve their goals through your product or service. The next time you are in a meeting with someone, focus on understanding their goals before you discuss your own. Make it a habit to ask questions and listen attentively. Do not dominate the conversation, but demonstrate that you genuinely care about helping the other person achieve their goals. The broker in my example won all lines of business because she helped the client achieve their goal: a successful education campaign during open enrollment.
Find ways to give others the credit.
I recently fought a long, tedious battle to obtain a refund for an employee who forgot to fill out a cancellation form a year ago. After a lot of back and forth, I got a full refund for the entire year of premium. When I shared the good news, I gave the broker all of the credit. This strengthened the relationship between the broker and their client, ultimately helping my partner achieve their goal. Become comfortable working in the background to make other people look good, and you will be well on your way to building meaningful relationships.
Stay on the lookout for organic partners.
Help everyone that you can, but when you find a real partner who helps you, invest even more into the relationship. Ask them what you can do to help, explore new services or products to solve their problems, invest extra time, and create arrangements where you both win. You will find that most relationships do not develop into organic partnerships, but helping others is rewarding enough on its own!
Go the extra mile whenever possible.
If you invest sparingly, you will earn sparingly. If you only do what is expected, you will only be paid for what is expected. Find strategic times to go all in for your partners or customers. Work a little harder, start a little earlier, and put in a little bit of extra effort. Going above and beyond demonstrates that you are personally committed to the goal and the relationship.
Few successful people got to where they are today without help. The most wildly successful individuals have a strong network filled with people who want to help them. Their connections fight to help them win. These successful people have made helping others their mission. Start focusing on helping others achieve their goals so you can ultimately achieve yours!