Over time, agents may grow tired of the grind and stop doing the very things that made them successful over time. Recognize the pitfalls, and don’t fall victim to them.
5 Pitfalls for Seasoned Agents to Avoid
By Michael Wayne
At one time or another, many of us experience burnout in their work. Insurance agents are no different. Naturally, most agents enter their careers with a gung-ho attitude. Over time, however, they may grow tired of the grind and stop doing the things that made them successful at the outset of their foray into the industry. They may just become comfortable. To continue to be successful, agents need to make certain they don’t fall victim to countless pitfalls. Here are a few of them:
Ignoring the Market
If you have been in the industry long enough, there is a very good chance that your clients and your prospects have changed dramatically. Consider your specialties and identify proper prospects that will let you continue building your book of business. And know how they and customers want to be served. Ignoring the market—not understanding what prospects or, worse yet, existing clients want and need could absolutely destroy your opportunities to close deals.
Forgetting What Got You Where You Are
To become a prosperous, seasoned agent, you need a strong work ethic. Whether you work for a small agency or a large firm, there is a lot of work for you to do individually. Remember what got you where you are and understand that it may be time for you to branch out or add to what worked for you for so long.
Are you really putting in the work when prospecting? How are you presenting when you do get in front of clients and prospects to close sales? How are you servicing your accounts? Are you maintaining relationships with clients and niche professionals? Forgetting what got you where you are, including negative habits that have reappeared slowly over time, could be detrimental.
Allowing the Game to Pass You By
Not paying attention to the world around you could be costly. Regardless how great of a salesperson you are, you may be missing out because of ignorance or stubbornness. Neither is good. Do you have the proper tools to connect with clients and prospects? Are you using them?
At a time when just about everyone has nearly everything they want at their fingertips, thanks to smartphones and other devices, you have to be prepared to respond quickly and accurately to client and prospect needs and inquiries. Allowing the game to pass you by because you are not taking advantage of what is available to you is a mistake.
Ignoring Those Who Came Before You and Those Who are Behind You
No one likes to be told that they are “doing it wrong.” Early on, you may have found a mentor. And over time, you may have found yourself serving as an example to someone entering the industry. Keep searching both of those groups out.
You can likely find someone who has been in the industry just as long as you who has avoided potential obstacles to success. Likewise, there may be someone early in an extremely promising career who you can benefit from studying or even partnering with on calls or accounts. The relationship needs to be mutually beneficial. Ignoring those who came before you and those who are behind you is simply wasting free resources that could elevate you to levels you never thought possible.
Spending Too Much Time Working
Being successful may carry with it the misconception that you don’t have time for anything outside of work—that work needs to be your life. Nothing could be farther from the truth. Striving to be the best can bring with it many enjoyable moments, including wins and professional and social perks, but there is obviously much stress that comes with the lifestyle.
Be sure you schedule time to focus on the parts of your life that are just as, if not more, important. Spending too much time working has the potential to make your success in the industry pointless.
