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How this little lion gets his share.

Not all lions are the same.

The animal kingdom gives us lessons for selling. Prospecting even has its animal world equivalent. The antlion is an interesting little insect. They are found all over the world and few people pay much attention to them. When I was a kid, my grandmother had an old tin-covered garage. Very soft and almost powdery dirt served as the floor. It was a little musty even though it didn't have a door. Spider webs covered the large one-foot diameter corner poles that held up the roof and cross beams. Small craters covered the ground. They were maybe two or four inches across. When I first saw them, 1 was curious as to what caused them. They didn't look like rain runoff or droplet craters. They looked like upside-down cones.

As I studied them while lying on the ground, I noticed an ant walk by one of the craters. When the ant stepped inside the crater, the loose sand gave way under his feet and he fell an inch into the crater. Then the action began. At the bottom of the crater hiding just below the surface, was the larvae of the insect. The antlion kicked dirt out of the cave further loosening the dirt under the ant's feet. As the antlion kicked more dirt out of the bottom, the ant slid further into the pit until the antlion grabbed his prey for a meal.

There are several lessons here. First: Patience. A prospector must have patience. Not all of your efforts pay off right away and most don't pay off at all. The antlion built his trap and waited patiently.

Second: Action. When the opportunity arrives, you must be skilled at turning that opportunity into an appointment. The antlion started kicking, and he didn't knock the ant out of the pit. The dirt flew over the ant. The antlion was a very skilled dirt kicker. He got that skill by kicking a lot of dirt.

In a perfect world, everyone we talk to would want to do business with us. Since we don't live in a world like that, we must be patient and work. The combination of those two factors set us up for the all important third factor: Chance. I have read many authors on financial success. Not a single book referred to the element of chance. Some call it luck. Luck or chance comes about for anyone who is prepared to take advantage of it. The antlion prepares his pit. His skills place him in the right place with an effective mechanism for success and by chance an ant walks into the path. So few agents are prepared. Even fewer are willing to put effort into the preparation.

Someone said that success is the progressive realization of a worthwhile dream or goal. Goals must have serious consistent effort. Even the smallest ones like, how many people will I meet today?

Kim L. Magdalein is a producer and owner of He entered the industry in 1985, and went into private practice in 2001 serving the Jacksonville, Fla., retirement community. He has personally presented hundreds of seminars and created a thriving practice. He created Present Your Practice in 2004 to serve producers with seminar productions and methods for optimizing seminar attendance with qualified prospects. He can be reached at (800)909-9894.
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Author:Magdalein, Kim
Publication:Life Insurance Selling
Date:Nov 1, 2010
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