When Sol Flips Your Wholesaling Switch

“Apptivity.”

A word first heard used by an insurance industry senior leader in 2010.

Defined as: policy application activity.

Maybe to you it’s ‘tickets’ or ‘orders’ or ‘trades’.

He explained that this phrase was first spoken by an older, wiser sales leader who reminded his sales team that if you put in the required number of appointments (or high value activity), sales (and other great outcomes) would inevitably happen.

I related to him that I have another, admittedly far out, theory.

I believe that there is an old Jewish man, named Sol, located in Lebanon, Kansas – the geographic center of the contiguous 48.

Sol’s sole job is to keep score of the number of ‘no’s’ each salesperson gets, because Sol knows full well that each ‘no’ means they are that much closer to a ‘yes’.

After +15-years of service to our wholesaling community, I've now retired - and I’m committed to keeping all our resources available for future generations of wholesalers and their leaders – but only as long as it makes fiscal sense.

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Sol’s giant dashboard keeps track of the activity, and accumulated ‘no’s’, for all the country’s sales professionals.

Sol is the one who is responsible for flipping the switch that turns the ‘no’ into the ‘yes’.

That senior leader believes in Apptivity.

I believe in Sol.

Whatever your belief, make no mistake, high value activity yields positive results.

Always.

[Now Read: Are You Hiding Behind Busy?]
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This post was originally published in the Wholesaler Masterminds Sunday Night Email.
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