It Takes Courage To Sell Insurance

Courage to Sell?

“Courage is the choice and willingness to confront agony, pain, danger, uncertainty or intimidation. In some traditions, fortitude holds approximately the same meaning” This is according to Wikipedia.

Fortitude is probably the better word for what it takes to be successful in sales . I prefer to use the word courage.

Statistics and studies have shown that call reluctance is the number one “killer” of sales reps. Because when interviewed many  reps say they could not find enough potential individuals to buy. Yet the insurance industry shows statistics that  44% of all Americans own no life insurance. Think about that pool of potential clients.

Call Reluctance/Phone Courage

Call reluctance /phone courage is and always has been the largest enigma in the insurance industry. The issue with call reluctance has and still is an issue that confounds  sales managers and sales reps.

I believe that the answer can be found in “courage”  the courage to face the uncertainty of the rejection that could come from a phone call, the danger of having  your emotions attacked. Every issue in the first paragraph of this article can come in to play when we talk about call reluctance/phone courage.

Below is a great article showing the extreme problem call reluctance  is in the sales industry:

The Answer

Here are three steps you can use to overcome call reluctance/phone courage:

  1. Work on your belief in what you are doing.  You have to believe in something larger than just money to find the courage to do what is difficult.
    • Realize we save individuals financial lives.
    • Think about what you can do for your family.
  2. Develop a system
    •  A specific call time ( same time same day every week)
    • Study the Psychology of selling and understand that 80% of all appointments are secured after the third no.
    • Have a constant sall strategy that you live by.
  3. Don’t give up
    1. Persistence wins over all

Good luck,



When Bad Things Happen

All of us have suffered events in our lives that are painful, sudden and many times financially, emotionally or medically devastating. These events can be legitimately  unfair and not right. The problem is that when these things happen , unfortunately, they are what they are and most times we cannot undue them.

It can take years to overcome the emotional impact when bad things happen and the mental struggle and anger can erode our life and our attitudes to continue on.

I recently watched the movie "The Martian" starring Matt Damon and at the very end of the movie he gave a great piece of advice about moving on when bad things happen. He was speaking to a group of would be astronaut students. Damon asked the question if anyone was worried about being killed in space. He told them they had better be afraid and that anything and everything that could go wrong in space probably would. (sounds like life)!  "What do you do when things go wrong? Do You quit or go on?"  Damon Asked. Stressing that you just have to deal with the problems one at a time from the start. He said "You start with the first problem and the move to the next."

Below are six steps to help move on when bad things happen.

Six Steps When Bad Things Happen

Step 1: Acceptance: This will be the most difficult step. Accepting things that we feel are unfair or unjust is not easy and can take time, sometimes years. Coming to grips with the situation and why it happened is not easy the quicker that we do the sooner we can move on.

Step 2: Build a Plan: What happened is over and now its time to develop a plan to move forward. A strategy to start fresh.
  • Build a new resume if you lost your job and develop a strategy to start marketing yourself. Believe you will find something better.
  • If the problem is medical, get a second opinion, set up a plan of treatment and don't give up.
  • Whatever the situation you need a plan to move forward.
Step 3:  Take Action: A plan is of no good without action. Many times if we allow bad things to take control it can cause us to lay dormant and almost paralyze us from living a full and happy life. Action can help keep our minds off the past.

 Step 4: Be thankful for what you have: There is always something that could be worse....remember that. Being thankful for what you have is cleansing.

Step 5: Strive to have a great attitude: Attitude is probably the single greatest tool the human mind has in overcoming any obstacle that we might face. The stories throughout history are endless of individuals that attribute their attitude to helping them overcome.

Step 6: Believe you can do it:  I understand that these steps are not easy. Moving on when bad things happen is difficult but not impossible. So many times I have shared this and individuals will say " It's easy for you to tell me to do this. It's no you going through this!"  But, yes it has been me, these step I have and do use in my life and they allow me to strive for success and happiness even when bad things happen.


They work for me and they can work for you. Believe!



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Five Ways To Build A Team In A Me Society

Generational differences foster a “ME” society in the workplace

It is obvious to most individuals that are honest with themselves that we live in a “me” society.  We are for the most part, self absorbed and we want what we want when we want it, which is normally, right this moment. We cannot debate the that life expectancy being extended longer every year has resulted in more generations overlapping in the workplace. Boomers, Generation X’ers the Millennials. Leading  a team with such varying beliefs, knowledge and work ethic to say the least can be challenging. Before we can explore the techniques best utilized to build a successful team environment with such generational differences we should look at each group and try to understand what motivates them.

