Insurance Agent Forum

[CR in STL]

I have started this post as a response to another I read titled 92% in this business fail (or something like that). I think there are plenty of posts out there telling why this is such a challenging industry.

I have been in this business for a little while now and am definitley glad I chose insurance and my new career and it is not without its challenges. I came into this business with the understanding it could take years to get close to what I used to make and I am fortunate enough to have the means to ride out the storm.

What I would like to hear is why you are successfull and give details or an example of a situation.

1. How did the obvious (cold calling, door knocking, mailings, Etc) work for you and why it worked

2. What classes, seminars and book did you attend and read and how do you apply those principles to this day

3. What did your marketing plan look like. Did you stick to it and what worked and what would you have done different

4. What was your moment when you knew you were going to be successfull.

5. What goals did you set for yourself. Did you achieve them and why or why not

6. Any other thoughts or comments that I might have missed

Pretty much if we were sitting at a bar and you were telling your war stories over an ice cold beer

[Nazz Utopia]

Mark Twain said that 80% of success was showing up. I say if you show up on time you can make that 85%. Show up on time & prepared and your odds of success are over 90%.

A) Make sure you have enough people to see (i.e. appointments)
B) Be a good listener by encouraging others to talk about themselves
C) Follow up

Always smile & remember names (staff, janitor, clients, bartender, etc...)

You can buy internet leads, send out mailings, cold call, advertise and have the best marketing plan ever but the key is how you treat people (your staff, your prospects & your clients). Anyone can buy an internet lead, but how do you or your staff follow up with that lead via the phone? How does the person feel when they walk into your office? In my Agency, we are different and we let people know that every chance we get. We are professionals and we have fun!

I take care of the people in my community and that makes me a success! My Agency provides Insurance (P&C and Life & Health) and Financial Services (Life, Annuities, Mutual Funds, 401Ks, 403Bs, etc...). I don't know what part of the business you are involved with, but you must have attainable goals and you must hold yourself and your Team accountable for those goals. You also must have on-going training for your organization. I read everything I can and would recommend you do the same. Good Luck!

Power Position Your Agency by Troy Korsgaden

22 Keys To Sales Success (How to Make It Big In Financial Services) by James M. Benson & Paul Karasik

How To Win Friends & Influence People by Dale Carnegie

You Don't Need A Title To Be A Leader by Mark Sanborn

7 Habits of Highly Successful People by Steven Covey

Who Moved My Cheese by Spencer Johnson

The Gift by Spencer Johnson

First, Break All The Rules by Marcus Buckingham

Now, Discover Your Strengths by Marcus Buckingam is a book that I have all employees and perspective employees read so they can take the on-line Strength Finder.

I would also recommend some kind of mentor or coach, which could be a friend or a professional such as Sandler (on-going training).

All my best,

Todd

Post Script: You have to work hard and you have to work smart. You should view yourself as the Doctor and your staff as Nurses. Every week ask yourself one question: How many patients did I see?