While it might feel counterintuitive, taking the time to feel happy about what you’re bringing your clients might actually help you close some deals. MET Life conducted an experiment to prove this. Seeing that happy sellers made more sales, they started basing their hiring decisions more on optimism than on aptitude. The results were dramatic. In their first year, employees considered optimistic sold 19% more sales in their first year than employees not as optimistic, and 57% more in their second year.
So these people were both happier and more successful than many of their counterparts.
Happiness First, Success Second
The experiment shows how important happiness is. While most of us think, “okay I’ll be so happy when I close 10 deals,” it turns out that it works the other way around: Happy people are more likely to be successful because of their existing happiness. According to research conducted by psychologist Shawn Achor at Harvard University, whenever we achieve success we adjust our goals, immediately hitting the snooze button on happiness. You start out trying to get into the best school, and when you do, then you try to get the best job, and then you try to get a promotion.
People will naturally keep moving the goal post of success and thus when it’s okay to be happy. Here’s the thing, though: If happiness is on the other side of success, your brain never gets to happy. And that means you never maximize your success.
You have a chance to have a direct impact on securing an independent fulfilling future for people – and that’s something that should make you feel great.
Catherine Byerly covers the secondary annuity market for Annuity.org and StructuredSettlements.com. She received a Political Science and Communications degree from the University of North Florida and has worked in communications for the past five years, handling everything from on-air public radio casts to writing for business journals.
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