One of the most important things I did, in building my agency, was to focus on enhancing the client experience before all else. That sole focus took us to successes that I thought were never, ever possible.
How you do anything is how you do everything. If you have a consistent routine, every single day, where you are talking to seniors who could potentially help, you’re in the game. If you are doing ANYTHING other than talking with seniors consistently, you are fooling yourself into thinking you’re in the business.
Coming at any marketing business with an attitude of being hungry for results, in that it creates within you the drive to do what is necessary, means inevitable success. Whether it is selling Medicare insurance by phone, selling final expense insurance face-to-face, or selling anything to anyone – how you show up, or don’t show up, every day is what separates the superstars from those that barely get by or wash out of the industry.
One little nugget of information – how others have found to do things – can change everything.
Most agents spend all of their time looking for the next shiny object to sell instead of the best ways to market, present, and sell what they already have access to.
We are in the best growing market, with the best method of delivery (phone), in the best country in the world. There is absolutely zero chance of failure if someone is dedicated enough to learning what they do not yet know.
I have two critical factors in whether or not a new agent will succeed in this, or any other niche within insurance. 1] Will they take action? Will they do the FIRST step to actually talking to a prospect on the phone? If not, they are proving themselves to be great at getting ready to get ready to help people, but lack the courage to actually have a conversation with someone that they could, potentially help. and 2] The agent quits before seeing success. In the Medicare niche, it is important to realize that: A) You start slow in any new endeavor; B) It gets easier as YOU get better; and C) Your new clients will start referring other folks. Quitting, when you are just starting to have success, is ALWAYS premature. You have to realize that the ease of the business comes over time. The difficulty, when starting, is expected, and is part of the process. We are here to help – a community of like-minded insurance professionals seeking to make a living while helping the greatest generation with their Medicare insurance needs.
This is an interview with Jacob, whom I met in person in Banff, Alberta Canada on the 2018 Cigna Top Producer’s trip in June 2018.
Jacob started in the insurance field doing traditional, in-person meetings with clients. He then grew into an agency. Several years ago, he was exposed to the fact that you can do all of it via the phone and contact more clients in less time.
Now, Jacob’s agency is throughout the country and operates 100% by telephone.
Many of us are guilty of constantly seeking the next “shiny object”, thinking that it will be, finally, the solution to easy profits with MUCH less effort.
While there is a lot to be learned from attending seminars, buying courses, and studying non-stop, there is a point where a successful person stops searching for the next-great-thing, and actually goes to work.
When you find yourself circling around to the things you’ve already seen before, and YOU have not implemented anything, it’s time to look in the mirror and make a decision. Which way are you going to go?
If you have planned well and set good goals, you can have confidence that you know where you want and need to go. If you have done what you need to do to prepare yourself to win, you do not have to worry. You will have no justification to worry about failure. You can expect to win! Good action today will produce good living tomorrow ~ Zig Ziglar