You start acting like you deserve it. Hold on, let me explain.

Yesterday was my favorite, recently displaced family Italian baking tradition. Today, I think we’re in for a visit from the in-laws.

Maybe the better word is entitled.

You think because this thing happened you should automatically get the business.

Forgot about doing anything to actually deserve it.

Instead, you start doing dumb things to make sure you never get it.

You know, things that start with “I’m not doing that because they’re not a… “

I’m not going to finish that sentence because we all don’t need to stain our eyes with that ugliness first thing on a Sunday morning.

That’s game over right there.

Instead of getting closer to the sale you think you should have, you’re pushing it further and further away every chance you get.


I mean, have you seen the view from the high road?

It’s pretty spectacular.

You do the thing because it’s the right.

You do the thing because who care?

You do the thing because, abundance.

You don’t need THAT sale.

There’s five more just like it somewhere else.

You’re just too busy looking at it because you think it should be yours.

Listen, this is not a bad ABC Family movie (is that still even a channel anymore?)

Maybe you’ve kicked the tires on this sale before.

Maybe you’ve been run around by it a few times.

That’s alright, take a deep breath.

I can understand if you don’t want to watch that movie again.

You don’t have to.

I guess if it’s an account you think you should have, why wouldn’t you want to be around it as much as possible?

If you really start to think about it, where do you get off thinking it should be yours in the first place?

I know it’s a relationship business, but that’s exactly why that account didn’t come running to you on day one.

A relationship.

Just because that thing happened doesn’t mean that relationship is going away.

Would you want them to treat your relationship like that?

Maybe it doesn’t happen the first year.

Or the second.

Or even the third.

It shouldn’t matter.

Because your long game is unbeatable.

Remember, abundance.

It’s amazing what happens when you become the most helpful person that expects nothing in return.

Things actually start happening faster.
Because when you help someone get where they want to go, they usually want to return the favor.

But most of the time you didn’t go anywhere because you thought the favor should have already been returned.

That’s kinda awkward.

Because that thing we originally talked about happening didn’t involve them going anywhere.

You just happened to find yourself in closer proximity to them.

The sale was never even yours to lose in the first place.

See you out there and enjoy your Sunday.


P.S. Don’t forget, you only have one more week to enjoy these series of words freely roaming the internet. You better subscribe to the newsletter if you want keep reading more.

On Agency Nation This Week


A Secret Call With a Millennial Agency Owner (ANS)

Find a Way to Improve Your Culture (IIYW)

Your Title Doesn’t Make You a Great Leader (RHP)

Stop Trying to Do Everything (IIYW)

The Sales Reality You Intentionally Ignore with Anthony Iannarino (RHP)

Empowering Women With the Flexibility of Insurance (ANS)


What the Internet of Things Will Do to Insurance?


What Would You Say You Do Here? (The Show)

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