Tag Archives: Excellence

Goal Achieving

Goooooaaaaaallllll!At National Agents Alliance, when we teach goal-setting techniques, we often hear this question from the new and uninitiated agent:  “What do I need to do to accomplish this goal?” That, unfortunately, is not the right question to ask.

We know the goal should be specific, measureable, attainable, relevant and time-sensitive.  We also know the philosophy taught by the late Jim Rohn regarding achieving success and reaching all your goals: “Success is not something you pursue. What you pursue eludes you. Success is something you attract by the person you become. If you want to have more, you must become more.”

Let me give you an example.  Let’s say your goal is to earn extra $100,000 this year. Now we need to ask the question, ‘Who do you need to become to be an extra $100,000 valuable?’ Your answer might contain some attributes—stated in the positive, “I am”—such as:

  • I am a disciplined master of time efficiency.
  • I focus solely on high-payoff and high-productivity actions.
  • I wake up an hour earlier and review my priority objectives each morning.
  • I fuel my body properly and exercise four days a week.
  • I read positive books (found on CEO, Andy Albright’s Book of the Month list).
  • I surround myself with high achievers.
  • I am a smart, confident and effective leader.
  • I deliver excellence to my clients and continually find ways to ‘wow’ them, which brings repeat business and referrals.

Before you can have, you must do. And before you can do, you must become.

To achieve something you have never achieved before you must become someone you have never been.” —Les Brown

In order to achieve all that you desire, you need to determine the characteristics, behaviors and disciplines you need to adopt as well as the behaviors you need to expand on and maybe the ones you need to eliminate altogether. You will need to figure out how to become the person who would achieve your goals, and would deserve them.

Ask yourself:  “What are the top few ways I need to change or improve my behavior, habits or disciplines in order to achieve my goals?”  When you do these things, you will regularly find your name on the National Agents Alliance leader boards!

In The Zone

If you’re an athlete you have surely experienced those times when everything you did worked; you were on, and you knew it. The golfer feels it when his swing is in the groove. The hitter feels super-focused when the pitcher winds up. The tennis player reacts and moves without thinking, practically gliding on auto-pilot.

In the Zone - Super SalesThe same thing happens to agents working the phones or sitting in a client’s home.  You know when you get locked in, and cross into the zone. You know when you’re doing better than you’ve ever done before. And you also know the opposite. You know when it’s not quite there yet, but you sometimes settle because it’s good enough. If you settle for “good enough” you might as well just pack it in and go home.

Most agents experience the “zone” if they allow themselves to, but most do not. It takes a lot of concentration and strong focus.  Most operate slightly below this consciousness, settling for the standards of the average and ordinary. But people who do amazing things, people who perform above the norm, top producers in National Agents Alliance – never settle for mediocrity.

You will never catch them doing less than their best because they won’t allow themselves to “settle” for anything less than the best. They set a higher standard for their performance and never compromise. They have developed the self-discipline to get to the point where they move into the zone at will, not occasionally but every time they work.  They allow no distractions; their focus is total.  Because of their intense concentration, their presentation is unfaltering, smooth and authoritative.  Objections roll off their back.

How about you?

Do you want that “feeling” every time? The top producers didn’t start out with the skills to operate in the “zone.”  They learned their products inside and out, and they practiced until their presentation would roll off their tongue with ease.  After each appointment they did a self-assessment, looking honestly at their performance.  They practiced some more, and over time became the confident, high-income earner you see on stage.

The magic comes with concentration and practice.  Do the work behind the scenes and your performance in front of the client will put money in your pocket; remember to use all of the resources that National Agents Alliance provides for you!


ExcellentIn our world at National Agents Alliance, there is a big separation between the superstars and the everyday players.

It’s amazing that every single agent plays on the same field but the game looks completely different.  We have agents earning six and seven-figure incomes and we have agents just making ends meet.  They have the exact same products to sell, they work with the exact same carriers, they receive the exact same training, they work with the exact same quality leads.

In other words, every agent has the exact same opportunity, but the results are different.  Our top producers, our rock stars, have something special about them, but it’s not something everyone can’t have.  They weren’t born a superstar.

Being world-class isn’t about who your parents are, or how tall you are, your education or even your looks.  It has everything to do with the decisions you make on a daily basis.  Do you make commitments and stick to them?  Do you take action on your goals?  Are you persistent, even when the going gets tough?

Our leaders strive for excellence in everything they do.  They don’t do anything half way.  They are all in, 100%.  They push for excellence with the unshakable belief and understanding that excellence matters.  They practice attention to detail, and because they do, they accomplish more in less time.  Their focus goes into Income Producing Activities (IPA’s), not mundane, time wasters.

Excellence doesn’t occur by accident either.  The top agents operate with the single purpose of achieving excellence in everything they do, and their results produce the proof.  But successes don’t get them to slow down; they keep striving, they keep pushing.  They know what works and they keep doing it.  Excellence is a habit and it requires a price to be paid.  They’ve done it, and they continue to pay.

Why don’t you learn from the stars?  Do what they do.  Make the commitment to play the game the way the winners do.  It’s ok to be a copy-cat as long as you copy the right cat!  Make a decision today!

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