One of the most common mistakes new agents make is thinking about their commission before thinking about their client. It is easy to get caught up in how much money you might make on a policy, but the truth is that this mindset will hold you back from long-term success.
When you put the client first, you not only build trust, you build a career that lasts.
1. Discover the Real Need
Every client you meet with has a story. Some are worried about paying off their mortgage if something happens to them. Others want to protect children’s college plans. Some simply want to make sure final expenses do not become a burden.
Your job as an agent is to uncover that need by asking questions and listening carefully. When you find the true motivation behind why they need coverage, you are able to recommend the right solution.
2. Build Trust Through Transparency
Clients can sense when an agent is pushing a product for personal gain. When you present options based on their actual needs instead, you establish credibility. Clients are far more likely to refer you to others and keep their policies in place long-term when they know you genuinely care.
3. Long-Term Success Comes From Service
Chasing high commissions might give you a good paycheck today, but it can also lead to chargebacks, cancellations, and a bad reputation. Serving your clients with honesty creates policies that stay on the books, renewals that grow your income, and referrals that multiply your opportunities.
4. Impact Over Income
When you focus on helping more families, the income always follows. The most successful agents in this industry are not the ones who push the biggest policies, but the ones who consistently put the needs of their clients first.
Final Thought for Agents
If you want to build a lasting career, make it about people, not paychecks. Every time you sit down with a client, ask yourself, “How can I best serve this family?” The answer to that question will always lead you in the right direction, and the commission will take care of itself.
