In college, my roommate Jack announced his big New Year’s resolution — to finally stop smoking. He was a long-distance runner and was seeing the toll his habit was taking on his performance.
By mid-January, however, it was clear that his resolution was was not to stop smoking cigarettes, it was to stop buying them. Every time he felt the urge to smoke, he asked to “borrow” a cigarette from one of my other roommates. By February, his resolution was forgotten.
Resolutions don’t work. Think about the thousands of people who sign up every year with a local health club, resolving to go a minimum of three times a week for the year to finally get in shape. The owners and managers of those clubs love this time of year because they know that by February, most of those people will have stopped coming on a regular basis, but they’ll have to continue to pay on their contracts until year’s end.
|Difference is in the details
As you’re reading this, financial and insurance professionals everywhere are making 2017 New Year’s resolutions to make more calls, or to make and keep more appointments — to make more sales. But by the end of January, those resolutions will most likely have been forgotten as well, and these professionals will be back to the habits of 2016.
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