Bob W. of Milwaukee, Wisconsin, had been in insurance sales for nearly twenty years. When J.R. (his manager) invited him to participate in a CAPS™ Training Workshop, Bob said, "NO!" He “didn’t need to take any time… sitting with a bunch of Rookies”, to listen to stuff he already knew and used every day. It was true, Bob was still using the same methods he had learned twenty years ago, but when J.R. insisted, Bob agreed to attend. As we were going in to the seminar, J.R. whispered, “If you can help Bob, it will be a miracle”.
Home Office records showed that Bob had never earned more than 79,000 points, and he had no increase in income in the last eight years, but in the first year after learning the CAPS™ Skills, he earned more than 240,000 points, and the next year he earned 237,000 points. No, it wasn’t a miracle. Bob discovered his true potential and earned three times as much with no more effort, in the same territory, among the same prospects and with the same assortment of products he had been working with for twenty years.
Maybe that was his real production ceiling. In any case, Bob was never outside of the Top Club in his company after that. You should have seen the smile on his face. He was grinning from ear to ear, all the way to the Leaders Club conventions every year after that. He liked himself better and his clients did too. That means everyone gains by using better Communication Skills.
Home Office records showed that Bob had never earned more than 79,000 points, and he had no increase in income in the last eight years, but in the first year after learning the CAPS™ Skills, he earned more than 240,000 points, and the next year he earned 237,000 points. No, it wasn’t a miracle. Bob discovered his true potential and earned three times as much with no more effort, in the same territory, among the same prospects and with the same assortment of products he had been working with for twenty years.
Maybe that was his real production ceiling. In any case, Bob was never outside of the Top Club in his company after that. You should have seen the smile on his face. He was grinning from ear to ear, all the way to the Leaders Club conventions every year after that. He liked himself better and his clients did too. That means everyone gains by using better Communication Skills.
