The high yesterday was 65 degrees (wonderful!). That is a far cry from the 33  just a week ago. The sun goes down at 5:20pm and football season is almost over.   

Winter.

It is one of my favorite times of year, except for two things – a later sun and an earlier moon. I love summer when the sun comes up at 6:35am and does not go down until 8:50pm. It makes the day seem longer and more productive. 

As I have mentioned before, in my primary industry of Medicare, winter months can be a time of hibernation for sales people  Tired from the AEP and satisfied with large checks in January.   Many salespeople are like Yogi Bear when Winter comes. They hibernate and do not get as much done. It is hard to stay motivated. In fact, with the numerous road shows, webinars and forums I have attended or hosted, the number one challenge I hear from agents – staying motivated. 

New salespeople are bright eyed, and bushy tailed. Their challenges are about products, process and finding people to see. For the seasoned crowd, it is not product knowledge, the process or having clients to see. It is motivation.  The conversations about lack of motivation are not even about money. If we were solely motivated by money, then everyone would be excited. Many salespeople make 30-40% of their entire year’s income in this period. The renewal stream from these products is high…and they pay level – for life! What’s not to love? 

Money motivation isn’t enough. 

Because motivation ebbs and flows, many start strong and resolved. Then many lose momentum right as the harvest begins and then try to recover and push at the end. Too little…too late. Look, I know it can be easy to declare one thing through your goals and then do another thing with your actions.  I want to provide you with inspirational and motivational “fuel” to help you finish strong. 

You must take personal responsibility. You cannot change the circumstances, the seasons, or the wind, but you can change yourself. That is something you have charge of.  Jim Rohn 

People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily. Zig Ziglar 

Sales is a mental activity. Before we can increase your sales, we must get your mind right. We must make sure that as the seasons change, you… 

Don’t Fall Down On The Job!