It’s Your Life

Keep Your Emotions Positive

Note: In the February 27, 2023, Vestnik, the article said, “My wife and I will be going to Hawaii in August.” It should have read “My wife and I traveled to Hawaii.”

People buy on emotion, not logic. When logic was involved, we would buy the cheapest item available. When you buy clothes, do you shop around looking for the same items for the cheapest price? Usually when you see something you like, the color is good . . . you like the style . . . it arouses your senses, you usually will buy it. When buying a car, the color may make a difference. You may prefer cloth to leather interior . . . the woodgrain look, the dashboard, the body style, all make a difference. A logical person will say the car only needs to get me from point “A” to point “B” so color, style, look, and the CD player don’t make a difference so why pay the extra $5,000 for the car. Society buys on emotions, not logic. Color sparks an emotion, style sparks an emotion. What your friends and coworkers might think also helps sell the product. We are a society that lives off emotions when it comes to buying.

In life insurance, it is more important than anywhere else to create positive emotions. Positive emotions can help you get the right product for your needs. Negative emotions can cause you to buy on price, not needs. Remember: it’s called “Life” insurance – not “Death” in- surance. Once you start talking about burials, death, and hardship, you start bringing out the negative emotions. Your thoughts should center around the positive—what your family can have, what they can get, what they can do. In the event you are no longer around, little Alice can still go to college. Your spouse can make sure Alice gets everything you wanted her to have in life. Who would not want their child to have everything they wanted them to have? Nobody says, “When I’m gone, my kids are on their own, and I could care less what they do.” Nobody wants to hear that their kids or spouse would have to give up their lives because you were no longer around.

When you want to buy life insurance based on price, it usually is a negative emotion that made this determination. “I want something in case I die, but this is all I can afford.” The logic says something is better than nothing, but the emotion says at least I gave them something. To overcome this, you need to turn that negative emotion into a positive emotion. Say something like, “I need to make sure they are taken care of. I want to make sure my children can do the things they love.” You ‘would’ want them to play sports, be in the band, or have those dance lessons. With the right policy, they can continue to grow the way you want them to. The emotions start to become positive. Keep the negative out. Try to eliminate these seven words from all your conversations: wouldn’t, shouldn’t, couldn’t, can’t, won’t, don’t, and not. All these words provoke a negative emotion. Use positive words instead.

You don’t buy a smart car to save on money when you need a pickup truck to haul things. Unlike cars, if you buy the wrong policy, it could be very costly later and it may be too late to fix it. If you are not sure if you have the right insurance for your needs, call me or your territory manager. We will be glad to guide you, no matter who you have your insurance with - SPJST or someone else.

“No one can confidently say that he will still be living tomorrow.” —Euripides

My door is always open; figuratively and literally.

Stay blessed,

Delisle L. Doherty Vice President of Sales and Marketing 832-232-2049

—SPJST—

2023 SPJST Membership Drive Into The Community

February Awards To Lodges

Congratulations to these lodges who qualified for $100 membership drive awards and move on to the next month in “The Survivor Game”:

Lodge 79, Corpus Christi - 17 points

Lodge 88, Houston - 34 points

Lodge 160, San Angelo - 12 points

Lodge 202, Jourdanton - 12 points

Lodge 219, El Paso - 13 points

1 point for a new certificate on an existing member • 2 points for a new member

3 points for a new member through a referral card

In January, 16 lodges had at least one certificate written into the lodge. In February, 27 lodges have at least one certificate. In January, four lodges received awards. For February, five lodges earned an award. (Note: The award will be paid at the end of the quarter).

Six lodges are still in “The Survivor Game.” They are Lodges 79, Corpus Christi; 88, Houston; 92, Fort Worth; 160, San Angelo; 202, Jourdanton; and 219, El Paso. (Lodges

202 and 219 used their mulligan.)

In January, 78 points were awarded. For February, we had 161 points awarded.

Keep it going! I would love to award every lodge an incentive at the end of March. It only takes 10 points. Have a safe and Blessed week

Delisle S. Doherty Vice President of Sales and Marketing —SPJST—