What Drives You - Fear, Force or Fun?

By Guest Blogger Brad James, Northwestern Mutual Financial Representative, Middleton WI

Creating trust over the phone is the first impression you leave with your clients and it will remain the first impression your clients have of you for a long time.

Alissa Gauger helped me to move beyond “eating the frog” when I pick up the phone and making it not just a task with a goal at the end of it, but turn it into a game.  Throughout this exercise I recalled Dale Carnegie’s quote, “People rarely succeed unless they have fun in what they are doing.”

Through her coaching I have found ways to make phoning enjoyable and even fun at times.  I have become authentic over the phone building rapport with each contact I make, helping me to overcome my fear of the phone and already creating trust before even meeting a prospect.

Even though I still have trouble with phoning at times, Alissa’s continuous interaction with my program group continues to support my growth around improving my practice and building it the way I would like it to be.

The Unleash Your Practice® program has helped me to become more honest with my clients and more honest with myself.  This has lead to more efficient success in my interactions with every one I come in contact with inside and outside of my practice.

I can honestly say that I would not still be in the business if it hadn’t been for the coaching and support from Alissa and everyone I met through participation in this program.