The Common Denominator of Success, Garry Kinder, Ep. 8 Where the Insurance Pros Meet

Garry Kinder is back on the show to talk about the common denominator of success. He shares his key industry insights and talks about why you must set and measure goals. 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 eight. Mark Miletello: Goals are set to be met. 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 the 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 the show. We're glad you joined us. I'm your host, Mark Miletello. Today we have a repeat guest on the show, one of the industry's greatest mentors, coaches, producers. I guess you've been in this industry for six decades now, five to six decades, but a true icon. Mark Miletello: How long has it been? Garry Kinder: Well, I came into this business in 1953 when I was a junior in college. I was at a university where you could get a degree in insurance, and I did that. My bother encouraged me to start selling life insurance when I a junior in college, so that's '53 to 2017. Mark Miletello: Well, that qualifies for six decades, 64 years. Congratulations and welcome back to the show, my mentor and one of my just ... personal friends Garry Kinder, welcome. Garry Kinder: Glad to be back. Mark Miletello: Well Garry, thanks for taking the time to join us. Last show, it was just one of the most exciting times for me to have someone that means so much to me... share. And really what I wanted to do on the last show was dive in and get to know you, and get to know you as a person. It was more about, I think, learning and walking through your life. But one thing that we did touch on a whole lot that I'm glad that you decided to come back, and I hoped that you would, is I really wanted to get in and talk about the things that you do so well, which is mentoring, coaching and teaching. And let's talk about the success and how to be successful of agents. Is that okay with you? Garry Kinder: Sure, sure. Mark Miletello: Garry Garry Kinder: You can ask the questions. Mark Miletello: Go ahead. Garry Kinder: No, you can ask the questions. Mark Miletello: Well, I think one of the first messages that I've read coming into this industry, and I believe maybe even you shared it with me. There's an old speech by Albert E. N. Gray, it's called, The Common Denominator or Success. I think anyone in this business should have, or maybe even knows about that, and really you can probably research it, find it. I think everyone should read it when they enter this business. But the crux of that speech he gave back, I guess ... I think it was, what, 50, 60, 70 years ago? It was a long time. Garry Kinder: Sure. Mark Miletello: The idea was that successful people form the habits of doing things that failures won't do, right? Garry Kinder: That's right. Successful people form the habits ... I'm giving you the exact words that he used. Successful people form the habits of doing the things that failing people don't like to do. This could've been given to students in college. It could've been given to athletes. For an example, students in college, what is a failing student in college, what is it they don't like to do? Mark Miletello: Study, go to class. Garry Kinder: They don't like to stu