Edison's legacy is much bigger than the lightbulb, he said. Among his 1,093 patents was the carbon button transmitter, which helped allow Alexander Graham Bell create the telephone.

"Edison dreamed of a new world and then he created it. We want to create a new world, too—for policy holders, our claimants, our families," Hicks said. "The challenge is the dreaming is always easier than the dreaming. Look at it on a scale of someone who did it on a scale more than anybody else."

The worst thing a salesperson can do is sit around. Sales, simply put, is about people and calls.

"You can be the most educated person, but if you aren't seeing people all the time, it doesn't matter. Sometimes we confuse simple with easy. If we did all the things we're capable of doing, we'd literally astound ourselves."

"You are sitting there waiting for the phone to magically ring. But no one is calling and saying 'we were thinking we should buy some more insurance, and thought you'd be the guy to call.'"

"But here's the problem—what if they don't show up?" he said. "They aren't coming."

Hicks said to lessen the blow of the "seismic changes" happening in the health care industry, brokers are waiting for a change—waiting for the Supreme Court, for an economic upticks, for the election in November.

But that doesn't work—changes have to be made by you instead of waiting for someone else to do it for you.

So what's a broker to do?

Walk on water.  In a book called "If you want to walk on water, you've got to get out of the boat"—a title he said is much better than his own book's "The Tinderbox Tapes," author John Ortberg talked about Peter and the other disciples. When Peter walked on water, there were 11 other guys that didn't move, he said. And that Biblical tale applies to all of us.

"For the vast majority of us, we gotta get out of the boat," Hicks said. "There's a comfort zone that you've been in for a long time."

And that comfort zone applies to sales techniques, he said. "When you go in to give a presentation, it's a no brainer. Some of you have been doing this for 20 years, so you walk in and do it."

But if you have a couple new engaging stories to tell, show a little charisma, your sales can change. "For them, this might be the only change they have to hear this, and they deserve that much from you," he said.

Affirm the truth. Think like Jimmy Buffet, Hicks urged. In Margaritaville, Buffet evolved from saying it was nobody's fault to finally admitting it was his "own damn fault." Be a Jimmy Buffet.

When Hicks said he saw "a furry pregnant woman" in the mirror recently, he could only blame himself and his love of biscuits and gravy.

"You think about how having an apple a day keeps the doctor away," he said. But when realizing that it doesn't do anything after a day, that's when people start realizing donuts taste better than apples. A few days doesn't add up, but years down the road, you'll realize you made a bad decision.

That's the case with sales calls. Making five extra calls daily doesn't do much, but it amounts to more than 1,200 extra calls over the year. "You would have an astounding year," he said. "You don't see it in a day but it's the cumulative effect of an apple a day."

Keep the flame lit. John Wesley became famous for preaching in fields at a time when that was considered taboo. Conventional wisdom said that if a preacher didn't have a church, he was illegitimate. But Wesley turned out to be so good that people often hitched up the horse and buggy and traveled for days just to see him in action, Hicks said. Late in his life, a reporter asked how he managed to draw those huge crowds.

Wesley said, "God just lit me on fire and people came to watch me burn." So Hicks asked the audience who is coming to watch you burn?

"With all the stuff going on right now, it's easy for your flame to go out. It's real easy to get focused on all that other stuff and not tend the flame."

Think today. "I saw astound yourself today. It's not about tomorrow or a year from now. You have to control what you can control. At the end of each day, you have to ask yourself if you astounded yourself. If you didn't , then you have to ask why not?"