In 1940, Albert E.N. Gray gave an incredible speech to life insurance salesmen at the National Association of Life Underwriters (NALU), in which he spoke on “the common denominator of success.” The common denominator of success is a belief that eliminates chaos, brings order, guides you on what to do, and shows you what to focus on.
In today’s episode, I’m reading Gray’s speech and highlighting some of his biggest gems…which include:
- The secret of success isn’t hard work alone—many people work hard without ever succeeding, and many people succeed without working hard
- Successful people are influenced by the desire for “pleasing results”—while failures are influenced by the desire for “pleasing methods”
- Successful people form the habit of doing things that failures don’t like to do
- Success is “unnatural” and isn’t achieved by following our natural likes and dislikes—nor by being guided by our natural preferences and prejudices
- Supporting your family isn’t a sufficiently strong purpose to make you form the habit of doing things you don’t like to do—because it’s easier to adjust ourselves to the hardships of poor living than it is to adjust ourselves to the hardships to make a better one
Gray says every business person must get good at 4 habits to be successful—prospecting, calling, selling, and working. If you master the first three, the fourth one (working) will take care of itself.
Ask yourself: “How can I embrace the things I don’t like doing, do them with enthusiasm, and make them fun?”
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