The Two Muscles In Insurance
Throughout my insurance career, I’ve found that scaling is simple when you focus on the two “muscles”, as I like to call them, you need to strengthen.
Your selling muscle and your building muscle.
Your selling muscle is your skill set. Learn how to sell insurance personally at an elite level.
Your building muscle is the example you set. Learn how to be a good example, someone who people want to follow, so that when you introduce them to an opportunity, it’s an easy hire.
So, what I want to share with you are the 3 things I’ve learned through grit and experience that helped my agency scale from rank to rank, achievement to achievement, and then ultimately to a point where I could sell it to a larger entity.
Here we go:
- Be a good shepherd — Lead your team by example. Show them through your day to day actions that you are with them, through thick and thin. Show them you are in the trenches, you have their back, and you support their journey. And show them that you are someone worth trusting for advice and guidance because you have been where they are, and you have also gotten to the place they are aspiring to go.
- Surround yourself with those better than you — You become the sum of the 5 people you hang out with most. If that’s true (and it is), then you should strive to be around people who are achieving more, reaching higher levels, and scaling quicker. These are the people who will pull you up, challenge you, and will inspire you to become the very best version of yourself. And here’s a million dollar truth for you: When you hang around successful people, and I mean really successful people, they will pull out the potential in you that you didn’t even believe you had.
- Create a duplicable business model — As you build a team of people AND you’re out in the field selling on your own personal pen, it’s important that you have a system in place for the newest insurance agent/salesman/entrepreneur to follow when you’re busy. This is something they can plug into to learn the basics; a place where they are challenged to absorb the basics; and finally, somewhere they can start to implement said basics. Success… in simple, how-to steps.
* Randy Gage once said, “Success without duplication is merely future failure in disguise.”
So, again — two muscles.
The first point strengthens your selling muscle. The second point strengthens your building muscle. The third point is the result of working out both muscles, and THAT is how you create your legacy.
You know that life you dream of? You can have it. All of it.
Time to start hitting the entrepreneurial gym.
You’ve got this. Stay positive, get strong.