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Why Some People Always Make Money withfrom Insurance?

By: Cheryl A. Clausen

How do you define agent? The dictionary has three definitions I’d like to share with you and then explain the difference those definitions make in your mindset. Those differences in mindset have a significant impact on your results.

The first definition describes an agent as a person who officially represents another in business. This is the typical unpaid sales force definition. You work for commission and only get paid when you produce the sale, in your case a policy holder.

A second definition describes an agent as a person who provides a specific service for someone else. Now that’s getting a little closer. Another way to state this definition would be to say you act as a client advocate.

The final definition describes an agent as the means by which a result is produced. This definition moves you into a power position. This definition places you in a position where you have far greater control over your destiny than the first definition.

Now let’s reveal the hidden differences in mindset between these three definitions. If being an agent means you’re a commission only sales person then you are a victim. You have to rely on the company, and their actions for your success. The company has the power, and the only way you gainget power is through the company. This is equivalent to an employee mindset.

The second definition reflects your role as a client advocate. As a client advocate you’re developing long-term relationships with your clients. You have a responsibility to those clients to act on their behalf, and place their best interests first. Attorneys and accountants are among the most respected client advocates. You can place yourself in a similar position when your actions demonstrate your intentions.

The last definition reflects the mindset of a business owner. As a business owner you hold yourself accountable. You lead yourself. You are never a victim. The power to success is entirely within you. You are fully responsible for you and your outcomes.

When your mindset is the mindset of a business owner you understand even though you may “represent” one or more companies those companies are merely vendors for you. Your success is determined by your ability to:

* attract ideal qualified prospects

* gain the attention and interest of those prospects helping them to enter your sales funnel

* help those prospects to make the right decisions thus moving them through your sales funnel and out as clients

* build life-long relationships leading to repeat business and referrals

* get the most value from your time allowing you to enjoy a life beyond the business

As the business owner with absolute control over your success you have the power to make your future happen the way you want it to. As you look at your business where do you see the gaps? What actions will you take to close those gaps? How would it impact you and your business if you closed the gaps? What, if anything, is keeping you from taking action and closing those gaps now?

Are you beginning to understand why those who think of their insurance business as a business, and themselves as business owners almost always make money with insurance when others don’t? Scrap the employee mindset and develop a business owner mindset and notice the impact on your results.

Article Source: http://www.articlekingpro.com

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