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  • Wed, September 21, 2016 10:46 AM | Billy R. Williams, PhD. (Administrator)

    From Dr. Billy R. Williams, President – Williams Family Investment Group & Inspire a Nation Business Mentoring:

    “As an insurance agent mentor and coach I am asked the same two questions everyday . . . What can I do to generate more leads and how do I properly pay and bonus my staff to get the best production out of them?”

    According to Jim Collins, “The purpose of a compensation plan is not to get the “wrong” people doing the right things, but to help you get the “right” people on the bus and keep them there.”

    Insurance agencies have changed every way they do business to compete in today’s marketplace, except the one that costs the most – Compensation.  Hourly and Salary wages entitle staff to get their full pay whether or not they do their job; then they expect a raise every year – regardless of the agency’s profitability. 

    Bonuses are offered to hopefully motivate staff but become either an entitlement or “request” to raise performance standards if staff wants the extra money, and as many agents have learned the hard way, unmotivated staff are rarely influenced by bonus money.

    Join me and my special guest Tom Baker of Catalyst Insurance Systems on a web meeting Monday September 26, 2016 at 3 PM Eastern ( 2 PM Central, 1 PM Mountain and 12 PM Pacific) as we give you real answers to real questions.

    Registration URL:

    Tom Baker, Insurance Systems Architect, and the team at Catalyst Insurance Systems, deliver to their agency clients – a completely customizable compensation program that is based on staff performance. Their Performance-Based Compensation Plan is designed to attract, maintain, and motivate staff while giving them an opportunity to earn more and have a vested interested in the agency’s growth and profitability. 

  • Wed, September 21, 2016 10:45 AM | Billy R. Williams, PhD. (Administrator)

    Free, Downloadable, Excel Training Course w/ Screen Captures!

    The ability to understand and use the functionality of a spreadsheet is quickly becoming a lost art. Because of this, many businesses are spending a lot of unnecessary money to rent prospect and customer contact lists and information that already resides in their company database; they just don’t know how to get it out (export it), properly format it to work with other technology tools such as their email and phone systems (format the spreadsheet), and use it to help grow their business.

    Click Here to download the free course

  • Wed, April 20, 2016 11:25 AM | Billy R. Williams, PhD. (Administrator)
    MP3 Audio Role Play of an Insurance Agency Production Forecast Meeting: Click here to listen
    View this email in your browser
    Use a Production Forecast/Training meeting to take back control of your business.

    MP3 Audio Role Play of an Insurance Agency Production Forecast Meeting: Click here to listen

    In the kid's movie Wall-E, technology made humans in the future lazy and unproductive. Unfortunately not only can over use of technology make you lazy when it comes to operating your small business, it can also decrease or eliminate the human interaction side of running a small business.

    Often I see small business owners that are clueless when it comes to the knowledge base of their staff; completely unaware of the frustrations that team members are feeling about their job; and offering little to no training support to the very people they depend on to keep the business operating smoothly. FYI . . .giving orders and complaining about performance is not training

    If you have a high employee turn over rate, It usually has a direct link to a lack of training, accountability, and support. Staff doesn't come in to the office wanting to fail and often they will quit before that get too deep into a failing culture.

    Business owners: Don't just rely on your team emailing you their results, at least once a month (We recommend weekly!) conduct an in-person (face to face or phone) Production Forecast/Training Meeting and take back control of your small business.

    Here is a short excerpt of a production review meeting that should occur in an insurance agency. If you are not an insurance agency, simply modify the conversation for your industry.

    Click here to listen to the role play. 


    E-Book Release Promotion - Free download on Wednesday April 20th. The book is no longer free after April 20th

    Preview the e-book on our website – or on Amazon

    Is it time to pull your head out of the clouds when it comes to operating your insurance agency?

    A business is a promise to consumers that your company will deliver certain products and services in a professional, knowledgeable, and efficient manner. 

    A business without a business plan is a business that is making promises that it has spent very little time preparing to keep. 

