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Successful Selling

By Rick Grosso, CSP

Inaction… One of the Deadliest Sins in Sales

Someone once said, “those who succeed do; those who don’t succeed think about doing.” This observation is also true in the insurance industry. The number one reason for failure an agent’s failure is not lack of talent, but lack of action. Inaction and procrastination lead to fear and fear leads to the creation of mental blocks. Mental blocks add anxiety to your fears and create even more inaction and procrastination.

It takes courage to act. Eddie Rickenbacker said, “Courage is doing what you’re afraid to do.” When we dare to face the things that scare us, we open the door to freedom. Do what you fear and fear disappears.

What makes some agent’s a success and others a failure? Successful agents act upon their desires and go after their dreams. They are not necessarily people with more talent, but people who have the courage to act. No one can realize their potential unless they try. Taking action increases our visions, our self-esteem and our feeling of self-worth.

Attitude… the Foundation for Selling Success

A behavioral study done by the Harvard School of Business determined that there are four ingredients needed to be a top achiever in sales. Attitude, they found, was 84% of the total formula. It is the magic ingredient… the foundation for success. It’s the same in the insurance industry. As the saying goes, “it’s not the size of the dog in the fight, but the size of the fight in the dog.”

How do we develop “attitude” ? It’s important to remember that attitude is not determined by circumstances, but by how we respond to circumstances. Our minds determine our attitude. Mike Todd once said, “I’ve never been poor, only broke. Being poor is a frame of mind. Being broke is only a temporary situation.”

To build attitude, focus on the positive. Never let thoughts demotivate you. Things only become good or bad in our minds. Control your thoughts and you control your life. As William Shakespeare wrote, “There is nothing good or bad, but thinking makes it so.”

As published in print:
Agent & Broker Solutiions – Published by CPCU Society Vol. 14 No. 1 – April 2001