This quote is by Tony Robbins. Tony has been a motivational speaker for years and has worked with many famous people and corporate heads for decades. What made him a success is the way he thinks and processes information. The point of his comment is this. If a surfer for example wants to catch a big wave, he or she has to swim out far enough and then position themselves to be able to catch the wave just at the right time. So, in other words, if you’re not preparing and positioning yourself, you will swimming too exhaustion to try and catch that wave after its on and past you.
In our business, what is the wave that is coming? OE and AEP. What have you done to position yourself to catch this wave. Have you made yourself familiar with products, our Quotit platform, quoting techniques, ancillary products etc.? Or are you expecting for things to just fall in your lap? Preparation is paramount to success and here’s another phrase you can think about as well. “The Answer you want is on the other side of your question” Are you able to qualify the need of the people you are speaking with? With the proper questions you can offer the solution. In my experience the greater majority of people do not understand their Health plan coverage. Going over it with them can open opportunities which allow you to point out gaps in their coverage.
Whatever the product is, these basic fundamentals should be applied with your everyday effort to increase sales and service your new and existing clientele. Feel free to look up any podcast by Tony Robbins, I’m sure you will find it enlightening.