    An insurance agency that doesn't live up to its promises not only fails as a business, but it endangers the quality of life of every customer that depends on the guidance and expertise of the insurance agent that sold them the policy.

    Active Members: The Last 5 items added to the Video Library:
    1. The 20 Core Agency Processes Hyperlinks
    2. Rate Increase Role Play Audio
    3. Establishing Business Referral Partner - Short Video
    4. Professional Newsletter Templates provided in the Data Super Center
    5. Daily/Weekly/Monthly Tasks Schedule 2016 Update

    Copyright © 2016 Inspire a Nation Business Mentoring, All rights reserved. 
    You opted in to receive information, services, or goods from Inspire a Nation Business Mentoring. 

    Our mailing address is: 

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  • Mon, March 28, 2016 2:02 PM | Billy R. Williams, PhD. (Administrator)

    A business is a promise to consumers that your company will deliver certain products and services in a professional, knowledgeable, and efficient manner. 

    A business without a business plan is a business that is making promises that it has spent very little time preparing to keep

    An insurance agency that doesn't live up to that promise not only fails as a business but it endangers the quality of life of every customer that depends on the guidance and expertise of the insurance agent that sold them the policy.

    Preview the e-book on our website – or on Amazon

    E-Book Release Promotion - Free download on Tuesday March 29th and Wednesday March 30th. The book is no longer free after March 30th.

  • Mon, October 26, 2015 10:05 AM | Billy R. Williams, PhD. (Administrator)

    With all the fancy technology and social media tools available today it is easy to forget the basic marketing tools and processes that have been used to create many millionaire business owners.

    I want to take a moment and dust off one of those processes . . . The Word, Excel Spreadsheet, Outlook, email merge.



    Click here to download a screen capture document that explains (in pictures) how to perform a Word, Excel Spreadsheet, Outlook, Email Merge.

    If you want to send a document to many people via email, but you want it to be personalized (such as ensuring each person is addressed individually), use Word/Excel/Outlook for an email merge. In other words, each message you send out has similar language but certain parts of the message are unique and personalized.

    An example of this might be an auto insurance renewal that’s coming up for prospects, and their current insurance company is taking a rate increase. You want to send out a marketing email to each person — all 170 of them that has information such as their current vehicles, x-date, current insurance carrier, and the producer they worked with in the agency.

    An example email would go something like this:

    “Hi Bob. This is Billy with the BMS Insurance agency. We spoke in June about your auto insurance, but you decided to stay with the ???? insurance company. According to our records your 2015 Toyota Camry is coming up for an auto insurance renewal on Jan 15, 2016. Our records also show that your current insurance provider, ???? insurance has filed for a rate increase that could impact the rates you currently pay. Bob, I hope you will take a moment and allow me to review your coverage options and compete for your insurance before you possibly pay more money without getting a second opinion.”

    As long as the personalized information underlined is provided under a column on the spreadsheet, you can merge it into the email.

    Use Word, Excel, and Outlook to send out an email to each of them, addressed and personalized, just to—and for—them.

    (Active members can locate more detailed training in the Automation and Technology section of the Video Library)

    Click here to download a screen capture document that explains (in pictures) how to perform a Word, Excel Spreadsheet, Outlook, Email Merge.


    Provided as a courtesy by

    Dr. Billy R. Williams

    President - Inspire a Nation Business Mentoring


    If you like the information and wisdom we share with you, please share it with your friends by using one of the following share buttons!



  • Thu, October 01, 2015 11:20 AM | Billy R. Williams, PhD. (Administrator)

    By Dr. Billy R. Williams

    This is a question I am asked every day!

    There is a very simple formula that you can use with any campaign to correctly determine the number of prospects you need in order to reach your sales goals for a prospecting campaign.

    You will need three pieces of information from any prospecting campaign:

    The total number of prospects you started with,

    Your sales goals, and,

    The total number of sales from a currently operating campaign or a completed campaign.

