I once bought a second hand book called ‘Its Getting Easier’by a super insurance salesman John Savage.

He wrote the book in 1983 to pass on the skills, values and knowledge he had gained along the years as he built up his prosperous but small practice of selling life insurance. In one year alone he made $14million dollars in business, so he was pretty good.

I have no idea who he was prior to buying the book.

In the book you will find all kinds of advice such as how to network properly, how to explain terms and communicate, and even stuff like how important breakfast  and making time for your spouse is to your success. He also talks about mental attitude and how it was always important to be positive and keep moving.

He states that ‘Each Negative Thought Is A Down Payment on Failure.’ This is probably one of the most profound ways of illustrating the cumulative effect of negative thinking. If you think that you are going to fail or struggle at what you are doing and you continue without correcting this, you will fail.

But he also explains that if you think negative thoughts about your potential client, if you think that the person is not worth your time, then you will also fail because you have not sought a better way to create a positive impression for yourself, as well as that person.

Furthermore he says this applies not just to clients and business, but to your personal life. If you think your partner is no good, your relationship will falter, if you think your children don’t listen to you, they wont listen to you etc.

In his book he urges everyone to keep an eye out for the positives in their situation and to be in tune to their strengths and the strength in others.