By Brent Kelly

“Security is mostly a superstition. Life is either a daring adventure or nothing.” — Helen Keller

If you have been an insurance sales producer longer than 10 minutes, you know all about risk.

Risk is defined as “exposure to danger.”

Danger surrounds insurance producers everyday. It could be in the form of a manager, company, prospect, client, product, or service. That list could go on and on, but the key point is that risk is clear everywhere you turn.

I believe you could categorize sales risks into three areas:

1. Risk of rejection
2. Risk of failure
3. Risk of financial hardship

These three risks highlight that even though the sales profession is the highest paid industry in the world, only a small percentage of the population enters this line of work. Furthermore, this is why even a smaller percentage of sales producers survive.

I have dealt with these three risks consistently in my own sales career. Although the context of these three risks...

By Brent Kelly

“Failure isn’t fatal, but failure to change might be” – John Wooden

Despite what some people may think, the insurance industry is a highly noble profession. So why do insurance agents come and go? Why do so many new insurance agents fail and experienced agents plateau?

The insurance industry offers amazing career opportunities for those who seize it. This is especially true for insurance agents/producers. I spent 15 years as a property & casualty agent and have had many ups and downs. There were moments of great success and days where I simply wanted to throw in the towel.

The insurance industry needs some new young talent and strong leadership.Unfortunately, young people aren’t flocking to become insurance agents. For those new agents that do take on the challenge of becoming a new insurance agent, many fail. Why?

I think there are three main reasons why insurance agents fail.

1- Expect too much too soon.

Let’s face...