    Active Inspire a Nation Members: Click here to go to a spreadsheet in the video and document library that you can use to input your numbers and see not only your sales goals numbers but quote/contact and ROI per campaign

    Of course you could also use the historical information from a completed campaign to help you determine the most effective lead sources and prospecting variables to use on a future prospecting campaign.

    The simple formula is Prospects X (Sales Goals/Actual Sales)

    This formula applies regardless of the type of prospecting campaign you are currently using since it is based on the results of a currently operating prospecting campaign or a completed campaign.

    You must always consider that several variables will impact your prospecting results, these include:

    • Lead sources,
    • Technology you use to prospect,
    • The time of day you prospect,
    • The method of prospecting – phone, email, mailing, conference calls, etc.
    • The sales ability of the person or team that is prospecting.

    Don’t over think the formula. Let the numbers tell you the real story, don’t try to skew the numbers to match what you want to happen, let them honestly show you what is really happening.

    Let’s apply the formula to 4 different prospecting scenarios:

    1. You purchased a telemarketing list of 1000 names

    2. You bought 100 real time internet leads for one of your producers

    3. You mailed out 500 postcards (The postcards all had the Inspire a Nation

    recommended wording and the 5 key items that dramatically increases response rates)

    4.  You bought 1000 aged internet leads

    Scenario 1 - You provided your telemarketer with 1000 names from a purchased list: Your telemarketer called between 10 AM – 3 PM (The absolute worst times for  telemarketing!), the campaign produced 5 new sales; you wanted the telemarketing campaign to produce 20 sales. Based on the formula you will need to provide your telemarketer with 4000 names to reach your sales goals. 1000 X (20/5)

    Mentoring suggestion: Change your prospecting times and you will get better results

    Scenario 2 - You bought 100 real time internet leads for a sales rep: You used a lead management tool to immediately reply to the internet leads, and you followed the Inspire a Nation recommended internet lead follow-up schedule. You closed 10 new sales; you wanted 20 new sales. Based on the formula you will need to provide the sales rep with 200 leads to reach your sales goals. 100 X (20/10)

    Btw, don’t forget to sign up for our current web series “All things Internet Leads” The remaining sessions are 10/5/2015, 10/8/2015, and 10/15/2015

    Mentoring suggestion: Though this percentage is actually pretty good, make sure you are purchasing the highest quality (Prospects provide real information and wanted a quote) real time leads available

    Scenario 3 - You mailed out 500 postcards: You received 100 call-ins, had 20 people download information from your website, and had 12 people show up for a conference call; All this activity produced 7 sales. You wanted 10 new sales. Based on the formula you will need to mail 714 postcards on your next mailing campaign. 500 X (10/7)

    Mentoring suggestion: Make sure you are mailing to areas that match the demographics of your target prospects.

    Scenario 4 – You bought 1000 aged internet leads: Your team emailed, called, and mailed postcards to the aged internet leads over a 60 day period and you followed the Inspire a Nation recommended follow-up schedule for aged leads. All the activity associated with the prospecting produced 14 sales. You wanted 25 sales. Based on the formula you will need to purchase 1785 leads to meet your sales goals. 1000 X (25/14)

    Mentoring suggestion: You did everything right the first time through. Make sure your x-date follow-up and re-quote process are just as thorough so you get the maximum return on investment

    Btw, don’t forget to sign up for our current web series “All things Internet Leads” The remaining sessions are 10/5/2015, 10/8/2015, and 10/15/2015

    Of course if you are using Inspire a Nation recommended prospecting templates, following the Inspire a Nation recommended follow-up schedules, utilizing Inspire a Nation recommended technology, and utilizing all of the prospecting options we teach you to offer a prospect, your results will be far superior to the average agent.

    Want more awesome mentoring information? Here are some options:

    1.  Join the Inspire a Nation Mentoring Program. The program has an amazing step by step video and document library as well as biweekly, live, mentoring web meetings.

