Any hopes that Saturday’s sale appointment might finally break my week-long dry spell quickly came to a crashing end. I’ve been trying to be more perceptive of “buy signals,” though it’ll take months if not years until I get the hang of it. My inexperience notwithstanding, I got a bad sense right at the beginning of the appointment, when the prospect had me stand at a very cluttered workbench in his business rather than sit at a table. It’s not that there’s any actual need to sit at a table, and it wasn’t that the prospect was being discourteous or anything, but something just didn’t feel right. He then talked for a few minutes about how his worker’s compensation premiums were such a burden and how he’d like to be able to drop it in favor of a disability policy. I proceeded to point out the highlights of ABC Insurance’s disability product, in particular how it covers disabilities resulting from off-the-job injuries and from illnesses (worker’s comp is of course limited to on-the-job injuries). We went over the cost of coverage, which in this case would be quite low. Unlike the case with life insurance, customers can only get enough disability insurance to cover a specific percentage of their gross income that should reasonably approximate their take-home pay. Were this not the case, if for example a person taking home $3,000 a month could get a disability policy paying (tax-free) benefits of $4,000 a month, everyone would claim to be disabled! Today’s prospect was earning a relatively modest amount from his business, so he would qualify for only a small policy with a small premium. That would mean a fairly small commission for me, but what with this dry spell I wasn’t about to complain.
My misgivings about this appointment were confirmed when I asked the prospect if he’d like to fill out an application. He replied that he wanted to see how the cost of the disability policy would compare to his worker’s comp premiums. That normally would make sense …. but for the fact that he had been complaining all along about his premiums. In other words, he already knew how much he was paying, and I had just told him how much a disability policy would cost – he already had all the information he would need to make a decision. If he needed more time to “think about it,” ugh I hate that expression, he certainly would have just told me so. Whatever the case, I walked away empty-handed, officially with zero sales for the week. I’m hoping next week shapes up better. It certainly couldn’t be worse.
Gym: got back to leg work on Saturday. I started with trap bar deadlifts, 5 x 6 x 225. Between sets I did some neutral grip pull-ups, a total of 1 x 4, 4 x 3. Next came seated calf raises, 3 x 10 x 145, followed by Life Fitness seated leg curls, 4 x 8 x 185, and finishing with Precor seated leg extensions, 4 x 8 x 190.
On Sunday, I ran one mile on the treadmill at 5.0 mph, did 20 minutes on the stationary cycle at 19.1 mph, and did some neutral grip pull-ups, 3 x 4, 2 x 3.