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I read a new book recently called Secrets to Social Success about how people interact socially and this quote was at the beginning and it sort of stunned me because it is the basis of how I sell annuities.

“The deepest principle in human nature is the craving to be appreciated.” — William James

I have long believed that selling annuities is about knowing and understanding how people feel. Once you know how they feel it is possible to probe deeply into their personal life and their finances. This goes hand in hand with the need to be appreciated. Appreciation is understanding how another person relates to you, themselves and their surroundings.

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How could anything be any simpler! A nice card thanking someone.

Why don’t we all do it? Mostly because we don’t have a system or because it works so well we don’t do it anymore. I send them and it has generated more good will and annuity sales than ever imagined. Plus it is easy and cheap to do. Here are some tips for you”

• Always make it handwritten and in card form

• Never use a postage machine, always a stamp

• Put the stamp on slightly crooked, just a little

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I hate to break bad news to you but if you sell on yield and returns you are nothing more than a bank clerk. Bank clerks don’t earn much and neither will you if you don’t get away from this nonsense.

I am bombarded constantly from sales organizations with the latest ad, greatest product that will make it easy to sell. If I concentrated on that I would be working at the bank.

Nothing wrong with working at the bank except I make more money every 2 weeks than most bank clerks make in a year.

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