Advance Team

This is a special edition of Improving Your Game. Tracking your numbers is one of the most vital things we can do to measure our strengths and weaknesses, as well as our growth and improvement. This hour contains some takeaways about why that is so crucially important to an agent and an agency. From there we dive into the activity we track at the Advance Team and explain how this will help you take your success to the next level!

Our closing segment is headed up by Mr. Roger Short himself. He's here to help us grasp what might have gone wrong if our clients have identified a need and then either downplay it or backpaddle from it. If that does happen, this episode will help you respond in the best way possible to get the train back on track, and then help your clients move forward with your plan. This is a can't-miss finale!

This episode is the meat of the Need Sandwich! Chris does a deep dive with us on how to go about addressing our clients' needs with them once they have been discovered. We discuss the nuances and best approaches to helping our clients take ownership of their needs, as well as some excellent questions we recommend you ask during your sits!

Recognizing our clients' needs is absolutely crucial, but still second to helping them recognize those same needs. Chris is here to provide some context about how to understand the source of a need, the emotional attachment to it, and how to go about gathering information that will help us ultimately cover the need and give our clients more security.

As a follow up to our conversation on how to get your eyes on your clients' life insurance policies, we did a deep dive into what you'll see. This is an expert lesson on the language of the policies, what the numbers mean, and how to recognize what the coverage is and what it could be down the road. This is a must-listen for every agent in the industry!!

Here we explore the art and the science of getting your clients to show you their existing policies! No matter the reason why they may not be eager to oblige, we need to earn their trust and demonstrate that we can help them once we know what they have already in place. Last year's Advance Team #1 Producer James Himel weighs in on his approaches and shares a major success story.

To cap off this two part series, Tim brings it home with some challenging ideas and recommendations for combating our defeated feelings. He walks us through a progression from goals, to activity, to momentum, to joy, to growth, to confidence, and finally service. The heart of this perspective is what allows us to be bigger and better Difference Makers rather than the of victims of our own circumstances.

Leading off a relevant and relateable 2 part-series, Timothy Wright sets the stage of what's happening inside our heads when we get knocked down. Whether it's life, drama, bad luck, outside circumstances, or work, we all experience adversity and feel defeated sometimes. In this episode we discuss how to recognize patterns, diagnose the problem, be honest and vulnerable with yourself, and hone your skills of self-awareness so that you can put yourself in a position to get back up and keep fighting.

This is a content-heavy episode that's jam-packed with tips of how to use your insurance carriers toolbox effectively. Always strive to find the perfect balance between what's best for the client, what's best for the carrier, and what's best for you!

To close out our series, Zach lays out a thorough template for managing your personal finances in a world of 100% commission sales. Keeping the focus on your clients instead of yourself is key, so Zach offers a disciplined approach to help avoid added distractions and pressures when it comes to your money.