Your Attitude Determines Your Altitude: Positive Mindset for Insurance Sales Success
Are you waking up every morning ready to CRUSH your goals, or are you dragging yourself to your desk, dreading the next “no”?
Be honest with yourself.
When you look at your production numbers for the last quarter, do they reflect a professional who is soaring, or someone who is stuck in the mud of “the economy,” “bad leads,” or “uninterested prospects”?
LISTEN UP: The difference between the elite top 1% of producers and the 99% who are just getting by isn’t their territory. It’s not their product list. And it certainly isn’t their luck.
It is their ATTITUDE.
Your attitude is the “internal weather” that dictates your external results. If your internal weather is a constant storm of doubt and negativity, don’t be surprised when your bank account looks like a disaster zone. But if you can master your mindset, you can, and will, reach heights you never thought possible.
The Truth About the “Sales Slump”
Most agents think a sales slump is something that happens to them. They blame the Fed. They blame the rising cost of living. They blame the insurance companies for changing their commissions.
STOP MAKING EXCUSES.
A slump isn’t a market condition; it’s a state of mind. When you allow external factors to dictate your internal state, you have already lost. You have surrendered your power to things you cannot control.
As Tony Robbins famously teaches, success is 80% psychology and only 20% mechanics. You can have the best appointment-setting scripts in the world, but if you deliver them with a “hope-this-works-but-it-probably-won’t” attitude, the prospect will smell your desperation from a mile away.
The Lew Nason Formula: Selling in ANY Economy
My father, Lew Nason, has seen it all. Through decades of market crashes, interest rate hikes, and global shifts, he has maintained a singular focus that has helped thousands of agents find their footing.
He often says:
“Learn how to sell in a bad economy, so you can sell in any economy.”
Think about that for a second. If you only know how to sell when everything is easy, you aren’t a professional, you’re an order-taker. Real pros develop the mental toughness to find opportunities where others see only obstacles.
When the economy gets “bad,” people don’t stop having financial concerns. In fact, their concerns get bigger. They are worried about their retirement, their family’s security, and their legacy.
Lew points out the reality of today’s market:
“Nothing has changed in the insurance industry. People still have the same financial concerns. The only difference is they are more skeptical today and are looking for real help, instead of a pushy salesperson.”
If your attitude is one of service and “real help,” you will never go hungry. If your attitude is “I need to make a sale to pay my bills,” you will struggle. WHICH ONE ARE YOU?
The Common Denominator of Success
Why do some agents consistently close 90% of their appointments while others can’t even get a prospect to stay on the phone?
It comes down to a concept shared by Albert E. N. Gray in his legendary speech, “The Common Denominator of Success.” He discovered that the secret of every person who has ever been successful lies in one simple fact:
Successful people have formed the habit of doing things that failures don’t like to do.
Do you like cold calling? Probably not. Do you like asking for referrals? Maybe it makes you uncomfortable. Do you like studying marketing strategies for hours when you could be watching TV? Of course not!
But the elite agent does them anyway. Why? Because their positive attitude is focused on the result, not the task. They are driven by their “why”, helping middle-income families find financial freedom, rather than their temporary comfort.
Your Biggest Asset (It’s Not Your License)
You might think your biggest asset is your book of business or your specialized knowledge of IULs or Whole Life products. You’re wrong.
The legendary Ben Feldman, one of the greatest life insurance salesmen to ever live, put it bluntly:
“The biggest asset you have is your earning capacity, and that depends entirely on your attitude.”
Your earning capacity is your ability to go out into the world and create value. If you have a broken attitude, your earning capacity is zero, no matter how many licenses you hold.
Brian Tracy echoes this, stating that your attitude is the most important quality for success. It’s the “multiplier” of your skills.
- Skill Level 10 x Negative Attitude (-1) = -10 (Failure)
- Skill Level 5 x Positive Attitude (+10) = 50 (Success)
You can literally think your way into a higher tax bracket by simply deciding that every rejection is just a stepping stone and every “no” is one step closer to a “yes.”
The Mediocrity Trap: Are You Studying Your Craft?
Most agents get their license, learn a few product pitches, and then stop growing. They wonder why their income plateaus. They blame the common insurance sales mistakes on everyone but themselves.
Here is a wake-up call from Lew Nason that you need to print out and tape to your monitor:
“No Matter How Busy You May Think You Are… You Must Find Time To Continually Study Your Craft… Or You Will Surrender Yourself To Mediocrity!”