    2.  Purchase the “How to Build a $10 Million Insurance Agency in 5 Years” e-book:

    3.  Subscribe to our blog:

  • Tue, September 29, 2015 5:14 PM | Billy R. Williams, PhD. (Administrator)

    There are 4 primary types of internet leads:

    1. Purchased internet leads
    2. Online search results
    3. Self-generated internet and web based leads
    4. Aged internet leads (leads that were generated by one of the methods above but they are NOT real time)


    Buying internet leads is usually a staple among businesses, especially insurance agents and mortgage brokers.

    In today’s fast paced world a prospect that submits their information on line expects to get an immediate response and expects that response to contain a good approximation of the cost and benefits of the product.

    Many insurance agencies treat today’s real time internet leads like they were yesterday’s call-ins from a yellow pages ad. That process is a recipe for: wasted money, disgruntled employees, and a bad attitude towards internet leads even though 70 – 80% of all auto shopper’s start with internet based research or outreach before making a buying decision.

    It all starts Monday October 5th at 3 PM Eastern. (2 PM Central, 1 PM Mountain, and 12:00 PM Pacific) Click here to register:

    Not every agency is built to handle real time internet leads!

    Some would do better with web based leads; Leads that are generated from a prospect discovering or researching information as opposed to actually shopping for a product. For the purposes of this blog post we will consider a web based lead as: downloading information from a website, adding an email to a newsletter list, posting something on social networking that identifies a situation that usually requires a product or service your business can provide, etc. 

    These type of web leads are not time dependent but still show an interest on the part of the prospect.

    Some agencies would have better results if they focused on generating their own internet and web based leads.

    With a few simple steps you can create your own internet leads. While you will not get the volume that you would if you purchased internet leads, the quality will be far superior. Why you ask? Because the lead did not find you by accident, and they willingly provided you their contact information.

    They expect to receive a call from you and only you, or best case scenario, they actually call you! This is why it is so important that your phone number is prominently displayed on your website, landing pages, meta-description search results, social networking sites, and downloaded materials. Yes, you will receive calls from solicitors, but receiving real calls from interested prospects is worth the irritation.

    Some agencies would be more effective if they purchased aged internet leads. These type of leads are not as time sensitive, but still were the result of an online request for a quote.

    Many agents/agencies buy real time leads but work them so ineffectively that they turn the real time leads into aged leads before they ever get around to working them.

    What's the main driver when it comes to effectively working real time internet leads? Technology and automation.

    If your agency does not have current technology and automation to support real time internet leads, you are probably needlessly burning through your marketing budget.


    Here is what Inspire a Nation Business Mentoring is doing to help you understand the who, what, when, why, where, and how of internet leads.

    We are sponsoring a 5 web meeting series on “All things internet leads:

    We will have leading industry experts from companies that specialize in automation and technology, generation of real time internet leads, and supply of aged internet leads share their wisdom and experience with our audience.

    It all starts Monday October 5th at 3 PM Eastern. (2 PM Central, 1 PM Mountain, and 12:00 PM Pacific) Click here to register:


    Check out some of our other blog post

    Really? Nothing works for your agency!


  • Fri, September 25, 2015 10:41 AM | Billy R. Williams, PhD. (Administrator)

    Million Dollar Goals on Minimum Wage Discipline

    As an agency mentor I talk to hundreds of agents every year. Some are doing very well, some are doing okay, and some are doing poorly.

    The one constant that I hear from poorly producing agents is that “Nothing works in my agency and my staff is terrible.” Not one thing--not referrals, not mailing, not emailing, not internet leads, not telemarketing, not online search results--nothing works!

    Though I share, mentor, and train them on the exact processes, tools, workflow steps, and conversations that are working for the top producing agents and agencies around the country, they believe (We all know your perception becomes your reality!) that nothing will work in their agency.

    I think the thing that really gets to me the most is how far this type of agent will go to maintain the status quo. They will:

    · Lie to me even though they pay my company to help them

    · Withhold information from their staff that can help the agency because they feel if the staff finds out what the agent is not doing right, it will show how weak of a leader they are, and it will be embarrassing. Better to be a failure than embarrassed, right?

