What key piece of advice would you give other agents who are looking to grow their practice?
Having a successful career in the life insurance business for over 40 years has taught me a few important things that I am now able to pass on to other agents. There are many things one needs to do to grow a life insurance practice, like specializing in a specific area of our business, hiring a great administrative assistant, and of course, prioritizing your time, but the best advice I could give and what has worked very well for me is …. to live by the “ABP” rule.
Most people are familiar with “ABC” which means “Always be closing“! In the life insurance business, that needs to be a way of life. Every time we speak to a prospect or client, our natural way of speaking must be positioned to move that prospect to the next part of the process. This could be an initial appointment, a fact find, a presentation, underwriting, or completing account funding. Whatever stage your case is in, “ABC” has to be a way of life.
Although “Always Be Closing” is a necessity, it won’t be the only thing needed to put your practice into growth mode. To grow your practice you also need to live by the “ABP” rule; “Always Be Prospecting!” This means every day, every minute, and 100% of the time, you need to be open and willing to uncover and cultivate new qualified prospects. Prospects are everywhere, but you need to be truly “present“ to see them! An agent’s goal should be to also continue optimizing these opportunities and further learning to work in more complex cases and markets. My eyes and ears are acutely attuned to uncovering, great new prospects and networking opportunities.
“Always Be Prospecting” has landed me some of my best opportunities, clients, and a consistent 40+ year practice. I strongly recommend including the ABP and ABC mindsets in your everyday practice.
Scott J. Silbert is a recognized innovator in the field of three-dimensional financial concepts and holistic, multi-generational wealth strategies. He is the founder and CEO of Creative Planning Strategies (CPS), and creator of 3D Wealth™, a unique planning approach that seeks to protect, preserve and accelerate wealth.
CPS counts among its clients former CEOs of Fortune 100™ companies, senior partners at renowned investment firms like Goldman Sachs and Apollo, and owners of some of the largest most successful closely-held enterprises in the country. Scott regularly joins forces with many other prestigious wealth advisory firms in tax, accounting, family office, and legal disciplines to work jointly on their ultra-wealthy clients. His credits include Top of the Table membership in the Million Dollar Round Table, and membership in the prestigious President’s Council of many insurance carriers.
Scott Silbert and Creative Planning Strategies is not affiliated with Empire Wealth Strategies.