A positive attitude isn’t just about smiling and being “happy.” It’s about a growth mindset. It’s about the humble realization that you don’t know everything and the burning desire to become the best version of yourself.
Are you spending at least 30 minutes a day studying the art of the fact-find? Are you practicing your closing scripts? Or are you “too busy” being broke?
How to Shift Your State INSTANTLY
If you find yourself sliding into a negative headspace, you need to use what Tony Robbins calls State Management.
- Change Your Physiology: Stand up. Move. Breathe differently. You cannot feel depressed if you are standing tall with your chest out and a power-smile on your face. Try it. It’s science.
- Change Your Focus: Stop asking “Why is this happening to me?” and start asking “How can I use this to help my next client?”
- Change Your Language: Stop saying “I have to make calls” and start saying “I GET to help people protect their families today.”
Stop Surrendering to Mediocrity!
The world doesn’t need another “pushy salesperson.” The world is desperate for Trusted Advisors.
People are skeptical. They are worried. They are looking for a leader. If you don’t have the positive, confident attitude of a leader, they will not follow your advice. They will not buy your products. And they will not refer their friends to you.
Are you ready to stop making excuses and start making an impact?
Your altitude is waiting. But you have to choose the attitude that will get you there.
Join a Community of Elite Producers
You don’t have to do this alone. In fact, trying to maintain a positive mindset while surrounded by “energy vampires” and “naysayers” in a traditional agency is nearly impossible.
At Insurance Pro Shop, we have spent over 40 years helping average agents become ELITE advisors. We don’t just give you the tools; we give you the community and the coaching to keep your head in the game.
Take the next step in your journey:
- Get our 101 Life Insurance Marketing Tips to start filling your calendar today.
- Check out our Motivation & Sales Quotes for your daily dose of mental fuel.
- Join the Insurance Marketing and Sales Resource Center™ and surround yourself with like-minded, positive professionals who are actually doing the work.
Your success is a choice. What are you choosing today?
Are You Asking Your Clients Enough Insurance Sales Questions? Only $39.95
By Coach Jeremy Nason, RFC®
One of the recurring topics we write about each week… and talk about daily is asking your insurance prospects the right probing questions. And then ask your insurance prospects enough sales questions! That is because asking your prospects the right probing questions is one of, if not the biggest key to your success in selling insurance. Accordingly, agents have asked us for a complete list of probing sales questions to use with their insurance prospects! As a result, we have compiled a list of all of our favorite insurance sales questions. And we put them all into our limited edition e-book… Are You Asking Enough Insurance Sales Questions? In this 24-page guide, you will find our goldmine of probing questions you should ask your prospects to set appointments and close insurance sales. More Details! Immediate Download… Order Now!
A huge key to finding and attracting exclusive leads, setting better appointments, closing sales, increasing your income, and successfully selling life insurance annuities and your services is and always will be getting the agent training to ask enough of the right sales questions!
“The key to a life insurance sale is an interview, and the key to an interview is a disturbing question.”
Learn How To Help People Find The Money? So You Can Set Appointments, Close Sales, And Make Big Money Selling Life Insurance Like Ben Feldman?
Middle American Family’s Guide To – Living Debt-Free And Truly Wealthy!
By Lew Nason, LUTCF, CTA, RFC® Retired, And Jeremy Nason RFC®
We urge you to take the time to read our 20-chapter book… Middle American Family Guide To Living Debt-Free And Truly Wealthy! Because we give you complete strategies… To help middle-income families find the money to spend, save, invest, insure, and plan wisely for a secure future! So you can help them “Live Debt-free and Truly Wealthy”! As a result, you will understand our philosophies and techniques by the end of the book. Finally, you will know how you can make a real difference… Helping your family, friends, clients, and neighbors to get rid of their debt. So they can save for retirement. So that they will have a secure financial future! Book Outline – Get A Digital Copy of Our 20 Chapter Book! Only $18.97, Immediate Download, ORDER Now!
Important Question… Are you in this insurance business to make sales? Or are you interested in helping families? Who do you think insurance prospects want to see? Do they want to meet with an insurance salesperson – or a Trusted Advisor who does their best to help them? When will you decide to make a real difference in people’s lives? The more personal insurance agent training, coaching, and sales support you get to learn how to successfully help families find the money… for a secure financial future. Then the more you will learn how to help yourself and your family! Nothing will change until you decide to take action to make it change!