    · Make an excuse for every failure that occurs in the agency: they are jinxed, the hiring pool in the area sucks, the carrier's reps don't like them, their customers don't use email, and the agents down the street lie to their prospects to get their business. This type of agent has suit cases packed with nothing but excuses.

    · Blame staff for not producing even though they have never given them the training or resources to be successful

    While I could go on and on with the list, I want to go in a different direction. I want to identify a few of the symptoms of weak leadership that causes this type of agency environment to begin with, and some corrective actions you can take if you see some of your characteristics on this list:

    Problem: Personal issues and distractions outside of the agency.

    There are some people who enjoy leading a drama-filled life and they find a way to create drama wherever they go. Often they take on other people’s issues and use that as an excuse for abandoning their own insurance business. Sometimes they have a side business that is failing for the exact same reasons that their insurance business is failing: weak leadership!

    Corrective Action:

    Allow someone in the agency (or outside of the agency if you don’t have staff) to be able to make decisions when you are not around to make them. We all know that “pride comes before the fall,” but pride doesn't have to be the reason you fall. I.A.N. Members: This is why it is important that you allow staff to have access to the video and document library. We can only mentor and train them on what to do if you allow them to access our materials.

    Problem: Lack of discipline 

    Let's be honest with ourselves. Lack of discipline is generally the root of most of our personal and professional problems.

    Corrective Actions:

    1. Allow someone that you trust to hold you accountable. For I.A.N. members: make sure you schedule and attend your monthly mentoring session with one of our team members.

    2. Outsource tasks that you don’t have the discipline to do on your own. There are only two kinds of discipline: self-discipline and accountability. Paying someone you don't control to perform a task is one of the best accountability techniques. I.A.N. Members: In the mentoring sessions we will give you the tasks to outsource based on what we know about your personality and agency resources.

    Problem: The agent makes excuses for poorly performing staff members

    We all know that misery loves company, and often that is exactly what I see in poorly performing agencies: an office filled with miserable people. The staff is miserable because they have a weak leader who doesn’t give them any direction, accountability, or sense of purpose. The agent is miserable because the agency is performing so poorly that the staff is taking home a bigger weekly paycheck than the agent, and the really miserable part is that no one sees an end to this madness.

    Corrective Action:

    1.       Download a Marketing Plan from the front page of the Inspire a Nation website: This will give you a good place to start as well as detailed mentoring suggestions.

    2.       Have a heart to heart discussion with yourself and your current staff. Don’t just tell them what you want; actually listen to what they say they need from you in order for them to be successful in your agency. Make an agreement that the pity party is over and that you are going to bring in outside help. I.A.N. Members: Set up a mentoring session with one of our team members. Non-Members: Look at our membership program as an outside help option:

    3.       Set up a process workflow for one agency process. You can view a video mentoring session on how to create a workflow on the membership page of our website;

    4.       An email confirmation process for your endorsements is one of the easiest processes to start in an agency. Changing a staff member’s natural conversation is a real headache and the agency needs something that is simple but also gives them a sense of accomplishment. An endorsement confirmation email can be as simple as:

    “Thank you for allowing us to serve your insurance needs. We processed the recent change you requested on your (auto policy). You should receive something in the mail from (Carrier) in the next 5 – 7 business days confirming the change. If you have any questions please email us or call us.

    We always want your referrals! We want to protect your family and friends, but we need you to introduce them to our agency. Please give our name to at least one person this week.”

    Problem: The agency doesn’t have any money to market or advertise

    There is a vicious cycle that occurs in a poorly performing agency: The leadership is weak, which leads to weak agency processes, which leads to weak agency production, which leads to weak commissions, which leads to weak staffing (You hire weak staff because that is what the agency can afford), which leads to weak production, which leads to weak commissions, which leads to a weak budget for marketing and advertising, which leads to weak production, which leads to weak commissions, and the cycle just keeps repeating. How do you get off of this hamster wheel?

    Corrective Actions: Utilize free marketing and advertising processes (I.A.N. Members – view process 02b in the Video Library: Free tasks that drive new business sales in an agency!

