If people understood what life insurance does, we wouldn't need salesmen to sell it. People would come knocking on the door. But they don't understand.

I think I'm the funniest guy in a room full of unfunny people.

Work hard. Think big. Listen well.

Don't sell life insurance. Sell what life insurance can do.

Life insurance is time. The time a man might not have. If he needs time, he needs life insurance.

Unfortunately, my career is increasingly leading me into rooms where everybody is funny.

Your biggest asset is a positive attitude. That more than anything else determines your earnings.