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Guest post by: Donald F. Pooley Become an Author

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Lawrence Geller's introduction of the seven top producers who addressed the 2003 Ontario Sales Congress, included these insights on Top Performers:
* Top Performers have clear-cut goals and objectives. And are difficult to distract from their goals.
* Top Performers understand that making a plan isn't enough. They must follow through.
* Top Performers do the things that make them most effective.
* Top Performers focus on a particular market segment or niche.
* Top Performers know they must continually meet new clients. The best way to do this is to be referred by present clients.
* Top Performers interview prospective clients before agreeing to work for them. They want to know that there's a level of mutual respect that makes a good working relationship.
* Top Performers go out of their way to learn as much as they can about how their clients earn their living.
* They ask questions and listen carefully to the answers.
* Top Performers don't just sell, they help their clients buy.
* They do the best possible job, every day, for every client.
* Top Performers leave little to chance. They prepare for a meeting by thinking about what they know about the client.
* Top Performers can be counted upon to do as they say.
* Top Performers know that the quality and promptness of their service is what distinguishes them from their competitors, so they provide service that is higher than clients expect.
* Top Performers know that a practice has to continually grow or it will fade away to nothing.
* Top Performers don't consider learning a chore. It isn't continuing education. It's an opportunity to learn how to improve their practice.
* Top Performers are often avid readers, both of professional and general interest items.
* Top Producers are very patient. They know a good prospect this year will still be a good prospect next year and it can take some time before certain clients make a decision.
Lawrence Geller is internationally known as an authority on disability insurance, and seminar selling. He has addressed audiences in both Canada and the U.S., and his articles have appeared in professional and financial journals in both countries, and the U.K. We're lucky he's in TIP, once again. To read his previous TIP article, click: How I Use Seminars.

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