Newcomers to the world of insurance and financial services face innumerable challenges in this frenetic, cutthroat industry. In this daunting profession, even veteran agents sometimes hit a wall and feel as if they can't take one more step forward. Where does one find reassurance and guidance in a career field littered with so many obstacles and complexities? According to Sabine Robinson, CLU, insurance agents and financial advisors seeking direction should look to accomplished professionals who have already traveled the rocky path.
"Imagine, as a new agent, being able to instantly tap into the experience and wisdom of all the successful agents who have gone before you," Robinson says. In her indispensable book "Quick! The Cement Is Drying" (Ogunquit Press, 2004), Robinson offers up 101 priceless morsels of wisdom she has acquired throughout her lucrative financial services career. Although her advice is invaluable to financial industry novices, other experienced professionals may also benefit from reading this motivational book. In a special note to veteran agents, Robinson says, "If you have reached a plateau in your journey, you may find it helpful to review these basic concepts that likely contributed to your initial success, but have since been relegated to the dusty corners in your mind."
One job, countless roles
Many professionals are attracted to the financial services industry because they dream of working independently without a controlling boss breathing down their neck 24 hours a day. Robinson explains, "It sounds glamorous to be in business for yourself, but in reality it is a lot of hard work, discipline, and sweat." When you dive into business for yourself, you quickly realize the truth of the situation, "including the fact that not only are you the CEO, CFO, and president, but you are also the secretary, receptionist, and janitor." Robinson says that you must be willing to play all of these roles, at least in the early stages of your career, if you want to thrive.
Facing the fearful first year
Robinson points out that a professional's first year in this business is by far the most daunting. "The first year isn't about grace, beauty, or skill," she says. "It is about survival, guts, and the will to persevere in the face of every obstacle." Agents have to decide whether they're going to sink or swim during these turbulent first months. Unfortunately, quite a few of them have a hard time staying afloat.
Although the first 12 months are jam-packed with challenges, it's also the time to lay down the groundwork for the remainder of your career. Robinson says the only way to survive the first year is to take one day at a time and accept the fact that you're not going to perfectly master each task right away. "Those who are willing to risk making mistakes and learning from them will outshine everyone else in the end."
Setting good habits in stone
According to Robinson, the first six months of your career are "critical to forming good habits." Agents who develop good habits in the first few months generally stick with them throughout their career -- and the same goes for bad habits. Robinson says that forming habits is a lot like pouring cement. "In its initial state, the cement is easy to form and re-form," she says. "As it dries, with every minute that goes by, it becomes more difficult to change the form. By the time it's completely dry, it takes a jackhammer to break it apart."
Stop being so selfish
Robinson says that following a "clients-first" approach is crucial, especially when you are facing a particularly difficult time. "Redirect your focus away from yourself and your fears and toward serving your clients and impacting their lives," she explains. As a result, Robinson says that not only will you start thinking more optimistically about your career, you'll develop a strong base of loyal clients.
This is just a handful of the useful tips Robinson delivers in her practical book. As she explains, the advice she presents "are not sales ideas, but the underlying philosophies that have to be in place in order to build your sales skills as you progress."
"Quick! The Cement is Drying" is available at www.srobinsonclu.com/store.aspx.
Amy Bell is a freelance writer and frequent contributor to the Agent's Sales Journal. Visit her Web site at www.writepunch.com or email her at amy@writepunch.com.
