Episode 64
How To Create a Sense of Urgency
Heather and Sabine complete their trilogy on vital FR skills with a discussion on creating a sense of urgency. Catch up on previous episodes to build a complete skill set that incorporates purposeful actions, professional demeanor, and timely follow-ups.
Heather and Sabine get real about the challenges reps face, from avoiding the “pushy” label to making sure clients stay on track during the underwriting process. They share insights on the power of setting clear deadlines, prioritizing tasks, and keeping your confidence strong to build lasting client relationships.
Get ready for practical tips that help both coaches and reps embrace urgency and move things forward effectively. Tune in now to refine your coaching techniques and enhance your client interactions!
Episode Highlights
01:16 - One of the behaviors that you might notice throughout the time that you're working with your reps is their reluctance to move people forward through the sales cycle from asking for the referral.
05:04 - The big difference between pushy and purposeful is belief. As an FR, if you truly believe in what you're doing and the value it provides, you're rarely going to feel pushy. The urgency is going to come a little more naturally because you believe in what you're doing and you believe in the value it brings.
10:24 - The four reasons why people don't buy: no need, no money, no hurry, no trust. Right? That hurry is that sense of urgency. You have to show them in the sales cycle that there is a need for it and that you need to act on it now. This issue or this challenge has been around a really long time because Al Granum addressed it so long ago. But the other of the four, I think is also no trust, as people aren't really going to have a sense of urgency if they don't trust you. So really focusing on that relationship and showing up yourself with urgency, intention, confidence, and professionalism.
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