The life of the world's marketing legendary talent

Kremante Stone was born in 1902. He lived in the southern district of the poor neighborhood of Chicago in his childhood. In order to earn a living, he has sold newspapers many times. When Stone sold the newspaper, he was once driven out several times by the restaurant buddy, but he sneaked in again and again. The guests in the restaurant saw his extraordinary courage and finally discouraged the restaurant guys from kicking him out. Although his butt was kicked, his pocket was full of money. Afterwards, he began to reflect on this matter: "Which point do I do right?" "Which point I am doing wrong? How should I deal with a similar situation next time?" This is how he constantly sums up lessons in his life.

When Clemente Stone died at a very young age, he was raised by his mother. The mother has a profound influence on the formation of his personality.

Stone's mother sewed clothes for others, worked for several years, and saved a little money by shrinking clothes. When Klimant Stone was still a teenager, his mother invested a small sum of money in a small insurance broker in Detroit, an insurance broker that sold accident insurance for Detroit’s American injury insurance company. Health insurance. Every time an insurance is introduced, it receives a commission - its income. The only property of an insurance broker is a rented, dusty small office, and the salesman has only one of Stone's mothers.

As a salesman, she did not have the same score the day before, but she was not discouraged. The next day, she came to the larger bank in Detroit. A senior employee bought her insurance and allowed her to walk freely in the building. As a result, she sold 44 insurances that day.

The brokerage company gradually developed under the painstaking efforts of Stone's mother. At the age of 16 when he was in high school, Stone also tried to go out and sell insurance. His mother instructed him to go to a building and explained it to him from beginning to end. But he is guilty. At this time, the scene of selling newspapers in the same year reappeared in front of him. So he stood on the sidewalk outside the building and shivered, silently reading the motto he believed: "If you do, there is no loss, you may have a big gain, then you can do it. Just do it!" ”

So he did. He walked into the building with the courage to sell the newspaper and be kicked out of the restaurant. But he was not kicked out. He went to every office. On that day, only two people bought him insurance; from the amount of sales, he failed, but his gains in understanding himself and salesmanship are not small. When he got home, Stone earned a few commissions and felt that it was good. He knew he had the courage to overcome his fears, and he also came up with the skills to overcome fear.

The next day, he sold 4 insurances. On the third day, 6 copies. His career has begun.

During the holiday and the holiday days, he continued to sell health insurance and accident insurance for his mother. He actually created 10 good results a day, then 15 copies a day, 20 copies. He analyzed himself, why did he succeed? He finally found out that he had the persistence to overcome his fears.

Although he is still a middle school student, he has earned more money every day than the principal. Therefore, he has gone through the formalities of dropping out of school. However, he later completed the middle school class and got a diploma; he also entered the university law department, but did not finish it.

He traveled all over Michigan, and the average daily sales of insurance was 30, reaching an average of 40 per day in some cities. In any case, his PMA (the agent's marketing philosophy) is quite effective.

When he was 20, he moved to Chicago and opened an insurance brokerage company, "Jointly Registered Insurance Company," and he was the only one in the whole society. He is determined to make this company as grand as its name. On the day before the opening of the business, 50 insurances were sold, and the company opened its doors. Then, in other areas, insurance is promoted, and the cause is booming day by day. One day, almost people couldn't believe it; he created 122 records!

After four years of self-training and self-motivation, he achieved an almost impossible goal. What's even more gratifying is that people who have bought insurance before, when they are due, need to continue, no need to spend any effort, commission comes from.

Early success led to a principle: Stone should not be quick at the beginning, and the foundation should be stabilized, and everything must be on its own. Now he has the means to recruit other salesmen.

Stone, who is only 24 years old, started recruiting salesmen. He posted a job advertisement in a Chicago newspaper, and many people in Illinois alone responded to the application. He chose some of them.

He hired several people in Wisconsin and Indiana to open up a stall. Then, recruit others in other states. He expanded his career to the east, south, and west. By the end of the 1920s, he had employed more than 1,000 people from the East Coast to the West Coast. Each state has a sales manager who leads the salesman and manages the local authorities. Later, he set up a headquarters in Chicago, and several deputies under the headquarters helped Stone to take charge of the whole business. At that time, Stone was less than 30 years old.

But from 1929 to 1933, during the economic crisis, the entire United States and even the whole world were shrouded in economic panic, and the economy was in a state of recession. For a while, Stone seemed to be on the road: everyone had no money to buy health and accident insurance. I am really rich and would rather save the money just in case. This difficult time adds a few mottos to Stone: "If you face the difficulties with a determined and optimistic attitude, you can find benefits from it"; "The success of sales depends on the salesman, not the customer."

To prove that he was not talking about empty slogans, he walked out of the office and went straight to New York to sell. In the period of severe economic panic, his daily turnover was the same as in the previous heyday.

In order to help the lack of training salesman to make achievements in the difficult situation, in order to prove Stone's PMA, Stone began his pre-learning of sales seminars, explaining the PMA to the salesman, plus some salesmanship. He spent 18 months traveling across the country, talking to salesmen who had difficulties, and went out with them to sell and show them: "Everything depends on the attitude of the salesman, not the customer."

At the age of 36, Clemante Stone became a millionaire.

He now feels that maybe it is time to organize an insurance company of his own. He found a plan that seemed to be perfect. The once-profitable Pennsylvania damage company closed down due to an economic panic, and the company’s owner wanted to sell it for $1.6 million. But what Stone is interested in is its potential value – it still has 35 states of business licenses. Second, he went to Baltimore to find someone in the business trust company - the owner of the damaged company.

"I want to buy your insurance company."

"Okay. 1.6 million, do you have so much money?"

"No. But I can borrow this money."

"With whom?"

"Follow you."

After several degrees of confrontation, the business trust company agreed.

It became a foundation for today's Kremant Stone Kingdom. The original small insurance company became a huge American joint insurance company step by step, and its business scope not only includes the United States, but also extends to foreign countries. In 1970, sales reached 213 million yuan, with 5,000 salesmen, and every salesman knows PMA. According to recent statistics, 20 of the 5,000 people are already millionaires.

Stone's career grew bigger. He began to pursue other careers. In 1955, a young man named Limone Lavin found Stone, saying that he would borrow a money to open a small cosmetics company. Stone felt that this person had a good foothold and should support him in this cause, but he did not directly lend money to Lavin, but gave Lavin a loan of $450,000 to repay the guarantee at the cost of his possession of Lavin. A quarter of the shares of this cosmetics company. Lavin successfully founded the Aladu-Carver Cosmetics Company. Stone did not vote. By 1969, it owned a quarter of the company's shares, worth 30 million US dollars.

Stone's success is not only that he has wealth and money, but also in his business intelligence, he has also put a strong touch on his life. In 1960, he collaborated with Napoleon Hill, the author of the best-selling American book "Big Brains", and wrote a book on "Using a Positive Outlook on Life to Success". The new book ink is not dry, it is sold out. A total of 250,000 copies were sold. Later, he founded the magazine "Successful Unlimited" to promote his sales philosophy.

He promoted and promoted the PMA (Positive Mind) course at the United Insurance Company Training Center, which has swept the United States and created many millionaires. Therefore, Stone is not only an insurance giant, but also the third generation of the founder of the rich, and a generation of insurance sales wizards.

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