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Are You Prepared to Win?

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"An athlete may run ten thousand miles in order to prepare for one hundred yards. Quantity gives experience."

The value and benefits of preparation cannot be overemphasized. No matter how long a show plays on Broadway, the actors continue to rehearse. They are professionals and they conscientiously seek perfection. They practice their lines and their every move, because each has a particular purpose. They know exactly what they are saying. They understand the response and reaction they must receive from their audience.

Preparation means being so well-organized that you know before you make that call or presentation, the prospect will agree to an appointment or your recommendation.

Here's an excerpt from the book, 50 Lessons in 50 Years, by Garry Kinder. It's Lesson 29 --

Memorize the Scripts; Ad Libs are for Amateurs.

Memorize the scripts. I learned this from many people, not the least of which was my brother, Jack. He preached this principle on a regular basis.

When Jack started in the business, his first manager, Fred Holderman, had a script that all the new agents learned and I can remember this like it was yesterday. Jack would give me the script and in the front room of our house he would sit me down and say, "Garry, I want you to watch this script and make sure I don't miss one word."

The script was about four or five pages, and here was Jack having me make sure he wasn't missing a word. Today, if you turn to page 87 in our book, Secrets of Successful Insurance Sales, you'll find about half of that script modernized.

I like to tell this story -- it's a true story and it happens to me often. Invariably, when I tell young agents the importance of memorizing scripts, one of them will come up to me after the meeting. The conversation will go something like this:

Agent: You know you talk about memorizing scripts, but the scripts don't sound like me.
Garry: Those scripts don't sound like you?
Agent: No!
Garry: That's good. If they sounded like you they wouldn't work! Who said they were supposed to sound like you? They're not supposed to sound like you. Here's what you do: First, you MEMORIZE, then you PROFESSIONALIZE, THEN you PERSONALIZE. Then, you know what? They'll sound like you!

Respect the power of preparation - Memorize Your Scripts! 

2020 - When Dreams become Reality 

Kinder Brothers International


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