Successful advisors put the work in “off the field” so they show up their best every day.

And people will say, well, you sell insurance for a living, you work out of an office, it's not physical. You are totally mistaken there. When we are in high pressure, high intensity, fast paced life, people don't realize the grind that that puts on your nervous system, on your ability to think on your feet. The better you feel, the more energy you have, the higher capacity you're going to be and the better mindset you're going to have when you're going into a big meeting.

I remember years ago, somebody asked me, you know, Andy, why is it that there's so many athletes in the insurance industry and why do most athletes do really well? And my answer was, because they know how to put in the work off the field when no one's watching. And I think that's what you're getting at is you can't just show up and sell insurance. It's what are you doing to put your mind and your body in a position off the field to make sure you're showing up every day.