6 Secrets of 6-Figure Advisors: Part 2

I won’t keep you in suspense, so here are the next two secrets:

6-Figure Senior Insurance Advisor’s Secret #3: They believe in their ability to earn 6 figures.

No, Tony Robbins or T.D. Jakes is not about to jump out and begin sermonizing on the power of faith. But face it, if you don’t believe it is possible, then it won’t be. Henry Ford put it this way: “Whether you believe you can do a thing or not, you are right.”

The confidence in your ability to join the 6-figure club is based on three primary things:

  1. Your ability
  2. Your plan
  3. Your willingness to do what it takes

Thankfully, two of these three things can be developed. Whether you are new to the industry or a seasoned veteran, your ability can be increased, improved and developed to provide you 6-figure skill in this business. If you need a plan, there are great ones available (like my program, 6 Hours to 6 Figures — Sure, shameless plug!). The things that only you can control are your willingness, desire and persistence.

Before we go to secret #4, did you notice that the first three are about your thoughts, your perceptions and your belief in yourself? OK, maybe I am about to turn into Tony Robbins or T.D Jakes, but I have coached, mentored and trained thousands of agents in this business. This business can be tough.

If people are not mentally prepared for the journey, it is better they not attempt it at all.

6-Figure Senior Insurance Adviser’s Secret #4: They are focused on excellence in service

Mention the word “service” and for some it conjures images of a waiter filling your glass with water, hustling to bring your food and getting it right all in the hopes that you are generous with your tip. Yes, sometimes sales feels like this.

Yes, just taking an order is service, but it is not excellence in service.

The best senior insurance advisors know going the extra mile in every interaction — Yes, that means before and after the sale — separates them from those who are merely order takers. Excellence in service has three fundamental elements:

  1. Provide a “one-stop” portfolio approach to assisting your clients with the most comprehensive solutions — that means understanding your clients’ needs and knowing your products well.
  2. Meticulously follow up on all of your promises and your clients’ questions. Keeping your word is the hallmark of sincerity and integrity.
  3. Staying in touch beyond the initial sale. 6-figure professionals reach out even when there is nothing to sell! For example, call to learn if a client is feeling better after a hospitalization, check to see if he or she had any questions about their plan or any bills that have arrived. They will appreciate the concern and extra effort!

If you can do these three things you will easily (Yes, I said easily!) separate yourself from the thousands of agents who are doing “just enough for the city” (Any Stevie Wonder fans out there?). Doing more that expected also has a corresponding impact on your income. Yes, another occasion to remind you of my value equation mantra:

Next time, the final two secrets of 6-figure advisers.

Until then, I wish you Money, Power, Success!