Doing something costs something. Doing nothing costs something. And, quite often, doing nothing costs a lot more!
You know, a man's life is the most precious thing in the world, isn't it? So isn't it odd that a man will insure everything but his life?
If people understood what life insurance does, we wouldn't need salesmen to sell it. People would come knocking on the door. But they don't understand.
Every man has problems that only life insurance can solve. In the young man’s case, the problem is to create cash; for the older man, to conserve it.
Youll have the same problems when I walk out, as you had when I walked in... unless you let me take your problems with me.
Goals aren't enough. You need goals plus deadlines: goals big enough to get excited about and deadline to make you run. One isn't much good without the other, but together they can be tremendous.
The basic purpose of life insurance is to create cash…nothing more or nothing less. Everything else confuses and complicates.
Don't sell life insurance. Sell what life insurance can do.
Life insurance is time. The time a man might not have. If he needs time, he needs life insurance.
Your biggest asset is a positive attitude. That more than anything else determines your earnings.
You haven’t done anything wrong. You just haven’t done anything, and that’s what’s wrong.
I do not sell life insurance. I sell money. I sell dollars for pennies apiece. My dollars cost 3 cents per dollar per year.
The biggest asset you have is your earning capacity, and that depends entirely on your attitude.
The key to a sale in an interview, and the key to an interview is a disturbing question.
Term insurance is temporary, but your problem is permanent.
When you walk out, the money walks in
Most people buy not because they believe, but because the sales person believes.
Work hard. Think big. Listen well.
Your value depends on what you make of yourself. Make the most of yourself for that is all there is of you.
You've got a problem. Part of what you own isn't yours. It belongs to Uncle Sam. May I show you how much belongs to Uncle Sam?
Fundamentals are right down to earth. And one fundamental is: You have to make calls. Nothing happens until you make a call. It’s that fundamental!
No one ever died with too much money.
I rarely use the telephone because he may not want to see me. I have a better chance of seeing the man I want to see if I do go. Besides, switchboard girls and secretaries have become very good. They've learned to take you apart. 'Who? Why? What for? What company?' You don't always get by. I seldom call on the phone. I'd rather go.
I get up in the morning and I put on makeup and then I say somebody else's words in someone else's clothes, and then I go home and watch TV, have a glass of whisky and go to bed. And I'm overcompensated for that. So it's insane to not use that pedestal to try and at least help someone or something that's in need.
Read! Study never stops because publications never stop coming in. It's read and study. And think about what you're studying. Take it apart and put it together. Ask 'why?' And know the answers.
