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

A risk is defined as “exposure to danger.”

Danger surrounds insurance producers every day. 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:

• Risk of rejection
• Risk of failure
• 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, an 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 has evolved over the years, the consequences have not.

Embrace Risk

While the fear of failure, rejection, and financial hardship are...