The Differences

The Boomers

  • Born: Between 1956 and 1964
  • Influencers: Civil Rights, Vietnam War, Sexual Revolution, The Cold War and Space Travel
  •  “The American Dream” was promised to them as children and they have chased it. Seen as greedy, materialistic and ambitious.
  • Core Values: Anti War, Anti Government, Equal Rights, Optimism, Personal Growth, Work
  • Work Ethic: Driven, Workaholic 

The Generation X’ers

  •  Born: Between 1965-1980
  • Influencers: Watergate, Energy Crisis, Duel Income Families and Single Parents, Latchkey, Y2K, Increased Divorce Rate
  • Their perceptions are shaped by growing up having to take care of themselves early and watching politicians lie and their parents get laid off. The first generation that will NOT do as well financially as their parents did.
  • Core Values: Balance, Entrepreneurial, Fun, Higher Education, High Expectations, Suspicious of Boomers Values, Techno Literacy
  • Work Ethic: Balance, Work Smarter With Quicker Output

The Millennials

  • Born: Between 1981-2000
  • Influencers: Digital Media, Child Focused World, Terrorist Attacks, AIDS, 9/11, Many Grew Up Children of Divorce
  • Millennials came of age in a period of economic expansion. First generation of children to have schedules.
  • Core Values: Achievement, Civic Duty, Confidence, Diversity FUN!, Global Community, Now!, Extremely Techno Savvy
  • Work Ethic: Ambitious, What’s Next


To see the whole Generational Difference Chart click link:

These distinct Generational Difference have caused each group to establish camps within many organizations with Millennials begrudging Boomers, Boomers complaining about X’ers and so on. This situation becomes compounded when each group feels entitled based on their personal realities of what they deserve. The work place becomes about “ME or I” rather than the team. And to steal an old cliche ” There is no “me” I in team”.

Five Ways To Build A Team In A Me Society

  1. Develop and communicate vision for where  you want to take the team and try to incorporate each generational groups core values into how you will succeed with individuals with different skill sets.
  2. Be open about the generational differences between groups and individuals. Don’t be afraid to have open dialogue about how each individual can benefit  the team because of the diversity.
  3. Encourage interaction between the generations on your team. Use team building exercise were you pair up a Boomer and a Millennial, as an example
  4. Be understanding that you cannot paint everyone with the same brush. It takes many different skill sets and personalities to build a great team.
  5. Keep it personal. Let the individuals know that you understand their motivations and drivers and that they fit into the teams vision.

Here is a post that should give you a laugh

Boomers vs. Millennials @ Work



Olympic Inspiration

Olympic Inspiration

There are so many correlations between life and sport. A wealth of inspiration that can be gleamed from sport stories particularly Olympic Inspiration. The stories and legends that have grown up over the past years since the first modern Olympics held in 1896 are timeless and can help each of us find inspiration in or daily lives.

Comparisons to live and sport are numerous:

  • Struggle
  • Victory
  • Defeat
  • Passion
  • Emotion
  • Perseverance

The list goes on we face both to a greater extent and a lesser extent many of the same experiences that an athlete face preparing for and participating in competition. I have always found great Olympic Inspiration not just in the victories but in the struggles that have engulfed me as I watched since I was a small child. The Olympic Creed says it best.

The Olympic Creed:

“The most important thing in the Olympic Games is not to win but to take part, just as the most important thing in life is not the triumph, but the struggle. The essential thing is not to have conquered, but to have fought well.”


Below are some of my favorite Olympic moments:


You’re Not the Boss of Me – Bottom Up Leadership

Leadership  – You’re Not the Boss of Me!

America needs leadership in all phases of our country from our politicians to our corporations. The problem is  many individuals that are in leadership positions are not equipped with the experience or the people skills to lead. None the less they are put into these roles because they went to the right college or university or they knew the right person. You or I cannot change this paradigm, it is simply the way things and will most likely always be.

So what is the answer to this leadership dilemma? I believe that the answer lies in leadership from the bottom up. Each one of us has the ability to facilitate change in our “world” by taking on a leadership role regardless of our title at the moment. Now, you don’t  have to be the “boss” of anyone. Leadership is not about telling others what to do but rather it is a function of setting and displaying a culture and a standard for the organization you belong to.


What can you do to provide leadership from the bottom up?

