Have you ever seen the old Bill Murray classic Groundhog Day? If so, you’ll probably remember the annoying insurance salesman that Phil Connors ran into over and over (and over and over and over) again. Even though I could identify with the poor guy’s need to prospect for business, it was still greatly satisfying to see him get punched in the face.
None of us want to be that guy. We all want to form healthy, mutually beneficial relationships with our prospects and clients – and we’ve got plenty of webinars and recorded calls that discuss ways to build those relationships throughout the sales process. Today, let’s look at it from a different (and perhaps easier) perspective: go to bed.
Taking care of your health is important. Nobody wants to buy insurance from a guy flop-sweating at their kitchen table. Being well-rested and put together makes you come across as more competent, professional, and trustworthy. What’s more, it’ll sharpen your presentation skills. Physiologically speaking, walking around with too little sleep under your belt is similar to having had a drink or two. Your reaction and recall times are slowed, your focus is blurred, and you’re just not at the top of your game. You wouldn’t knock back a shot of tequila right before a presentation, so why would you go into one with just two hours of sleep?
I know that “get enough sleep” may sound like a silly, overly-basic tip to improve your career. But this job is all about doing the little things right – and the more of them you nail, the more they’ll add up in your favor. We’ve all been talking to a client and been hit with a question we can’t answer right away, perhaps about an unusual underwriting concern or esoteric policy feature. Having to answer “I don’t know, but I’ll find out” isn’t fun, and it’s even less enjoyable when you’re sure you could remember the answer if only you weren’t so tired.
The moral of the story: nap your way to success!