Back in November 1994, I wrote an article for Life Association News magazine entitled, “Success Starts at 100 Lives per Year.” At the time, I had been in the life insurance business with Northwestern Mutual for 13 years. In the article, I discussed the importance of writing at least 100 lives per year and my techniques for doing so. If a new agent could accomplish this, his or her success in our business would be guaranteed.
As a younger agent, I frequently made presentations to Northwestern Mutual general agencies on the topic of activity and what I was doing to create and grow my budding practice. I will never forget former general agent Gene Storms (Minneapolis) who asked me to give this presentation on three separate occasions. I asked him, “Why again?” on the third request, and Gene responded, “Because new agents as well as the older ones need to hear this. What you do will never go out of style.”
1. Be organized and efficient
2. Work hard for at least nine hours per day
3. Never make a cold call and work through referred leads only
4. Provide clients with unbelievable service
There are certainly many different approaches to doing business. Whether you are new in the insurance business or a veteran, having consistent activity will lead to increased production. Now, this does not necessarily mean you have to write 400 lives per year or work to exhaustion, but it does mean that being focused, structured and disciplined is very crucial.