In 1912, legendary insurance salesman Ben Feldman was born. In 1942, he joined New York Life Insurance Company. His first few years selling life insurance were very tough.

Ben had a very strong stutter, and he couldn’t get his points across. After the first few years of failing miserably, he decided to do things differently.

First, he decided to prepare better. Before each sales call, he would write down the major points he wanted to cover. Then, he would find innovative ways to concentrate less on his speech and more on using graphs and visuals to clearly communicate his message to customers.

Ben stopped selling a product and started connecting on a human level. He made his points simple and relevant, and his insurance sales started to rise.

In 1961, he broke a one-day insurance record of $1.6 million in premiums. He sold over $1.5 billion in life insurance over his lifetime—all while still living with his stutter.

So, when it comes to moving forward in life, I keep saying, “Don’t concentrate on what you don’t have; concentrate and leverage what you do have.”

What strengths have you leveraged to overcome your own challenges? I’d love to hear your stories in the comments!

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