Insurance Agents & Financial Advisors – Don’t Have a Scarcity Mentality

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Do you feel like everyone you speak to has a relationship with someone? Do not let this self-limiting thinking get you down. Everybody isn’t going to work with everyone. As you read this article, there are 68,000,000 Americans without life insurance. You live in an era of great abundance, so statistically speaking. This mindset can have a significant impact on your actions.

It may seem like everyone you are talking to is already working with someone. This is a very important lesson. It’s not that you are talking to the wrong people. Now, sit down and describe your contacts in detail. This includes their location, where they live, what they do for a living, what interests them, what they listen to or read, etc. You’ll gain a better understanding about the demographics and psychographics you are trying to market to.

Is it a good idea to shift your focus to a different market? You might not be as sought-after by your peers in a market like this. Did you know that many of the richest people are simply blue-collar workers who live in older areas? Everyone wants to be a doctor or attorney because that’s where the wealth is. Sometimes it is true, but sometimes that’s not the case. It could be because doctors and lawyers are living beyond their means or don’t have enough cash to do business. Consider it this way: If you were forced to hunt deer to feed your family, and to keep them from starving to death because of the lack of money available to you, would you hunt deer with your peers? The deer are being overhunted. Deer have learned to hide in the woods and are now more afraid of being pounced on by humans. Hunting deer could cause you and your family to starve. While your friends chase the rare deer, there are always rabbits around. Because the rabbits are almost non-existent among hunters, they are not only abundant but also very friendly. You and your family can eat rabbits every night if you shift your focus to them. They’re easy to catch and plentiful. Do you prefer to hunt the over-hunted or the abundant and under-hunted?

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Instead of dwelling on what you cannot do or what you don’t have, focus on what you can do. It’s funny how focus can change everything. You start to see opportunities that you never knew existed. I’m going to share with you a story that illustrates how changing your focus can dramatically improve your results. One of my favorite stores has an elderly man who helps me bag groceries. When I helped with my groceries, I was able to have a friendly conversation with him because I value kindness, respect, and dignity. From his nametag, I saw that he had been working at the store for more than 10 years. I finally asked him what he had done before he retired to work at this store. He told me that he had just retired from Enron, the company that would eventually become Enron, shortly after he retired, and that he had sold all the shares he had acquired over the years, long before Enron went under. If he was carrying your groceries, would you have known this information? Because he isn’t interested in having financial advisors or insurance agents knocking at his door, no one will take the time to get to know his story.

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Every day, there is more business than you can handle. If only you took the time to look around and see what it is. You would be able to see the opportunities you missed and not judge yourself or others. It would be easy to let go of the scarcity mentality, and instead see the abundance on your lawn.