During an in-depth Q&A webinar, KNOT members were invited to ask Chappelle their toughest questions as they relate to his first two presentations: Get Your S.H.I.P. together: the C.R.A.P. that's stopping you from achieving your sales goals and Kick-start your sales: Strategies of top-selling agents. In this case, the question came from a home based travel advisor who was, admittedly, stuck in a sales funk.
Here's what Chappelle had to say about busting out of a slump.
KNOT member-submitted question:
“I’m in a slump and my list feels stagnant. How can I get motivated once again?”
Answer: Get out into the world and make a sale.
There’s no denying it: working in sales can be tough going at times, especially when you work from home.
“If you're sitting at home by yourself and you're looking at a computer screen all day, you don't have a lot of interaction with people,” said Chappelle, who considers himself an extrovert.
The role of a travel advisor is very much a social endeavor and Chappelle pointed out that sometimes being around people is enough to generate a spark of inspiration. “I get energy from people. A couple of times a week I go down to the local coffee shop. I'll sit there and I'll work, assuming I don't have calls or presentations to make, [and] I'll do the stuff that I need to do.”
But ultimately, he concedes, motivation is very personal.
“There are some things that kind of get me going,” Chappelle said. “Music is one. Daily rituals are a good way to get yourself out of a slump, whether it's through meditation or reciting certain mantras.”
He also recommended getting out and interacting with other professional advisors in your community.
“If you're a member of a host agency or consortium, ask them who's in your area. Maybe you can get together to help [motivate] each other.”
At the end of the day, there's just one silver bullet for stagnancy: “The number one way to motivate yourself is to make a sale,” Chappelle said bluntly. “Get up in the morning, go through your rituals and then get on the phone and start calling the prospects on your list. And you're not asking them to buy anything, you're just reconnecting with them. You'll be surprised how many active leads you're going to get from that."
The Bottom Line
Everyone falls into a slump every now and then but earning a sale and reconnecting with the outside world are the two best course corrections a home based travel advisor can make.
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