Staying the Course

By Ayo Mseka

Over the years, I have asked dozens of veteran producers to share their secrets for “staying ahead” in an industry that is not for those without resilience. How do they keep their “eyes on the prize” when their best attempts at expanding their practice do not appear to be producing the desired results?

The answers to this question were many and varied. Some said they start each day with a renewed sense of optimism, never forgetting that when one door closes, another door opens. To keep their spirits up, others meditate, seek inspiration from mentors and coaches, or attend seminars that help them solidify their goals and stay on track.

In addition to engaging in these morale-boosting activities, some revisit the reasons they chose a career in financial services many years ago. These reasons are probably similar to yours:

“I wanted to make a positive difference in the lives of others.”

“I care about people and wanted to help them put their financial house in order.”

“I wanted to use my skills and talents to help people achieve their goals and dreams.”

“I love people, and I wanted to spend as much time as possible with them — and do some good.”

The act of reviewing these reasons reinforces their belief in what they do and encourages them to forge ahead, no matter how many obstacles they encounter. As long as they love what they do and believe that they are making a positive difference in the lives of their clients, they are able to recharge their batteries and re-set their sights on a bright and promising future.

The power of NAIFA

Producers with lots of staying power are also active NAIFA members who make it a point to build and cultivate relationships with other NAIFA members. They start doing this early in their career because they know that NAIFA members are their greatest source of encouragement and can often help them identify untapped opportunities that can galvanize their business.

“My NAIFA friends have always been there for me ever since I signed up for membership several years ago,” one of these producers told me recently. “They have cheered me on when things were going great and have served as a sounding board when I was wrestling with key issues. In fact, without my NAIFA buddies, I am not sure if I would still be in the business.”

So, the next time life throws you a curve ball and you are beginning to wonder why you chose this line of work, do what some of these seasoned producers do: Go back to the reasons you decided to become an agent, and reach out and touch a fellow NAIFA member. You will be surprised at how quickly you will be able to recharge your batteries and regain the momentum you need to keep on keeping on.