After reflecting on my 43-year career as an insurance agent, I’ve identified key elements that can help newer agents succeed in this rewarding business. My journey began as a 23-year-old agent with Northwestern Mutual, where I had no clients, no salary, and a fresh degree from the University of Wisconsin-Madison. Over the years, my career evolved significantly, eventually leading me to become the partner-in-charge of the insurance services division at Sikich after our merger with Kolb & Co.
Essential Attributes for Success
In the early days, I possessed certain attributes that proved to be invaluable assets:
- Strong belief in life insurance: I firmly believed that life insurance was the most crucial coverage for individuals and families. It provides a financial safety net when needed most.
- Positive attitude: The phrase ‘attitude, not aptitude, determines altitude’ resonated with me. I understood that success in this business requires perseverance and a positive outlook.
- Proactive approach: I adopted Al Granum’s 100 lives approach, which became a cornerstone of my success strategy. This involved focusing on building long-term relationships with clients.
Strategies for New Agents
To succeed, new agents should:
- Focus on referrals: Avoid cold calling and instead rely on referrals from satisfied clients and centers of influence.
- Stay organized: Schedule daily meetings and maintain a consistent pipeline of prospects.
- Cross-sell policies: Conduct thorough fact-finding interviews to identify multiple insurance needs for clients.
- Hire an assistant: Delegating administrative tasks allows agents to focus on client relationships and sales.
Key Takeaways from My Experience
- People buy insurance for emotional reasons, not logical ones. Agents must master fact-finding techniques to identify clients’ needs.
- The art of questioning is crucial. Asking the right questions helps prospects understand their insurance needs.
- Overcoming objections requires tact, empathy, and storytelling.
- Persistence and a long-term focus are essential for building strong client relationships.
Conclusion
My 43-year journey in the insurance business has been incredibly rewarding. By following these principles and maintaining a positive attitude, new agents can make a significant impact in their clients’ lives. As I always say, ‘client appreciation is the art of making others feel special.’ I hope these insights will motivate new agents to work hard, protect their clients, and enjoy this wonderful business.
