Just Add a Zero

By Zig Ziglar

April 23, 2014 2 min read

Ben Feldman is arguably the greatest life-insurance salesperson of all time. In his career, he sold more insurance than some companies do. He struggled to get started, however, and had difficulty selling a $5,000 policy.

Over the years, he started thinking that if instead of a $5,000 policy he could just add one zero to it, it would really take him no more time, he could render far more service and everyone would win. He pursued that idea, raised his sights, and sure enough, in a reasonably short period of time he was selling $50,000 insurance policies.

As he pondered this situation, one day he asked himself if he dared add one more zero and sell $500,000 policies. Sure enough, the early success had increased his confidence and he moved his sales up another zero, and half-million-dollar policies came with regularity.

You've probably guessed the next step, and you're right. He added another zero, and soon he was selling $5 million policies. Incredibly enough, one day he enlarged it even further. He added another zero, and started selling $50 million life-insurance policies.

Yes, I'll admit it's an incredible story, especially for this man who was so shy that when the life underwriters invited him to speak at their national meeting, he asked for a large screen, which he stood behind to make his talk. Feldman, the greatest life-insurance salesman of all time, was intimidated by that crowd. Incidentally, the bulk of his business was done in the small town of New Liverpool, Ohio.

Message: When you achieve a small goal, it increases your confidence and you will raise your sights. Who knows? Maybe more zeroes (small steps) is what we all need in our lives to reach the top!

To find out more about Zig Ziglar and read features by other Creators Syndicate writers and cartoonists, visit the Creators Syndicate Web page at www.creators.com. Subscribe to Zig Ziglar's free email newsletter through [email protected]

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