    1.       Ask your current customers for referrals

    2.       Hand out your business card to 25 local businesses this week

    3.       Connect with 10 local business leaders on LinkedIn

    4.       Call some current customers and some non-customers and wish them happy birthday (Make sure they have a birthday coming up in the next 7 days)

    5.       Call some local professionals that have sent business to you in the past and start rekindling the relationship.

    It is my hope and desire that this blog post makes those of you who need it to take a hard look at yourselves and your agencies, as well as gives you some simple actions that you can put in place right away to help break you out of whatever mental and emotional pathway you are on that keeps your agency performing poorly.

    NoteI write these blogs as a form of marketing for Inspire a Nation Business Mentoring. At the end of the day I want to show our value as well as give you a taste of the wisdom and experience we bring to the table. I want those of you that need the type of mentoring we provide to consider becoming a member of Inspire a Nation Business Mentoring. Check us out at:

    Billy R. Williams, PhD.

    President – Inspire a Nation Business Mentoring

  • Wed, September 24, 2014 8:11 AM | Billy R. Williams, PhD. (Administrator)


    The following mentoring training is taken directly from the new “ How To Build A $10 Million Insurance Agency in 5 Years (Or double what your agency is currently producing) Manual and Workbook. The manual can be ordered on our website at


    We as insurance professionals understand that people shop for insurance when emotionally triggered by a life situation. Unfortunately, the ability of agents and agency staff to quickly identify these life situations and have the appropriate conversations with our customers and prospects during these situations is becoming a lost art.

    Marketing research by online companies such as Amazon, Google, and Facebook, show that these sites can determine when to show insurance specific ads to their visitors based on specific search items and keywords. Deeper analysis has shown that changes in a life situation is the primary factor that determines when a customer notices and responds to insurance marketing and advertising.

    While this information is not new to the insurance industry, the millions of queries and searches that support these findings from non insurance focused companies validates our insurance urban legends.

    Before I discuss these life situations, let me tell you what you and your agency should do to prepare to maximize these situations for the customer and the agency:

    • ·         The agency staff should always listen for one of these situations when prospecting and when servicing a current customer;

    • ·         The agency should role play conversations and talking points with staff members based on these situations

    • ·         Identify businesses and professionals that support people when going through these situations, create a business referral partnership with them, and coach them on how best to refer a prospect to your agency;

    • ·         Agency marketing campaigns should focus on identifying people going through these life situations


    Here are the top life situations that cause people to shop for insurance:

    Insurance is mandated by civil authorities; (Examples: buying a new house, changing residences, buying a new motorized vehicle (car, motorcycle, boat), changing vehicles, adding a driver)

    Change in the family situation that gives people the ability to “start over” such as relocation, marriage, marital separation, divorce, death, child birth, child or aging parent relocates to or from the home;

    A change that brings the current insurance relationship into the spotlight – claim, rate increase or decrease by their current insurance carrier, weather event that causes roofers and siding companies to solicit in the neighborhood

    Something bad happens to them or someone they know; (Accident, Illness, death)

    Their financial situation has a sudden change (This can be bad such as getting laid off from work, or suddenly needing to care for an aging parent, or good, such as a promotion, or getting a lump sum of cash);

    They are introduced or referred to an agent by a family member or friend they trust (i.e. Emergency Contact)

    They receive, see, or hear marketing ads, materials or presentations that interest them because they are going through one of the life situations mentioned above;


    Let’s quickly identify a few situations and some professionals and businesses that work with people during these life situations that you might normally overlook as a business referral partner.

