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