Life is full of disappointments and setbacks, but most success stories have one thing in common–perseverance. You can achieve whatever your mind can conceive, but it requires a determination to never quit. It’s as simple as learning your ABCs.

Accept
The sooner you accept that life is difficult, the better off you will be. There were many times in the early years of my career when I found it difficult to make ends meet. I learned very quickly the importance of pinching pennies. I still face “dry spells” when sales seem to be floundering. Our industry has also faced great ridicule in the media, and that can be tough to stomach sometimes. Things can get discouraging, but that is life. Once you accept that truth, you can begin to overcome the adversities you will face.

Believe
People who know me quickly realize that I am very passionate about my work. I am passionate because I believe in what I am doing. I am truly convinced that the fixed indexed annuity is the best investment tool available to the majority of the people who have retired. I take great pleasure in helping people achieve peace of mind regarding their retirement nest egg. If I didn’t truly believe in what I do, I would find it very difficult to continue in my work when things don’t go my way. If you’re going to persevere in your profession and be truly successful at it, you must believe in what you’re doing.

Change
Change is a double-edged sword. Sometimes it is appropriate; at other times, it is not. In his song “The Gambler,” Kenny Rogers made famous the line, “You’ve got to know when to hold ‘em, know when to fold ‘em.” When you change, and under what circumstances, will determine whether you persevere or fail. If you can accept that life is hard but that you believe in what you’re doing, then you must choose not to change what you do when the harsh winds of adversity blow against you. You must sometimes, however, change the way you do things. If what you’re doing isn’t working, why are you still doing it that way? At my company, we regularly change our marketing and sales techniques when it is appropriate to do so. For example, we now set appointments at our seminars rather than waiting until the next day. On the other hand, when NBC’s “Dateline” aired its controversial and biased segment on financial seminars, we did not change.