One of the most common questions we receive is, “What are your top producing agents doing, and how do I replicate it?” This is a good question and an understandable one. As a licensed insurance agent you are trying to build a business for yourself and are looking for ways to make that business more successful.
Unfortunately, there isn’t a perfect lead source or an infallible script. A good agent will sell regardless. The question is, how. What are the successful agents doing that makes them so successful. After speaking with thousands of agents over the past 15 years I’ve noticed what separates the top producing agents from the rest of the pack is, their mindset.
A mindset can be defined as a “Habitual or characteristic mental framework that determines how you will interpret and respond to situations”. This is really great news, because building habits that create a winning mindset is free. It takes time and discipline, but it doesn’t take any money.
So, if that’s you’re goal, what habits do you focus on?
Well, here are 3 key habits that you can adopt, to help you build a proven mindset for success.
- They have the Drive to be consistent as they strive for success
- They have a Growth Mindset
- They genuinely Care about their clients
Don’t discount them because of their simplicity. Many agents do, and that’s why they continue to ask the same questions.
Let’s dig into each of these, an pull out some take-aways that you, the agent, can use in your business:
1. They have the drive to be consistent as they strive for success:
As an independent agent you don’t have a boss. You don’t have someone telling you what to do or when to do it. Most importantly you don’t have anyone checking to make sure you did what you were supposed to do when you were supposed to do it. You have to act as your own manager, setting a daily schedule and following it.
Top producers have the mindset that they are running a business and this means that they section off their day and know what they are going to be doing every day, and when they are going to be doing it.
For example, if you have blocked off the first half of your day to call leads and the first person you call purchases a policy from you, it is easy to say “I’ve made my sale for the day” and move on to something else. This is a mindset that many agents fall into. The inconsistency that comes out of that will really hamper your success.
The best agents don’t have that mindset though. They know that those leads they purchased work best when they are fresh and that they have allotted that portion of their day to calling those leads.
Most importantly, that mindset allows them to consistent repeat that pattern day after day. They don’t give themselves an easy out or allow themselves to slow down because of an early success.
As an agent, you have to have the mindset that you are going to drive yourself to be as successful as you possibly can, and consistency is key. You must outline standards and practices that will make you successful and hold yourself accountable to those every day, without exception.
2. They have a Growth Mindset:
In a growth mindset, people believe that their most basic abilities can be developed through dedication and hard work – brains and talent are just the starting point. This view creates a love of learning and resilience that is essential for great accomplishment. Virtually all great people have these qualities.
In a fixed mindset, people believe their basic qualities, like their intelligence or talent, are simply fixed traits. This often leads to stagnation and frustration.
Agents that have a growth mindset are always learning about their industry and themselves, while trying to improve their craft. Whether it’s learning about sales, products they sell, or technology that can help their business, they don’t stop looking for ways to improve. This becomes a constant state of mind that quickly separates them from the masses, and propels them to the top of their industry.
3. Genuinely caring about your clients is paramount.
I’ve never spoken with a high-volume producer who didn’t have a clear passion for making sure their clients were fully taken care of.
Your clients are trusting you to help them make a decision that directly affects their health and finances. Those clients need to know that you care about their health as much as they do. Your clients get post-card after post-card every month from agents who could easily sell them a policy. You aren’t just selling them a policy. You are protecting them. You are listening, advising, and befriending them. You are giving them peace of mind.
Once you start really connecting with and taking a true interest in the well being of the people you serve, you will notice a much stronger relationship with those clients. Your sales will increase, your persistency will increase, your referrals will increase, and the fulfillment you get from helping your clients will also increase.
I realize everything I’ve said to you is not new. Work hard, continue bettering yourself, and care about others. Not exactly rocket science, right? Unfortunately, many agents don’t understand that those simple habits put together with consistency, is what creates a winning business. Assuming simple things don’t matter, or are beneath you, is a Fixed Mindset, and rarely leads to success.
With the right mindset in place, your clients will see you as a dependable friend they can trust. Your colleagues will see you as a professional, and a leader in your industry. Don’t underestimate the power of your mindset. Your success depends on it.
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