{"id":52014,"date":"2020-09-07T14:04:53","date_gmt":"2020-09-07T04:04:53","guid":{"rendered":"https:\/\/riskinfo.com.au\/news\/?p=52014"},"modified":"2020-09-11T09:10:19","modified_gmt":"2020-09-10T23:10:19","slug":"exploiting-potential-top-sellers-secret-to-success","status":"publish","type":"post","link":"https:\/\/riskinfo.com.au\/news\/2020\/09\/07\/exploiting-potential-top-sellers-secret-to-success\/","title":{"rendered":"Exploiting Potential \u2013 Top Seller\u2019s Secret to Success"},"content":{"rendered":"

Sol Hicks<\/a> started his career as a financial adviser five decades ago, and told viewers of MDRT\u2019s 2020 Global Conference<\/a> that his first manager thought he wouldn\u2019t cut it in the industry.<\/p>\n

\u201cHe was certain I would fail, and told me so,\u201d said Hicks, who went on to become Rookie of the Year.<\/p>\n

Years later he hit a slump and was told by his then manager that his career was over \u2013 not long after he won the first of his many industry \u2018number one\u2019 trophies.<\/p>\n

\u201cIf I have learned anything in my 50 years selling insurance, it is this: potential \u2014 our capacity to live into and out of our personal power, our potency \u2014 is not a thing we should ever allow others to define for us.<\/p>\n

\"\"<\/a>
Sol Hicks … potential is about what\u2019s inside us…<\/em><\/figcaption><\/figure>\n

\u201cPotential is not about the life that\u2019s ahead of us, the resources that are around us, or the accomplishments that are behind us. Potential is about what\u2019s inside us.\u201d<\/p>\n

Hicks, the CEO of Ohio-based Hicks Global Enterprises, is the author of three books, Wise Guys Finish First; The Secret Life of a #1 Salesman<\/em>; and Making Disciples<\/em>. He says his toughest \u2018sale\u2019 was getting engaged to the woman who would become his wife of 55 years. He asked her to marry him 86 times before she said \u2018yes\u2019.<\/p>\n

\u201cI consider Carol my first successful sale, and the toughest one. I\u2019m not intimidated by a \u2018no\u2019, said Hicks.<\/p>\n

The question Hicks is asked most often is how he has maintained his career for so long.<\/p>\n

\u201cPotential is power,\u201d he said. \u201cAnd power works as long as you do. It doesn\u2019t run out as long as you don\u2019t give up.\u201d<\/p>\n

His three core principals are:<\/p>\n

    \n
  • Embrace the things that never change<\/li>\n
  • Evolve when things do change<\/li>\n
  • Always excel at what sets you apart<\/li>\n<\/ul>\n

    Hicks says that while much has changed during his career, people haven\u2019t.<\/p>\n

    \u201cPeople don\u2019t change much,\u201d he says. \u201cMothers still love their children today as much as they did when there was no Nintendo to give them for Christmas. Parents still have to save to send their kids to college. Dollars still have to stretch into retirement.<\/p>\n

    \u201cWhat we offer, and have always offered, is a bridge over troubled financial waters. Families want to feel secure. That will never change. If we want to last in this business, we can\u2019t forget that. Prospects are people first, last and always.<\/p>\n

    \u00a0\u00a0\u00a0 … prospects are people first, last and always\u2026<\/em><\/p><\/blockquote>\n

    \u201cWhen we see them mainly as a way to make ourselves richer, we forfeit their faith in us.\u201d<\/p>\n

    Evolve when things change<\/strong><\/p>\n

    Hicks told his online audience that when he started in the business, conversations about insurance happened between him and the person interested in buying a product.<\/p>\n

    \u201cI was the expert, the guide, the enlightener. I was the path to understanding,\u201d he says. \u201cToday, everything there is to know about a product, including how to buy it, is just a mouse click away.<\/p>\n

    \u201cWe share our prospects with Google. The moment they make their curiosity known online, our leads are being led by targeted ads and curated articles before we ever have a chance to say \u2018hello\u2019.<\/p>\n

    \u201cToday it\u2019s up to us to educate our clients. Education is easier now than it was when I started because information is so available.\u201d<\/p>\n

    Pointing to the 2008 GFC he says people had instant access to every bit of news about the recession.<\/p>\n

    \u00a0\u00a0\u00a0 … today it\u2019s up to us to educate our clients \u2026<\/em><\/p><\/blockquote>\n

    \u201cBut I did not lose my clients the way some others did,\u201d he says. \u201cInstead of telling them to ignore it or wait out what was happening, I used what the internet provided to teach them how to create wealth while others were watching theirs slip through their fingers,\u201d he said.<\/p>\n

    \u201cToday, information can be a source of comfort or fear, depending on our ability and willingness to talk to our clients and teach them everything we know.\u201d<\/p>\n

    Hicks Global Enterprises<\/strong><\/p>\n

    Hicks concedes his career has not been not easy, having worked through slumps, and been ready to quit the industry at least once.<\/p>\n

    \u201cI have failed more times than I\u2019d like to admit and heard \u2018no\u2019 more times than I can count,\u201d he says.<\/p>\n

    \u201cBut I have learned that failure is not fatal, and \u2018no\u2019 is almost never personal. It\u2019s usually an opportunity wrapped in an objection, waiting for somebody who sees, understands and appreciates the person who is hesitating.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

    Sol Hicks started his career as a financial adviser five decades ago, and told viewers of MDRT\u2019s 2020 Global Conference that his first manager thought he wouldn\u2019t cut it in the industry. \u201cHe was certain I would fail, and told me so,\u201d said Hicks, who went on to become Rookie of the Year. Years later […]<\/p>\n","protected":false},"author":24,"featured_media":51502,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[4495],"tags":[],"class_list":["post-52014","post","type-post","status-publish","format-standard","has-post-thumbnail","category-mdrt"],"_links":{"self":[{"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/posts\/52014","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/users\/24"}],"replies":[{"embeddable":true,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/comments?post=52014"}],"version-history":[{"count":0,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/posts\/52014\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/media\/51502"}],"wp:attachment":[{"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/media?parent=52014"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/categories?post=52014"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/tags?post=52014"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}