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“Ok, so your telling me, let me get this straight,

because I know you and your math, your numbers always seem to be in some fantasy world where everything goes perfect. Bottom line, I’ve got seven weeks to sell 200 policies and I make fifty grand, is that what you’re telling me?” I ask my longtime friend and fellow selling machine of 20 years. That’s what he was telling me, and since 2010 he has been correct and I have been proven wise in taking him up on the offer those many years ago. It all came about on a camping trip. After 20 years in the car business Gary got out and went into insurance and I got out and went into real estate. I liked to be out and about and Gary liked to be able to do all of his business by phone and computer. We sat around the fire and talked about life and our latest gigs. We were about 4 years out of the car business and both doing well. It is not easy to simply walk away from an industry that is all you have ever known. Well, it isn’t easy for most people. It was very easy for us. Not to say that we don’t owe our success to much of what we learned in the car business, but we were glad to get out just for change sake. Sales has more to do with people than it has to do with cars, insurance or real estate. My real estate was taking up 60 hours a week as it was. That was a good thing. Seeds planted and nourished were now being harvested as great relationships and transactions. At the same time, I’m all in for $50,000 in 7 weeks! I got back from the camping trip on Sunday and went online and checked the requirements needed to take my test and receive my license. Monday morning I called to get my test date put on the calendar. I tell the guy I want to set it up to take my test on Friday. He asks, “Have you taken all your classes?” I reply, “No sir, I have not”. He says, “Well you know you have to take the classes before you can...” “Don’t you worry about that” I cut him off, “I’ll be ready for test time.” He put me down for Friday. I could not let time get in between me and taking the first step towards this new adventure. I’d be learning all about insurance from 10 pm to 2 am every night, taking my online classes and stuffing all I could in my brain and rolling the dice on my test taking luck.

Lucky Little