Do you KNOW what’s next?

One of the most important things you can do is to know, plan and be prepared for the next event. It doesn’t matter if it happens every day, week or month; it needs to be on your radar. I know every Wednesday that I have a show at 12:30 p.m....

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One of the most important things you can do is to know, plan and be prepared for the next event. It doesn’t matter if it happens every day, week or month; it needs to be on your radar.

I know every Wednesday that I have a show at 12:30 p.m. EST. I know the next series of Boot Camps and HotSpot meetings that I will be at. I know when the next recruiting call I’m making is. I know because it’s on my calendar. I know my team knows because I make sure my staff has it on their calendar and they keep reminding me of it too. I’m constantly working to make sure that my team knows when the next “event” is, and I’m working to make sure that they are letting everybody they work with know about it too. In a perfect world, people are telling their people, who are telling their people, who then tell their people. If we all do this, then there is no reason to miss any call, meeting or event.

Do you KNOW what’s next?What’s next, keep it simple, give them a gift, be deliberate, fast is better, get them around other people to associate with.

What’s next should always be on your mind. When you meet a person, you want to help them by getting them around different people that can help them. When you hire a person, you are trying to help them survive another day, not go EVP. It’s a game of survival. When you are running a marathon, you aren’t starting the race thinking about the finish. You are looking at a tree or a rock, just up ahead and trying to get to it. When Navy SEALs are training to become SEALs, they are just trying to get from breakfast to lunch. They train for eight months to become SEALs and they do it one meal at a time. If you can get to lunch and dinner, then you still have a shot at becoming a SEAL for another day.


I don’t think I’ve ever lost anybody by moving them too fast. We lose people to boredom because they don’t have enough to do. Idle hands and time are a bad thing. Load people up with things they can do so that they are moving … fast. People that like to move fast want you to give them things to do. If a person wants to take their time, that’s fine. I don’t pressure, but I certainly provide a big enough list in front of them so they are never waiting on me for their next job or task!

How to make people feel special?

Learn their name. Say their name. People love that and appreciate that you know their name. Give them a cool nickname if you want to, but you need to know their name. People love to hear their name! Look people in the eye and tell them you believe in them. Do what it takes to make them feel special because they are special. Be deliberate with people you encounter. When you are explaining to a person how to accomplish something, you have to be very deliberate with them. It makes things clearer and they don’t ask as many questions because you’ve slowly walked them through a topic. They will feel more special when YOU are more clear!


I want people to tell me that new agents are following your lead. I love hearing that they are doing the things you are telling them to do. When I know that you have brought somebody in our business and they get started doing the right things, then I’m excited.

  1. Vicky Ferkel
    Vicky Ferkel
    December 23, 2015 at 4:07 pm

    This is so true I am always impressed when someone actually took the time to remember my name. I also believe keeping individuals busy is a very good thing they feel like they are useful and progressing. It took me a long time to be able to look individuals in the eyes and speak but the more I did it the easier it got! So very good advice and encouragement. Thanks!

  2. Jacques Byrd
    Jacques Byrd
    December 23, 2015 at 4:25 pm

    Merry Christmas Brother!



  3. Sam Flenner
    Sam Flenner
    December 24, 2015 at 6:56 am

    Have experienced hostile prospects after leaving Delivery Notices on the doors of tlp’s. Good prospects. I need to find a way to break ice.

    Mike L. gave me one idea… responding with a silly question designed to make him (both times it was the Mr.) laugh. Would like a list of other ice-breaker ideas to deal with skeptical, hostile greetings.

  4. Patrice Pagano
    Patrice Pagano
    December 27, 2015 at 6:51 pm

    Thank you for this excellent teaching Andy.

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