Don’t over complicate your sales journey, just do the activity.

One of my favorite compliments is when someone tells me I don’t over complicate things.?

I used to get frustrated easily and wound up by so many different, minuscule problems, but I learned how to make this business really simple and then learned how to articulate it in a simple way.?

So what’s my business??

Make a ton of money and help a lot of people get paid.?

How do I do that??

Keeping it simple.?

When it comes to being a successful agent, it’s not about talent or the fanciest new CRMs, automations, and AI. Of course these things can be helpful, but you need to know that those things really are not important.

Insurance has been around for something like 200 years and prior to maybe 20 years ago there was no technology in the insurance industry. This was a trillion dollar industry before any of us started in it and even when I got going I made a half a million dollars with no CRM, just writing people's names down on a piece of paper with tally marks on how many phone calls I made and notes on their appointment times.

I’m not saying technology doesn’t help, but I am saying people like to over complicate our work.

So what does keeping it simple as an agent look like?

Consistently doing the activity that’s going to make you money: Dialing, booking appointments, and presenting.?

There will always be people out there that think that what makes a great agent is using the best systems or finding the best lead management softwares, but it really is hard work that comes out on top and I know that as a fact from all my years of experience growing and managing an agency.?

I’ve run the numbers on team performance weekly, monthly, and annually. What separated, and continues to separate, my high performers from the low performers is just how much activity they did in the given time span.?

That’s it. ‘Talent’ is not the answer.

I know people with very little talent that make way more sales than people who are very talented. Too many people try to have talent before they do the work.

Repetition and putting in the work is what turns a rookie into a number one draft pick, and these exact same principles apply to every other job. You will become a more successful agent just by making those dials and booking those appointments every day.?

If you’re looking to make more money by building up a team, I can also tell you from firsthand knowledge that you have to learn how to do something successfully yourself first.?

The simple truth is if you want to train people how to sell a shit ton of insurance, you should probably know how to sell a shit ton of insurance. Otherwise you’re not going to understand what your agents are facing and how to help them succeed in the long term.

When I was looking to really start recruiting I was all about getting overrides and building up that stream of income, but I was struggling to get it going. I had strayed from the simplicity that made me successful in the first place and was making this business development much more complex than it needed to be because it was somewhere I hadn’t gone before.?

As soon as I let that go and went back to focusing on bringing value to other agents as a mentor, helping them get paid, the overrides literally came by mistake.?

So the best advice I can offer you, for any stage of your career, is to Keep. It. Simple.?

What agents need to do to make money never changes. It’s always going to be prospecting, appointments, and presentations, so start there, work hard at it, and I guarantee you will reap the rewards.