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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
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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