How did Martin Seligman's optimism test work for MetLife insurance salesmen?

Seligman said Metropolitan Life hired about 5,000 new salespeople a year, with half quitting after one year and 90% within four because of constant rejection. After he pitched his optimism test to the company's CEO, MetLife hired a special force of 140 people who scored at the top of the optimism scale. That group outsold everyone, and after four years 75% were still working, compared with 10% of regular hires.

• The idea came after Seligman hung up on an insurance salesman and wondered how anyone tolerated that much rejection.
• MetLife found even its pessimistic salespeople were more optimistic than the general public.

Source: our own transcription of the episode. The full conversation is on Hidden Brain (2026-09-21). Read the whole episode summary →

▸More from this episode