Excitement Is Crucial To Sales And Success

by John R. Ingrisano, CLU

When I first started my insurance industry consulting business back in 1985, I couldn’t wait to get down to work each day.  I just about exploded out of bed at 5:30 each morning.  I hit the floor running, and my wife had to remind me to come up for lunch and then dinner.  I fell into bed each night totally exhausted, and I say that in a good way. 

 The result was an awesome business.  I provided ongoing training and marketing programs for pretty much all the major life insurance companies.  I worked hard, and I succeeded because I loved what I did; I loved it with a passion.  Every client always got no less than 110 percent of what it paid for. 

My point:  No, I’m not the sharpest guy in the room, but I am often the one who works the hardest.  (In my last salaried position – working at R & R Newkirk which became Longman, which became Dearborn, which became Kaplan – I made an annoying point of being the first one into the office in the morning.)  I did it because I was excited. 

Here are a few ways to build your enthusiasm, your sales, and your success:

  1. Have a purpose and a vision.  For me, it was never about money, thought I did earn a wondrous living.  In truth, money is a lousy motivator.  I had two purposes:  First, was to protect and provide for my family; my spouse and children were my motivation.  Second, I wanted to help my clients succeed, because I like people; I get a kick out of relationships.  And that leads to the second point.
  2. Care about people, not commissions.  If you are filled with empathy and really want your clients to succeed in their goals and dreams, you will succeed in building a solid clientele.  no, it does not always come naturally.  this is why you may need to take five minutes before an appointment to do some deep thinking, to put yourself in your clients' shoes.  imagine how they must feel to have to put a loved parent in an assisted living facility; how they must feel to watch their youngest child climb on the school bus for first grade that first day of school; how they must worry quietly about paying a big and unexpected expense; and more.
  3. Build knowledge and skills.  The more your know about products and services and presentation skills, the more confident you will be when talking with prospects and clients.  Dedicate a specific number of hours each week to study and personal development.
  4. Have fun.  Enjoy the trip. Whether a prospect says yes or no, walk away knowing you have done your best.
The bottom line:  After decades in this business, I have learned that the ups and downs will level out … and I have had my share of ups and downs.  And, yes, every morning, I still hit the floor running, and my heart and mind are filled with awe and excitement about what the day will bring me and what I can do to share that excitement with others.  Have fun, keep on working, and enjoy the trip.  -- JRI

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John Ingrisano is a former insurance agent, business journalist, sales trainer and “marketeer” who has developed sales programs, newsletters and marketing campaigns for dozens of major insurance and financial services companies over the last 35 years.  He is also a public speaker and author of several books, including “The Back to Basics Book of Selling:  A Guide to a Successful Sales Career” and “The Back to Basics Book of Money: A Couple’s Guide to Financial Peace.”   John can be contacted by phone at (770) 314-2649 or by email at This email address is being protected from spambots. You need JavaScript enabled to view it..  

Copyright © 2016 John R. Ingrisano