Closing the Production Gap

By Ayo Mseka

If you are like most advisors, you are probably reviewing your production numbers and wondering how you will ever meet the goals you set for yourself at the beginning of the year — before COVID-19 turned everything upside down.

If you find yourself coming up short, don’t despair. From now until the end of the year, you have lots of opportunities to get back on track and still make 2020 a winning year.

You can take the first step toward hitting your numbers by carefully reading the articles featured in this issue of Advisor Today, starting with our cover story on lessons top producers learned during the heart of COVID-19 and how they are applying them to their practices. The article on NAIFA’s Impact Week is another article you do not want to miss — it highlights the strategies thousands of financial professionals learned during this one-of-a-kind online event.

After reading Advisor Today, don’t forget to check out the numerous professional-development programs provided by NAIFA to help you move ahead. These include the association’s popular Town Hall Meetings and webinars, which offer actionable information you can use to gain a competitive edge in today’s challenging business environment.

In a couple of months, you will also be able to take part in another success-building program — Life Insurance Awareness Month (LIAM). This is the public-relations campaign spearheaded by Life Happens each September to persuade millions of Americans to buy the financial protection they need for themselves and their loved ones. Visit www.lifehappens.org today and start preparing for this campaign to create positive outcomes for your clients and your practice.

Words To Live By

As you use these programs to meet or perhaps exceed your goals, I want to leave you with a few words of wisdom, courtesy of some of the top producers featured in past issues of Advisor Today. The inspirational advice from these successful advisors will keep you on focus and on track as you move past the setbacks of COVID-19 and toward a more hopeful and promising future.

*Whatever products we use today, we build our businesses by connecting person to person, with one prospect at a time.

—John Enright

*Promises kept, deadlines met, little extra flourishes and small acts of kindness — add to happy clients.

—JoAnn and Joseph Calloway.

*If you deliver a unique client experience that is repeatable and easy to talk about, you will end the chase for new clients.

—John Enright

*Knowing that I can change lives through my passion and product knowledge is truly inspiring. —Daniel

Thompson

*Our products give people peace of mind and help them plan for the unexpected, while preparing a path for greatness for the future. —Kate

Kilgore Cihon

In this time of uncertainty, it is not easy to meet goals that were set in simpler times. But by using the resources provided by NAIFA to turn anxiety into action, you will strengthen your belief in a better future and help your clients live lives of meaning and gratitude.