We’re often asked, "What’s the most important aspect in closing a sale? Is it the plan? Is it the way you package your recommendation? Is it your questions? Is it your presentation? Is it your manner of speech, your manner of dress, your punctuality? Is it your credentials?" As important as all of those things are, those hidden persuaders, the single most important factor in closing is your attitude -- your belief in what you’re selling, and your belief in the fact that most people don’t buy life insurance. Even when they’re sold, they don’t necessarily buy it. They have to be assisted. So, it’s your attitude more than any other factor that makes the big difference in closing business that doesn’t necessarily close itself.