| Everyone knows the importance of having a | | | | families. Thursday, John's car broke down on |
| positive attitude, especially in the health | | | | the way to their appointments. So they had to |
| insurance industry. Even negative people say | | | | call Sam's wife to pick them up and use his |
| that they have a positive attitude. | | | | car the rest of the day. John had over |
| | | | $20,000 in AV that week. He never once let |
| All agents have seen it one time or another. | | | | the elements get in his way. He was |
| They are at a meeting, and in the hallway | | | | constantly thinking of positive solutions to |
| during one of those five minute breaks they | | | | every situation. It was John's best week to |
| notice a woman on the telephone. In fact, | | | | date. |
| she's on the phone on every break. Finally | | | | |
| one agent says, "calling your husband, huh?" | | | | So, where does attitude insurance come from? |
| to which she quickly responds, "No! Setting | | | | Attitude insurance comes from the same place |
| appointments." She's obviously protecting or | | | | things like honor, discipline and integrity |
| insuring her 'good attitude'. She's making | | | | come from...inner self. An agent's friends |
| sure that the outside influence of a meeting | | | | and co-workers surely help but for him to |
| will not affect her production goals or her | | | | truly have the good attitude, he will have to |
| 'good attitude'. | | | | be the one to get it and protect it. The |
| | | | agent is the only one who can give himself an |
| Or, what about the guy who's sitting at a | | | | Attitude Insurance Policy. |
| table by himself at the Monday morning | | | | |
| 'turn-in' meeting. He's busy wrestling with a | | | | The really great news is that there is no |
| pile of papers and hasn't said a word to | | | | cost associated with obtaining this policy. |
| anyone. Someone goes up to him and says | | | | Not in terms of money anyway. The cost is the |
| something about the monsoons or scorching | | | | agent's action and their discipline. Agents |
| heat or earthquake in China last week and he | | | | must discipline themselves to take action |
| barely acknowledges their presence. "All | | | | against all those outside forces that |
| those papers must be apps", he mutters to the | | | | adversely affect their good attitude. |
| group in the hall. | | | | |
| | | | By not protecting his attitude, an agent's |
| An example of Attitude Insurance: | | | | focus and ability to perform sound reasoning |
| | | | will be destroyed. Failure to protect a good |
| Sam, a new agent, rode with John, a seasoned | | | | attitude will certainly feed a bad attitude. |
| pro, for a week. Monday, John finished | | | | |
| setting up his week. He already had about | | | | If an agent wants to make $4,000 a week |
| eight appointments and added another 7 or 8. | | | | selling insurance, he can. But if he sets a |
| It didn't look too difficult, people just | | | | goal to make $4,000 a week and doesn't do his |
| seem to like him. On Tuesday, things started | | | | due diligence to gain the proper knowledge |
| going bad. The first appointment wasn't there | | | | and discipline, it won't happen. And what do |
| so they just introduced themselves to a few | | | | happens next? Well, believe it or not, this |
| other businesses. The next person didn't | | | | person is now looking for ways to cancel |
| qualify medically, but they did sell the NBA | | | | their Attitude Insurance Policy. They |
| membership and a critical illness policy. | | | | actually seek out other unsuccessful people |
| Wednesday they encountered severed | | | | to confirm their lack of success is justified |
| thunderstorms. Their first appointment was | | | | --- again, from another unsuccessful person. |
| the owner of a tow trucking company and was a | | | | |
| no-show. They went next door to a beauty shop | | | | Dropping attitude protection, even for a |
| and found five beauticians and a receptionist | | | | moment, can cost hundreds or even thousands |
| looking very bored because all their | | | | of dollars. Ironically, highly successful |
| customers had canceled due to the weather. | | | | people who encounter great challenges have |
| They took to them immediately, offering | | | | those really huge Attitude Insurance |
| coffee and a place to dry off. During the | | | | Policies. |
| three hours before their next appointment, | | | | |
| they wrote up every one of those ladies. | | | | Dan Roberts is the VP Sales and Marketing for |
| | | | Insurance of America Agency, Inc. A marketing |
| Still raining something awful, they went to | | | | leader in the insurance industry, Dan has |
| their next appointment. It was a mechanic | | | | worked in operations and sales and marketing |
| shop on the other side of town. The rain was | | | | at some of the nation's largest insurance |
| blowing completely horizontal with no signs | | | | marketing organizations. He is the recipient |
| of letting up, so they made a mad dash for | | | | of over 85 industry awards including a |
| the door. The ground was so soft that Sam | | | | coveted 'Million Dollar' gold ring from the |
| lost one of his brand new shoes in the mud. | | | | agency's founder. Insurance of America |
| The owner and one employee helped them in and | | | | specializes in both operational and sales and |
| long story short, was so impressed with | | | | marketing support for those individuals |
| John's presentation that he quickly called | | | | wishing to build their own successful |
| his brother over. They ended up selling 3 | | | | insurance business or marketing organization. |