  1. Manage your attitude! Attitude can make or break an organization. If you want your “world” to be successful than why would you not want to spread a positive attitude?
  2. Take initiative and don’t wait to be told what to do. Most of the time we understand what we can do to make a positive impact within our company or community. TAKE ACTION!
  3. Reach out to others. There is always someone that can use a helping hand, be it within the company we work with or the community we live in. Don’t worry about “you’re not the boss of me” if someone asks you to do something pitch in and make a difference that’s what leadership is about.
  4. Be proactive to help bring change to your organization that is beneficial.

“You’re not the boss of me.” I’m the boss of me and with that comes the responsibility of giving up vanity for the sake of the organization. We can all make a difference in our community or our company if we put ego to the side and heed the above four steps.

Here is a short video :What Is Leadership”




Five Things Every American Must Know!

Events will unfold in this country that every American must know. To be unprepared for these coming issues could be financially devastating. Every American is aware that these issues exist but few know what to do to prevent them form causing havoc to their financial well being. There is a FINANCIAL TSUNAMI heading towards America and step must be taken by each of us to make sure we are prepared. There are five things every American must know!

Five Things Every American Must Know!


  1. The Social Security System Trust Fund will be bankrupt by 2040!

“The Social Security Board of Trustees today released its annual report on the long-term financial status of the Social Security Trust Funds. The combined asset reserves of the Old-Age and Survivors Insurance, and Disability Insurance (OASDI) Trust Funds are projected to become depleted in 2034, the same as projected last year, with 79 percent of benefits payable at that time. The DI Trust Fund will become depleted in 2023, extended from last year’s estimate of 2016, with 89 percent of benefits still payable”


  1. Taxes will go up!
    1. See for yourself when taxes go up for the wealthy the go up for the middle class.
    2. History will repeat itself.

Five Things Every American Must Know!


3. The stock market will go down!

– Warren Buffet Predicting Upcoming Stock Market Crash?

Five Things Every American Must Know!


4. Hidden fees within your 401K/IRA will destroy you!

a. Watch this short video ….. and try not to cry!!!!


5. We are living much, much longer!

Five Things Every American Must Know!
Americans are living longer!


Based on the first four issues it is vital that we work to make sure that our money lives longer than we do, especially if number five is correct. My prediction is that they are spot on! Americans must face the facts and start planning for the future or they will be sadly mistaken when they reach the golden years and only to find fools gold.


Faith Destroys Failure

Why does faith destroy failure?

What does Faith Destroys Failure mean? You only fail at anything  in life if you give up having hope and  faith.  The one absolute I have discovered in life is that if I always have hope I eventually find what I am searching for and can defeat any challenge I face.

Yes, there will always be loss of loved ones, health issues and set backs as we take life’s journey. Many of these things we cannot understand but with faith we can endure. The grief of the loss of someone can be overcome with faith that there is a greater place then  and that we will see that loved one again. When we allow our faith to be taken we are forced into the black abyss of hopelessness and despair that will eventually destroy our hearts and souls leaving us to go through life in a cloud of darkness and self pity.

My doctor, a wonderful women lost two children at very young ages to a crippling disease. I cannot begin to understand the pain she must suffer daily at that type of loss but this women brings hope and medical healing everyday to her many patients, she is always positive and focuses on others. I must believe she is driven by some form of faith.

So why would someone not choose to allow faith to guide thier lives but instead choose to allow dark despair to take over? This is a question that I truly cannot answer. Although, I myself have suffered lose of loved ones and many physical issues, the faith that helps me push on is something  that is not easily explainable. I have always wanted to believe that there was a reason and a purpose for all that has happened in my life. I believe it is simply a choice I have made internally, to believe, and everyone is capable of making that same choice if they desire.

How to find faith

  1. Have belief in yourself – it is as simple as making a decision that your life has meaning, even when you are suffering. We can all believe something good will happen! We can also belief something bad will happen! Which do you choose?
  2. Don’t be afraid to change – one of my favorite sayings is “No Change – No Change”.   If you are a negative person – CHANGE – it is as easy as deciding and having faith you can. If you hate your job find a new one. Look for that job and choose to believe you will find it.
  3. Never give up on yourself or the universe – giving up is the easiest thing in life but persevering and choosing to believe in yourself takes courage.

Manafesting faith and hope into reality has no timetable! It can take a day , a week, a month or years. But if you want something to change and it takes five years, than those five years will go by wheather or not you choose to have faith your dreams will be a reality. Would you not rather go those five years with the joy of faith that you will get there. If you do then you cannot fail. Failure only comes from losing faith.


Tony Robbin explains in the following video Changing Your Mindset Can Change Your Life


Faith like success is a choice ……CHOOSE FAITH!