    1. Insurance is mandated by civil authorities:

           A new residence, changing residences: relocation service, homeowners association, Property Management Company

           New motorized vehicle (car, motorcycle, boat), changing vehicles, adding driver: driving school, drivers aid instructor

    1. Change in the family situation that gives people the ability to start over:

           Marriage: Wedding Planner, Church, Temple, Synagogue, etc., New Movers List, Bridal Shop, Photographer

            Marital separation, divorce: Attorney,Beauty Shop/Barber

            Death/Illness: Health Insurance Agent, Medical Supply Store

            Child Birth: Party Supply Center,

           Child is added or removed from a current insurance policy: Driving School, College Campus Boards,

            Child or aging parent relocates to or from the home; Senior Centers, Medical Supply Centers

    1. They are introduced or referred to an agent by a family member or friend they trust:

            Emergency Contact

           Yard Signs (This family’s home is protected by XYZ insurance)

    What I am trying to make you understand is that almost any business or professional can help drive business to your agency if you properly utilize life situations and the right marketing materials for those situations.

    Google, Amazon, Yahoo, EBay, and many other online vendors understand and utilize this information to sell billions of dollars in marketing to the insurance industry. 

    You can utilize this marketing information (often for free) simply by creating business referral partnerships that could include, direct referrals, posting your information in their shops, or on their website, or giving out a link to your website that allows the prospect to download materials and information to better explain some of the options available to them as they go through situations that are unique to them, but common to you.  Again, make sure you pay attention during the business referral partner section of this manual.


    Thank you for time today!

    Billy R. Williams, PhD.,

    President – Inspire a Nation Business Mentoring & the Williams Family Agency Investment Group


  • Mon, August 25, 2014 12:54 AM | Billy R. Williams, PhD. (Administrator)

    Tips you can use to help you overcome self-doubt and a fear of failure and rejection

    We are going to take a different path today. Instead of looking at processes, scripts, or technology, I am going to discuss some psychological and emotional issues that cause many businesses to fail or at the very least, not be as successful as they should be. These issues are self-doubt, fear of failure, and fear of rejection.


    The word rejection stems from the Latin word rejectio, meaning throwing back. Isn't that the perfect way to look at the act of rejection? Someone is simply tossing the ball back in your court to take the next steps. The ball could be an objection that you have to overcome, or a broken promise. The next step could be handling the objection, or moving on to the next prospect. I was always taught that NO was an abbreviated form of Not Right Now, so I have no problem with you telling me no at least once a year. I have not always had that level of self confidence; it was learned over time and experience.

    Unfortunately, many business leaders don’t see it that way. They see every failure or situation that didn’t go the way they expected as proof that they are losers in their chosen business field.

    They see every prospect that does not answer the phone or return their call as a personal rejection, and worse yet, they see other people’s perceived success as more fuel to throw on their burning pile of self-doubt.

    I often get credit for being a great business mentor, but I believe that I see my greatest success when I help others to see themselves and their business in the same way that I suspect God looks at us as children. We are born innocent and ignorant, just like most business ideas. We see people around us walking and talking and we too want to experience these awesome things, just as we see successful business ventures happening around us. We sit there in our wet diapers planning and scheming how we are going to take our first steps until finally we decide to take our shot. In this analogy a wet diaper could be a lack of money or knowledge. Of course the first time we try to get up we fall on our butt. We didn’t know it, but our parents did, which is why they usually try to coerce us into taking our first steps while they are holding our little fingers in their big hands.

    Who are you reaching out to that helps you in business? Who is holding your hand in business?

    We learn what to do and how to do it from the people we trust to teach and protect us. The safer and more protected we feel, the more challenges and risks we take on, until we fall on our butts. We cry for a little while, and then when we see our parents (or feel the presence of our God) so we feel safe again and we get up and try it again, but this time being a little wiser we might try it differently because of our experience.

    Life and business will always throw things back at you, and often they will knock you on your butt. The real question you have to answer is what do you do when you have another chance to get it right? Do you focus on how you got it wrong the first time and you don’t try it again, or like that baby I discussed earlier, do you cry for a little while and then get off your butt and give it another shot? Imagine if we all stopped trying to learn how to walk because we fell on our butt?

    How do you know if you have self-doubt and a fear of failure and rejection?

    Note: The following 5 statements come directly from Marla Tabaka of Inc. Magazine (One of my personal mentors)

    ·         You make excuses. When opportunity comes knocking, you are too busy, claim that it's bad timing, or dismiss it as not a big deal.

