10 Ingredients of a Person of Influence
During the last article, we taught why “status sells” and introduced the person of influence assessment. The reason we should all aspire to become a person of interest in our industry, and elevate our status in the market is so we can influence more people through our services. The reality is there are a lot of bad salespeople out there who diminish the value of all the great ones. This leaves a negative perception in the market about our industries. It’s our job to protect clients from those who cannot deliver the quality of service they deserve.
Over the last five years, I’ve had the pleasure of coaching top producers all over the country. People of influence, in any industry, have certain “ingredients” that make them great at what they do. If we went through the Top-100 producers in your industry I’d be confident in saying they share or possess most of the following person of influence ingredients. This is what we call the WHOLE salesperson through our entrepreneur evaluation.
Person of Influence Ingredients:
- Knowledge: Have a strong understanding of your products, services, and industry
- Skills: Have superior skill-sets required in your field and in sales such as delivery.
- Desire: Do the heavy-lifting required to be successful on a consistent basis
- Confidence: An internal knowing that you are an expert and can talk to anyone
- Likability: Other people genuinely like you and want to be around you
- Authenticity: People know that you are real and want to help yo
- Connectivity: Ability to connect with people from all walks of life
- Network: Have deep, meaningful relationships with a wide range of influencers
- Status: Have a personal brand and status in the market that people recognize
- Free Prize: Something that comes “in addition to” your service based on your past
We all have missing structures in our business that could use some extra attention of fine-tuning. We can break the ten ingredients above down into three specific categories.
Part I: Knowledge, Skill, Desire, Confidence = Whole Person Theory
Confidence is the one thing that effects everything. Without knowledge, skill, and desire then it’s awfully challenging to have the confidence to sell our services. Stephen Covey, author of “The 7 Habits of Highly Effective People” made this theory popular back in the 80’s but it still rings true today. The best sales people are confident in their knowledge and skills.
Part II: Likability, Authenticity, Connectivity = Personality/Character
Personality gets our foot in the door, but our character keeps us there. In a world filled with cynicism and skepticism through social media and the many other communication channels there will always be room for those who are likable, authentic, and can connect with people from all walks of life. We all know the expression people do business with those they know, like, and trust.
Part III: Network, Status, Free Prize = Marketing & Branding
In today’s highly saturated, competitive, and commoditized industries it’s not enough to just be really good at what we do—especially early on. You could be the best agent in the world, but if nobody knows it then it doesn’t matter. We all need more attention for our business. We should be both interested in other people but also interesting ourselves. This is done through deep networks, elevating our status, and packaging our unique experience to sell to the world.
Rate yourself or, if you are a sales manager, have your newer producers rate themselves on a scale of 1-10 from the person of influence categories above. From there you know where to go to work on the missing structures to help accelerate growth. This entrepreneur evaluation is perfect for those in real estate, mortgage, insurance, title, and financial services.
We always welcome your feedback in the comments section. You can also find this article and others on LinkedIn.
Are you ready to become a person of influence? Check out our 90-Day Sales Manager program where we consistently grow production over 40 percent.