Since I began telling this story, I have had numerous sales profession-
als approach me with similar sentiments and many who worried about re-
tirement for this reason. Harry, an auto/home/life insurance salesman,
put it this way: “I’ve spent years building a book of business made up of peo-
ple I like. I may go to part-time but never leave permanently. Why should I
leave just when it’s gotten to where it’s easy?” Harry’s business had come to
the point over the years where he felt like work was nothing more than sit-
ting around talking with and helping friends.
On a final note, recent studies on successful aging confirm that main-
taining multiple friendships is a key to aging well.
Noble Goal and Purpose
“The only ones among you who will be truly happy
are those who have sought and found how to serve.”
—ALBERT SCHWEITZERI have come to the belief that the most resilient souls on this planet are
those who are guided by a sense of purpose in the work that they perform.
In fact, when guided by a noble goal and purpose, these individuals can
withstand great degrees of discouragement. To help you begin tapping into
intrinsic motivators in your own life and career, complete the following Two-
Minute Motivation Drill by answering the following questions:
•What would you do if you had unlimited time and resources?- Describe the noble purpose you feel you are accomplishing with your
work.
Steve sells estate planning. He is a top producer, and if you ask him why,
he will tell you his success is because of conviction. He has seen financial
misery added to grief to far too many lives because they didn’t prepare.
Marsha sells homes. She is a top producer because she believes there is
a difference between a house and a home. Her joy and mission is to help
people find their home.
Edward sells psychiatric pharmaceuticals. He is a top producer because
he has seen firsthand, in his own family, how people suffer with such mal-
adies and what a difference some drugs can make.
Robin sells books. She is a top producer because she believes that the
messages in these books have the power to transform and improve the qual-
124 SELLING WITH EMOTIONAL INTELLIGENCE