10 traits of insurance sales super stars

By Lew Nason

Insurance Pro Shop


Have you ever wondered why some people always succeed at whatever they do? Are they smarter than everyone else? Do they have some secret knowledge? Or are they just lucky?

Over the past 40-plus years, my sons and I have studied the practices and factors of super achievers. We have examined their work strategies. During this time, we carefully listened to a lot of audio and read many books about the "secrets to success" from a lot of the great thinkers on this subject: Napoleon Hill, Earl Nightingale, Orison Swett Marden, Charlie "Tremendous" Jones and Forrest Wallace Cato.

We’ve read the biographies of some of the most successful business people in history: J.C. Penney, Andrew Carnegie, Benjamin Franklin, Henry Ford and others. Plus, we’ve gotten to really know many of the most successful people in the insurance industry: Ben Feldman, Mehdi Fakharzadeh, John Savage, Van Mueller and many others.

The 10 traits of insurance sales super stars

We found that all of these successful people have the following 10 traits in common, and you can cultivate each of these traits and make them an integral part of your sales and marketing efforts.

1. Successful people do what unsuccessful people won’t do

Successful people make the decisions that most won’t and don’t. While many people are pleasure junkies and avoid pain and discomfort at all costs, successful people understand the value and benefits of working through the tough stuff that most people avoid.

“The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.”
-Vince Lombardi

2. Successful people believe that if you help enough people to get what they want, you’ll get what you want

Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, "What's in it for me?”

“If you can dream it, then you can achieve it. You will get all you want in life if you help enough other people get what they want.”
-Zig Ziglar

3. Successful people know what they want, and they set goals

Successful people are results-orientated. They have the drive that only comes from setting goals and targets and getting pleasure from achieving them. Successful people live disciplined lives and set their priorities. Unsuccessful people do what feels good at the moment.

“People with goals succeed because they know where they're going.”
-Earl Nightingale
4. Successful people take action

Successful people don’t procrastinate, and they don’t spend their life waiting for the "right time." They are busy, productive and proactive. While most people are lying on the couch, planning, over-thinking, sitting on their hands and generally going around in circles, successful people are out there getting the job done.

“Create a definite plan for carrying out your desire and begin at once — whether you ready or not — to put your plan into action.”
-Napoleon Hill

5. Successful people are not afraid to take risks

Successful people are not afraid to go after what they want when it comes to their goals. They are willing to go after them with no guarantee of success and no guarantee of making huge profits. The goal itself is more important and bigger than the money they’ll make.

“Develop success from failures. Discouragement and failure are two of the surest stepping stones to success.”
-Dale Carnegie

6. Successful people never stop learning

Successful people are life-long learners. They constantly work to educate themselves, either formally (academically), informally (watching, listening, asking, reading, student of life) or experimentally (doing, trying), or all three.

“Your learning process never stops and never stops helping you.”
-Leonardo Da Vinci

7. Successful people have mentors

Successful people align themselves with successful, like-minded people. They understand the importance of being part of a team (mastermind group). They create win-win relationships. Masterminding occurs when two or more individuals get together in the spirit of cooperative harmony to accomplish some goal, activity or result. Almost all of the great accomplishments and miraculous achievements of history were brought about through the power of this principle.

"Analyze the record of any man who has accumulated a great fortune, and many of those who have accumulated modest fortunes, and you will find that they have either consciously or unconsciously employed the 'master mind' principle."
-Napoleon Hill
8. Successful people believe in what they do

Successful people have found a purpose in life. They are internally driven rather than externally driven. They do what they have a burning desire to do, rather than conforming to what others think they should do.

“If you want to be successful, it's just this simple: Know what you are doing; love what you are doing; and believe in what you are doing.”
-Will Rogers

9. Successful people are persistent and patient

Successful people don’t give up when the going gets tough. While the majority of people look for the quickest, easiest way (the shortcut), successful people look for the course of action which will produce the best results over the long term.

“Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated failures. Persistence and determination alone are omnipotent.”
-Calvin Coolidge

10. Successful people are confident

Successful people are confident in their ability. They set higher standards for themselves, which in turn produces a greater commitment, more momentum and a better work ethic … and of course, better results.

"There are powers inside of you that, if you would discover and use, will make of you everything you ever dreamed or imagined you could become." — Orison Swett Marden

You have the choice to be successful or unsuccessful. It’s entirely up to you!

"Positive self-discipline puts you in the driver’s seat. When you rehearse the correct moves and internalize them, you will become a high performance human being."
-Denis Waitley

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