I’m talking about attitude, work ethic, love of the game. On a scale from 1-10, where would you rate yourself in those areas? Notice, I’m not asking if everybody closed deals like you. I’ve known people who sold whatever they wanted, whenever they wanted. The problem was they only wanted to when their bookie started calling the office.

What if everybody on your team had your attitude? What if they displayed your level of passion? What if they were as organized as you? What if they made cold calls like you? Would your team be a top-producing team or would your company go out of business?

I believe if you work hard and have passion for what you do, you’ll attract quality people and quality business. Success in sales is not something you catch. It’s something you attract.

Here’s an interesting—and telling—little experiment: Does your business stay on the books, or do you constantly fight no-pay issues? If you’re a manager, does your team rise to the occasion, or do they consistently leave you disappointed during sales contests?

Now consider this. Whether on purpose or by accident, you’ve attracted that business and those agents because of the person you’ve become. So the question of the day is, “Is the person I’ve become the person I want to be?”