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In publishing house "Sajmon энд Shuster" now is much less than time It is spent for trouble and conversations on job lacks, than before. But it is undertaken more actions for activity improvement ".My friend Frenk Bettdzher, one of leading figures insurance The companies of America, has told to me that it was possible not only to reduce to it The trouble concerning a state of affairs at job, but also almost twice To increase the income, using a similar method.
"Many years ago, - tells Frenk Bettdzher, - when I began the Activity as the insurance agent, I was full of the boundless Enthusiasm and love to the job. Then something happens. I have come in Despair also has revolted to it. I even thought about Dismissal. Probably, I would give up this job, but suddenly once on Saturday In the morning to me has come to sit down and try to find out thought the reason of the alarms.
1. First of all I have asked myself a question: "In what consists Problem? "The problem consisted in the following: I made the huge The quantity of visits, and my incomes were insufficiently high. At me Not bad business with sale of prospectuses was, but then all has stopped, When it was necessary to conclude the contract on insurance. Clients quite often Spoke to me: "I will think of your offer, Mr. Bettdzher, come To me again ". I was driven to despair by necessity to waste time on Additional visitings of clients.
2. I have asked себ: "What possible decisions of a problem?" But for this purpose, To answer this question, it was required to study the facts. I have opened the The registration book for last twelve months also has analysed Figures.
I have made tremendous opening! Here in black and white Appeared that seventy percent of insurance policies it was made out at My first visiting of clients! Twenty three percent of insurance policies Was on sale after my second visit. And only seven percent Insurance policies it has been concluded after the third, the fourth, the fifth and Etc. visits. These visits took away from me most of all time and Gave to my enormous trouble. Differently, I spent It is literally half of working day on activity which gave Only seven percent of transactions concluded by me.
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