Have you ever watched “Crazy Ex-Girlfriend?”
My wife loves the show. It’s about a super-achiever lawyer name Rebecca Bunch who graduated from Harvard and Yale.
Right after she’s offered a partnership at her law firm, she runs into Josh, a boyfriend she had a crush on at summer camp ten years ago. She’s so stressed by the partnership offer and life in New York, when Josh tells her he’s moving to West Covina, she decides to move there too.
She buys a house, gets a job at a crummy local law firm and begins putting moves on Josh, even though he’s engaged and considers her no more than a friend.
Rebecca is completely obsessed with Josh, though she denies it. “Josh! Josh just happens to live here.”
She is constantly conniving to insert herself into Josh’s life and reignite their former romance. Plus, people frequently break into choreographed musical numbers.
This reminds me of the way some agents go after new business. Except for the choreography and singing.
Agents like this always have an excuse. They think, for instance, the reason they didn’t get the account is because of circumstances beyond their control. Maybe they learn the prospect was using them to get a lower price from the existing broker. “I didn’t know the holding broker was his brother-in-law.”
But the real, deeper reason they don’t get the business is their mindset. They’re just too needy.
They go after business in a way that diminishes their authority. They want it so bad it shows.
Who wants a needy boyfriend/girlfriend. Right?
I call it the Crazy Ex-Girlfriend School of Sales.
Instead, agents who want the business should create an atmosphere where prospects decide they need them. Not the other way around.
This is how Jim Camp, who wrote “The Power of No,” would explain it. You should want the business, not need it. He’d have insurance agents say this to prospects:
“I don’t know if I can help you. I’ve helped a lot of clients like you improve their insurance program and save money. If you do decide to let us offer you a proposal I would need to get some assurances first about how you would treat our proposal…”
Speak with authority. “Your job is not to be liked. It is to be respected and effective.”
Don’t be a crazy ex-girlfriend.
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