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Study... any and everything you're interested in. Until you're friends/family call you an insurance nerd you aren't studying enough.
Give up your social life. I built my ind. health book like I've built every book I have. I walk/talk to everyone. Back then I walked into every business "introducing" who I am and what I do. All day... every day. First call at a business can be as early as 7am and as last call as late as 7/8pm.
Activity = results. If you have the right attitude, commit the right activities, you can't help but succeed. It's impossible. If a person wants to succeed in this business they will.
Now you went and did it Gordon. You just told everyone what we have been trying to keep quiet about for all these years, the "secret" to our success.
For all those who are looking for the "secret to being successful" selling insurance, Gordon has just "let it out of the bag" and he didn't even say he would have to shoot people who read it.