VITAL BEHAVIORS, NEW LOVE?

Attended INFLUENCER training on JUNE 10-12, 2015.

One of my favorite take aways from my INFLUENCER training is Vital Behaviors (VB). These are the smallest set of actions that lead to the results you want. It is an eye opener to me. Unlike the previous training I have attended, like 7 Habits, Awareness before change etc, VB are the few high-leverage actions that if you keep doing, produce the outcomes you’re after. Vital Behaviors are keys to change efforts whether you are trying to change yourself or something larger (your team, your organization, or the world). In fact, change efforts often fail because they either focus on the results but don’t identify the specific actions to get there, or they spend time and energy on a bunch of actions that are good ideas, but aren’t the vital few.

I like to think of the vital behaviors as the MUST actions vs. the SHOULD or COULD.  For example, if I want to get my body in fighting shape, I need to workout 4 times per week.  If I want to write a book, I need to write and edit daily.  I can do a bunch of other supportive behaviors, but if I don’t do these vital behaviors, I don’t get the results I want.  Vital Behaviors cut to the chase.

Our VB Tracking chart

This is our Vital Behaviours in Sales

We have implemented Vital Behaviours (google sheet) on 29May. Since then, most of us in the team are very focus on doing our daily VB, with the belief that this VB will truly lead us to the desired result soon.

DIVIDE & CONQUER

Entering year 2015, many people forecasted that this could be a challenging year with GST implementation. That just mean many people out in the market have lesser money to spend which also mean buying additional insurance coverage will be last in their priority list.

Being a leader in my team, I have to be the last person to buy in to this belief. Therefore, I have launched a series of strategy to make sure the whole group busy with increasing productivity and have little time to worry about what's going on the in the market.

The one right thing i have done immediately entering year 2015 is to enrol myself in few company training, which ALP-AM is one of those course I have attended. Some of you may ask, why attend training? Let me tell you that, I'm a product of training. I am no genius in sales or leadership, and attending training is one of those things within my control which i can find time to attend for a better me. Through this course, i have, of the very first time knowing what VITAL BEHAVIOUR is all about. This is the one thing i have heard trainers repeatedly mentioned or our AD team promoting in the past 2 years. Anyway, this Vital Behaviour is actually one of the element introduced in Influencer program.

Right after i have attended the class, i reviewed some of the important notes and decided to break up the current manager into individual grouping. Currently, everything that we want to implement in the group, all 3 managers have to brainstorm and reach an understanding before implementation. This method has in the past 2 years slow down the whole decision making process and some of the projects have not been able to introduce to the group members. And by splitting into individual unit to make decision, this will give more free hand for manager to decide or implement what is best for the unit. By doing this, whenever a new idea is shared among managers, even if 1 or 2 of the managers decided not to proceed with their team members, other managers can still proceed to do so with their own unit. There's 2 disadvantages of this strategy, (1) if group A is implementing idea A, and group B not participating, members of group B will definitely feel left out. (2) should there be no leadership of the direct unit manager to do what's best for his/her unit, the unit production will suffer. With all these consequences taking into consideration, I have implemented this split unit with the belief that individual unit will turn out to be just fine.

Sometimes, being a leader, we have to follow our inner voice and follow our hunches.

With this split unit, it's still at the very beginning stage of 3 months. We have already benefited from the implementation indirectly. The one thing i noticed is strong bonding among individual unit has fostered. Agents will have to find a way to work well with their direct manager. Though the result in production has not showcased, but i strongly believe that result too will comes one day.

Till then, if you're still reading this post by now, thanks for being patient with us. We are still a pretty new group, always finding a better way to move forward.