Updated: Sep 25, 2019
Or What I Call Agent FOMO (Fear of Missing Out)
Have you heard the phrase “jack of all trades, master of none”? That is what comes to mind whenever I’ve had an agent (usually a fairly new agent) call me wanting to contract with “everyone” selling “every” market. Over the years this has happened a lot.
99% of the time you can fill your prospects needs with just three carriers.
The sentiment is understandable, nobody wants to miss a sales opportunity due to not being prepared with the product their client wants or needs. However, 99% of the time you can fill your prospects needs with usually only 3 carriers. It is far better to be an expert on 3 carriers than know just a little about a dozen.
From Focus Comes Success
Time and again I’ve seen where those agents that are “focused” on a single market (especially relatively new agents), and limited carriers, have a vastly greater level of success than those that try to be all things to all people. Your level of knowledge with the carriers you represent will carry untold weight with your client and give them confidence in your abilities as their Life Insurance Agent. Be your prospects trusted expert.
Be your prospects trusted expert.
You select the market you want to focus on and we will assist you with the best carriers to service those clients. When the occasion does arise…and ultimately it will, where you happen upon a lead or a client requiring a solution of which you are not an expert, call us. We will help you scope a solution that will give you the best chance to satisfy your client and make you the sale.
> Focus on a single market
> Select no more than 3 carriers in that market and become an Expert on those
> Don’t let the “exceptions” take you from your focus