In a recent Life Insurance Selling article Paul D. Kaplan states, “The insurance industry has bred a bunch of order-takers.” You may not think you’re an order-taker, and even if you are you may not realize why being an order-taker is bad for you. When you’re just an order-taker you lose and you lose big.
It may be hard for you to imagine why the industry seems to have dropped the ball when it comes to training agents to achieve success. There is a discrepancy between the way you succeed and the way the insurance company’s succeed. The insurance companies profit whether you succeed or not. They simply recruit a new you knowing a new recruit will statistically produce a certain level and then fail out. When the recruit fails the insurance company retains the policies. They profit without investing in you.