    ·         You hide your true self. You feel safer if you take on a phony persona so that the real you isn't rejected. It's as though you're living behind a mask.

    ·         You complain. You feel so frustrated with yourself that you blame others, complain about your circumstances, and feel negative emotions toward others because it seems easier than assuming responsibility for your lack of assertiveness.

    ·         You're a people pleaser. The fear of confrontation or, worse, losing someone is so disconcerting that you place the needs and desires of others ahead of your own. You have a difficult time saying no, even if it's not in your best interest.

    ·         You don't seek opportunity. You may have great ideas and many opportunities to connect to the right people, but you put it off until tomorrow. Of course, tomorrow rarely comes.

    OK, Back to Billy’s words

    Here are some tips that will help you overcome self-doubt and a fear of failure and rejection:

    1. Watch what you say to yourself.

    Some psychologists say as much as 90 percent of self-talk is negative. Pay attention to the words you say to yourself. Do you criticize yourself? Do you have a negative outlook on the future? Do you value yourself today based on your past? Do you let emotions guide most of your decision making?

     (Remember emotions are current feelings that are usually based on your history) Your history is a combination of your passions, hopes, dreams, failures, successes, and insecurities. If you aren’t saying positive things about yourself, surround yourself with people that will. A good mentor, while being honest, will try to address issues in as positive of a manner as possible.

    2. Don’t let your history control your future.

    Do you know when your psychological challenges began? Often you can trace your feelings back to certain life events and people. Did you have a parent that constantly berated you? Did you have a spouse that tried to control you through negative words? Did you struggle in school so you felt dumb compared to the other kids? Did you try a business venture that failed? Whatever the cause or causes, those things were in the past. You have to commit starting today to base your viewpoint of yourself on a “What did I accomplish today?” plan.  This means if you are struggling with a bad attitude, do your best to have a good attitude today. (Remember your attitude is usually a reflection of what you think about your future, and your future is looking better just because you decided to make it better!)

    3. Designate a specific time to get one important thing accomplished

    If you don’t make the time to be successful, all of your time will be spent fighting off poverty. 

    I have said these words a thousand times to almost anyone that would listen, and yet they never get old or outdated. Just like learning to walk, learning to be successful in business requires you to take baby steps, and just like a baby, you will probably have to hold onto to someone or something before you can do it on your own. Even that baby had to decide on a time to take the first step. A good mentor will help you select which baby steps and times are best for you. As you get one thing accomplished, you will find that you have more confidence to try the next thing on the list.


    4. Surround yourself with people that will help keep you positive and focused

    People such as mentors, role models, spouses that support your vision, and friends that are positive influences should consume the majority of your time that is not spent enjoying your family and your God. Make sure the people closest to you are energy makers, not energy takers.

    5. Get your resources in order

    Luck is when opportunity meets preparation plus time management. Bad luck is when opportunity meets a lack of preparation plus bad time management.

    Preparation includes resources such as educating yourself about your business and your chosen field, controlling your credit and your debt so that money is available if a good opportunity comes along, aligning yourself with good mentors and role models, creating business associations that can benefit you today as well as in the future, creating and protecting your business reputation by giving exceptional customer service, and most importantly aligning yourself spiritually with a group of like minded individuals that look at the positive aspects of who we are, and espouse good values.

     I am a Christian and while I would love for everyone to be a Christian, I do understand that people of every religious background and culture subscribe to my blogs and podcast, so regardless of what you choose to call God, honor your God in business just as you would in everyday life. That doesn’t mean you will be perfect, but when you get knocked on your butt spiritually just as you do professionally, grab a hold of something such as the bible, or someone such as a church leader or member, and pick yourself up.

    I hope these words of inspiration and encouragement have added value to your day!

    Billy R. Williams, PhD

    President – Inspire a Nation Business Mentoring

© Inspire a Nation Business Mentoring

PO Box 2115, Mansfield, TX 76063

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