Business as usual? Not exactly.

March 31, 2020

As we are entering into unchartered territory over the coronavirus and panic that appears to be sweeping around the globe, we are faced with a new challenge. How do we continue our sales efforts when we are being advised to limit outside sales activities? I’m inserting an excerpt from a great article I read by Mike Weinberg, best-selling author who said;

“Focus over Fear: In both good times and bad, those who focus on the task at hand outperform those caught up in fear. Fear, for the most part, is an unproductive emotion. You face a choice. You can fret about what may happen or you can focus on doing your job. For all the things that many of us dislike about legendary New England Patriots coach Bill Belichick, I absolutely love his well-known mantra: “Do Your Job.” Right now, that’s a message we ALL need to embrace!”

I love that excerpt, and it poses the question, what exactly should we be focusing on to continue our sales efforts during this time? The answer is simple, what we can control. Many of you have already embraced the power of social media platforms and will likely continue to focus your efforts there, some have not and it’s time to start making waves on Facebook, Instagram or whatever platform fits your customer’s style. It’s also time to start digging deeper, beyond the memes and funny posts and beyond the scrolling and liking. It’s time to start leveraging our social platforms to, to engage like never before, to make it about your customer and above all, to keep it POSITIVE.

But wait… there’s more! What about a virtual coffee, a webinar, a Zoom meeting, a video message? Popular platforms like Zoom, Go-to Meeting and BombBomb have made a huge impact in the industry and if you haven’t started leveraging the power of these platforms, now is the time. We can’t simply wait around for the coronavirus to ‘go away’, in fact, now is the perfect time to increase your activities by focusing on what you can control, and what better time to learn how to use these platforms? Perhaps you’re not the most tech savvy person in the world, perhaps your afraid of messing up, or you simply don’t like the way you look on video? Everything has a learning curve, I mean after all, when you were a child learning to walk did you fall down and give up? Let’s also address how much most of us don’t like the way we look and sound on video, let’s face it folks, that’s the way we look and sound in real life.

So, let’s get practical, embrace the change, choose focus over fear. Let’s walk into the next few weeks in the confidence of knowing that we’re continuing our efforts, we’re just using different channels. If you are a WFG Title Agent, be on lookout for multiple webinar opportunities that will address the platforms that we should be using and guide you through the process. In the mean-time here are my top 5 things to focus on over fear:

Social media engagement, not just posting, but commenting, liking and sharing.
BombBomb email videos, stay top of mind and in front of your customers.
Zoom meetings, if you are unable to meet in person, schedule a virtual coffee.
Webinars, leverage webinars to educate your customers and bring them value.
Last, but certainly not least, good old fashion phone calls to build relationships.