In today’s world, and in our industry, it is so easy to be consumed with information overload, especially since every time we turn around there is a new, “even better” product being released. I don’t recommend you ignore all of the new releases as some will be very important to advancing your business, but staying focused on mastering your practice is the only way to ensure success in a relatively short time.
Here are six more reasons to stay focused:
Your confidence will increase as you become more educated.
The more you learn, the more you can teach your colleagues and clients.
The more educated on a topic you are, the more you will stand out in your field.
Once people become aware of your skill(s), you will have a career instead of a job.
The more mistakes you make, the more you learn and understand how to avoid them in the future.
The greater the impact you have on our industry and your clients, the greater the legacy you will leave behind.
Now, here are a few of my tips to help you get started. They helped me become a multimillion producer, and they can do the same for you!
Sit down and determine which product lines you want to become an expert on or at least be in the top 5% to 10% in our industry. List them in order of priority for how your practice runs or how you wished your practice ran.
Take your top product line of choice; let’s say it’s annuities. Do not focus on anything else until you have learned as much as possible to speak intelligently and advise your clients in full confidence. It is amazing how many people offer products without truly understanding all of the ins and outs of them. Do not be one of those people.
If you need resources, find them. The internet is limitless. Also, start a library of great, creditable books to reference when you run into an unusual case. I personally have a copy ofThe Advisor’s Guide to Annuitieshandy for all of my advanced cases. Remember, it never hurts to double check the information you’re providing your clients.
Once you have become extremely knowledgeable on your top product line, decide which area you will master next. Maybe it will be IUL, whole life, or even Medicare supplements. It doesn’t matter what product line you choose, as long as you deliberately focus on the order in which your personal skills are needed and make sense for your practice and your goals.
So, what product line are you going to start with?
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
Postema Marketing Group is a full-service Independent Marketing Organization (IMO) dedicated to providing world-class products and services to our clients. We have partnered with some of the strongest names in the insurance industry and proudly serve independent agents from coast to coast.
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