Thinking on Purpose, Morris Sims, Ep. 9 Where the Insurance Pros Meet

Guest Morris Sims shares why you have to know your "why". Recognizing how purpose drives us can help you finally get to the bottom of your "why" and cause you to excel in business. Thinking on purpose is a must for success. Learn more at MarkMiletello.com. Note: “Where The Insurance Pros Meet” is an audio podcast and is meant for the ear. A transcript of the audio is provided for referencing a particular section or for you to follow along. Listen to the episode to get the most out of our show. We use both speech recognition software and human transcribers to create the transcripts so they may contain errors. If you’re going to quote us in print, please be sure to check the corresponding audio. TRANSCRIPT Speaker 1: Where the Insurance Pros Meet, Episode 9. Morris Sims: Figure out what you're real why is. You're going to find out that it is absolutely wrapped in passion, that why drives me to get myself up and out of bed at five o'clock in the morning. Speaker 1: Where the Insurance Pros Meet is a podcast that brings the greatest talent in the world together, managers, coaches and producers, the very best experts that insurance and financial services industry has to offer. Get ready to change the way you do business to have your most successful year ever. Now, here's Mark Miletello, a top 1% producer, manager and your host of Where the Insurance Pros Meet. Mark Miletello: Welcome to Where the Insurance Pros Meet. I'm your host Mark Miletello. Today, we're going to discuss thinking on purpose, recognizing how purpose drives us. Now, our guest has been on Where the Insurance Pros Meet before discussing his book Practical Influence and how influence affects us. But today, we're excited to having back and share and influence us again regarding another important topic in a salesperson's mindset purpose. Again, he's trained over 80,000 agents, managers. I can't even wrap my brain around the work that he's done in this field. One of our industry's thought leaders and coach, Morris Sims, welcome back to the show. Morris Sims: Mark, it's great to be here. Thanks for having me again. Mark Miletello: Wow. I'm excited to have you again and thanks for coming back. Such a great topic we had last time, so I'm tremendously excited to jump right in this. But before I do, Morris, do you golf at all or no? Do you try? Morris Sims: I tried. At one point in my life, I tried and figured out that every time I hit that little white ball, it would go about 75 yards straight down the fairway and then turn 90 degrees to the right and I had never been able to get past that. My golfing now is at the range with my son having a nice adult beverage while he hits the golf balls. Mark Miletello: Well, that way you can enjoy it, right? You and I the last conversation we had was about my late father. And I remember every time I went with him in course, he was my mentor in the business. He was one of the greats in the industry. He was one of the ... Well I’ll tell you he was the number one agent under Combined Insurance with W. Clement Stone. I want to have maybe an entire other show about him one day, but I remember being on the course with him and every time I would swing, he would have like five tips so by the time the end of my game, I would have a terrible swing that we tried ... We didn't practice at all. We just went out on the field and by the end of the game, I was swinging this awkward swing and was mentally ... I couldn't even handle pulling that club back and striking the ball because he had so many tips. Finally, after a while, I'd say, "Look, just quit coaching me," and I think about that and how it relates to insurance and especially new reps that go out there without practicing, without refining their skill and I think they're going to have a par round in the world of sales and that's just not the case, is it, Morris? Morris Sims: No, it's not. It takes a lot of focus and a lot of hard work to get there. The key in my mind is that, well