MRL #076- Susan Has The Personality Of A Rock

Les Than writes in:

“I've been in insurance for nearly a decade in other roles and have been recently hired as a producer. This role makes me feel like I know nothing! Any suggestions on working around feeling like a big faker?”

Ah, imposter syndrome… my old friend.

Why do some of us have it?

Where does it come from?

How do we overcome it?

Hell if I know.

I’m no expert.

All I can tell you is I experience it too.

In ProducerLand I think there’s generally two types of Imposter Syndrome.

1. I don’t know enough to be successful

2. I’m not worthy enough to be successful

If you’re struggling with the first, I have a few suggestions.

If you’re struggling with the second, that’s for your shrink to figure out.

 “I Don’t Know Enough To Be Successful.”

A few weeks ago I posted the following on LinkedIn”

“The key to producing is counterintuitive.

Our whole life we are taught to LEARN before we DO.

But success as a Producer requires the opposite.

We have to DO first, then LEARN as we go.”

I was trying to make the point that nobody has all the answers when they first start… you’ve just gotta hit the ground running… and learn as you go.

Of course, a cricket showed up chirping in the comments about how “you should never wing a policy… insureds deserve better.”

He missed the point.

Of course I’m not advocating “winging” your submissions. You should have someone more experienced like a mentor or sales manager help you with everything.

Again…

The point is you just gotta get out there. Because if you wait till the day you feel like you know enough to start knocking on doors…

You’ll never start knocking on doors.

Prospecting by itself is hard enough.

But throw in a heaping spoonful of imposter syndrome to the mix…

And you’ve got a recipe for inaction.

Here’s What I Suggest…

First…

Remember, it’s been done by people far less talented than you.

Stop and take a look around at some of your peers in the office.

Sure, there are a few who are exceptionally talented.

But, look at some of the other ones.

Do they look special to you?

If your office is like most you’ve got a few duds mixed in.

Stan is way too close of a talker…

Susan has the personality of a rock…

Dave hasn’t changed pants in weeks.

Seriously.

If they managed to find a way, why can’t you?

Secondly…

You can always say “I don’t know”.

When I first started I didn’t know the difference between “premium” and “deductible”.

I was scared to death walking into prospect meetings.

I just knew that I was going to get found out. A prospect was going to ask me a question I didn’t know, and boom my cover was blown.

Guess what?

They did ask me questions I didn’t know.

And you know what happened?

Nothing.

I just told them “I don’t know.”

Nobody stood up and pointed at me…

Nobody hit me with an “aha!”…

Nobody said a thing.

The conversation just moved on.

Now, did I lose some deals because of my lack of knowledge?

I’m sure.

But, that doesn’t mean I shouldn’t have started prospecting!

Because remember…

If you wait until you feel like you know enough to start knocking on doors, you’ll never start knocking on doors.

Lastly…

You’ve got to get comfortable being uncomfortable.

I know you don’t wanna to hear it, but it’s true.

If there’s one thing I know about this business is that it’s completely unpredictable.

You will continually find yourself in hairy situations…

Where you don’t have the answers…

And you’re going to have to go figure it out.

Even the best Producers I know get hit over the head with a two-by-four every now and again and they’ve got to go find answers.

It’s just part of the job.

The sooner you can get comfortable being uncomfortable, the better.

Ok, let’s wrap this up.

Imposter Syndrome Is Totally Normal

Ignore it and get out there anyways.

Inaction has ruined many a Producer.

Don’t let imposter syndrome drag you down too.

Hope this helps.

Speaking of help…

If you’re looking for help prospecting…

And have questions like:

Where do I find leads?…

What do I say to book meetings?…

What should I say once I’m in the meetings?

Check out the Producer Playbook.

We made it just for you.

See you next Sunday.

Kick ass take names,

Maximus F. Revenue IV