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Passion: You Just Gotta Have It

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“Work ethic is giving great effort to complete a task. Passion is giving great energy to achieve an outcome.”

I received the above quote in an email from author and expert in human motivation, Simon Sinek, and it struck a chord with me. One of the greatest differences I have seen between a top producer and a struggling producer is passion. If you lack passion about what you do, about the services you offer, about the products you use to solve problems or about the industry you work in, then you will struggle to inspire action in your prospects. If you do not believe in what you do, your prospects won’t either.

Having passion about what you do and truly believing in the value you provide will convey to a prospect that you love what you do. Be excited, not eager; be patient, not rushed; be genuine, not phony. And actively listen to your prospect—don’t simply wait with bated breath for your next opportunity to talk.

This will differentiate you from the competition, instilling in your prospect trust and confidence. Set yourself apart. Be passionate about what you do. If you do not love it, learn to love it. If you are not passionate about annuities, learn to be passionate. Annuities are awesome! You need to believe this. Life insurance is incredible! You need to believe this, too.

Find your passion and share it with every prospect you meet. I guarantee it will make a huge difference in your sales success.

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Kelly Kendall, a business consultant with Asset Marketing Systems, has more than 14 years of experience in sales and management in the technology and financial services industries. For more information, go to


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