• Ego — A self-driven motivation to sell for the sake of selling.
• Courage — The will to stay the course despite turndowns and disappointments. Successful producers learn to shed rejection like water off a duck.
• Empathy — Liking people, understanding their feelings, and being likeable and trustworthy in return.
• Independence/Entrepreneurial Spirit — The desire to control your own results.
• Effort — High energy and demonstrated capacity for hard work.
• Ethics/Integrity — Doing the right things for the right reasons, no matter what.
• Self-Promotional Drive — A can-do, competitive spirit.

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• Marketing — Finding enough of the right people to see, and having enough of the right reasons to see them.
• Selling — Making people aware of their needs, showing how they can address them with your products, and getting them to act now.
• Client-Building — Turning customers (people who buy from you once) into clients (people who buy from you over and over).
• Business Management — Effectively and consistently performing those activities that continue to propel you forward.

These are closely related, mutually supporting skills. If you market yourself and your services to the right groups of prospective buyers, selling becomes easier. By taking a consultative, problem-solving approach to selling, building a loyal clientele becomes easier. When you maintain healthy, productive long-term relationships with your clients and treat service as a profit-center, managing your business becomes easier.

And, by managing your business effectively and pursuing continuing professional education, you can look forward to a long and prosperous career.
 

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