How To Make A Million Dollars Selling Life Insurance by Jesse Garcia

Author:Jesse Garcia
Language: eng
Format: epub
Published: 2012-12-20T00:00:00+00:00

Now, armed with the information you need, open your book and make the presentation; ask them how much coverage they want and make the sale.

People don’t care

how much you

know, until they

know how much

you care.

–Unknown

“When faced with a mountain,

I will not quit!

I will keep striving until I climb over,

find a pass through,

tunnel underneath,

or simply turn the mountain into a

gold mine with God’s help”

–Schuller

Chapter Seven

The Winning Attitude

Webster’s Dictionary defines attitude (at’-i-tood) as: “a position of the body or mind of carrying oneself. A state of feeling or mind about a person or a situation.”

A healthy, positive, winning attitude is your single most important asset in the sale of insurance (Period)! Without it, failure will result. An agent might as well get a job at some fast food restaurant. There is no place in the life of an insurance agent for a negative attitude. Nothing will kill an insurance agent’s career quicker than a “negative attitude.”

The main distinguishing characteristic of any successful insurance agent is his or her positive mental attitude. It is your attitude that will determine your ALTITUDE. That means your attitude, if positive, will determine how high you go in position and your annual income.

A healthy positive mental attitude will also reveal your APTITUDE. That means your natural abilities and talents, your quickness to understand and learn the principles of success.

In all my years of dealing with people in the sales world, I have known people who were sharp, intelligent, sharp dressers and educated...but...their attitudes were horrible. It makes no difference how well educated or how attractive or gifted an agent may be. If the prospects sense or actually see a negative attitude, they will turn the agent away. A negative attitude drives good prospects away.

On the other hand, a winning attitude attracts people to you. A healthy, positive, encouraging mental attitude will bring out the best in you. People can see it in your walk, your talk and they can hear it in your voice as well as seeing it inyour smile. People like to do business with a person who has a positive mental attitude, “P.M.A.” So, how’s your P.M.A.?

If you start your day with a nasty negative attitude, by all means change your attitude before you go see your clients. Don’t allow a negative situation to turn your attitude downward.

One who has a positive mental attitude also has the ability and talents to deal with negative situations. He won’t let a negative (or bad news) situation bring him down. He is not moved by negative circumstances. A positive, winning individual is stable and firm as a rock. He’s not the kind that is UP one day and DOWN the next. He is stable and trustworthy. That’s why people like to do business with a person like this. Don’t you?

Friend, you can make a fortune in the life insurance business, but NOT with a negative attitude. You can make excuses, or you can choose to make a fortune, but you can’t do both.

If you have been in sales for any length of time you know and understand the value of having a positive winning attitude.

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