I grew up going to church on Sunday morning, Sunday evening and Wednesday evening. I went to a Christian college where in addition to Sunday and Wednesday services there was a formal chapel service, with a preacher, on Monday, Wednesday, Thursday and Friday. Perhaps it is the number of motivational “sermons” I listened to but motivational speakers, cliché’s and proverbs do not motivate me. In my opinion, if you already have the ambition required to be successful, you do not need someone else to pump you up. If you do not already have the inner drive to succeed, there is nothing that anyone can say or do to instill it within you.
Facts and knowledge motivates me. When I learn something new I am motivated to see if and how I can use it to make myself more successful. Knowledge excites me. In my opinion, emotions are highly overrated. In that I am similar to Mr. Spock and Data from Star Trek and the crime fighting scientist, Bones.
My wife thinks I am heartless, my son calls me stubborn and my friends call me analytical. At least that is what they call me to my face. Heaven only knows what they call me when I am not around.
I’m truly sorry that my mind works differently. I do recognize that the majority of people are not like me. I am not now, nor have I ever been, comfortable in social situations. The fact that I have lasted as long as I have as an insurance agent is testament to the fact that one does not have to be the stereotype gregarious person to be successful in sales. The “gift of gab” is a myth.
The majority of people cater to their emotions. Many of them find value in motivational speakers and get “pumped up” by cliché’s and proverbs. Out of respect for them I want to offer my analytical “take” to 5 motivational quotes.
“When life kicks you, let it kick your forward”
“You miss 100% of the shots you don’t take” -Wayne Gretzky
“Small victories lead to large victories”
“Whether you think you can or you think you can’t, either way, you’re right.”
“If you are going through Hell, keep going.” –Winston Churchill
I realize that I am in the minority. When I hear “trite truisms” like these and others, I hear, “blah, blah, blah, don’t quit, blah, blah.”
The bottom line is that your career in insurance is going to have both high and low points. In my opinion, there are two skills you must develop if you are an introvert, if you wish to be successful as an insurance agent.
Emotional Self Control One key to success is not to allow your emotions to get too high during the good times or too low during the bad times. I’ve seen agents attempt to ride a large commission for months at a time. If you successfully close a particularly tough case you are allowed to celebrate but realize that by closing that sale you have reduced the number of prospects you have. Don’t allow your celebration to prevent you from keeping that prospect funnel full.
Analysis Like the pitcher who just gave up a home run, and then has to get the next hitter out, you have to have a short memory of failures. Keep them in mind long enough to figure out what you did wrong, correct it and then forget about the incident, as much as possible.
In other words, don’t buy a yacht just because you closed a big sale but don’t resign just because you are feeling depressed. Learn to keep your emotions balanced.