Hello, Champions! In the insurance industry, many of us focus on selling products and policies,
thinking that’s the ultimate goal. But today, I want to shift your mindset. Selling is not just about numbers or policies. *Selling is service.* When you approach your career with a service-oriented mindset, success will naturally follow. In this article, I’ll walk you through the key principles that have helped me and many advisors take our careers to the next level—by focusing on service, adding value, and building strong relationships with our clients.
1. Mindset of Service in Selling
First, let’s start with a simple but powerful idea: selling is service. We all want to earn more, but the question is: are we focusing on serving others? The most successful people in the world didn’t achieve greatness by chasing money alone. They became successful by serving humanity, solving problems, and contributing in meaningful ways. The money they earned was simply a reward for their service. As insurance advisors, our job goes beyond selling policies. We are here to protect people’s wealth, ensure their peace of mind, and help them secure their future. That’s what makes us unique. The size of the problem we solve for our clients defines how much we earn and how successful we
become. Ask yourself: Are you focused on serving your clients?
2. Our Role as Insurance Advisors
Let’s get clear on our role. We are not just policy sellers—we are protectors of wealth and providers of peace of mind. Every policy we sell has a deeper purpose: it ensures our clients’ financial future and helps them sleep peacefully at night. But how do we differentiate ourselves from the other 24 lakh insurance agents out there?
It’s simple: solve bigger problems, and you will stand out. When you focus on solving your client’s real concerns—whether it’s securing their family’s future or helping them plan for retirement—you’ll earn their trust and respect.
Remember, Champions: It’s not about how much you work, but how big a problem you solve.
3. The Kolkata Event: A Lesson in Dedication
Let me share a story with you. Recently, I was in Kolkata to meet with Subhra’s team, one of our Diamond Member of “I Champions Community” It was raining heavily, and traffic was chaotic. But do you know what happened? Sixty five advisors showed up, sharp on time, ready to learn and grow. They didn’t let the weather or traffic stop them.
This experience reminded me of the importance of *hunger for success*. These advisors were determined to become extraordinary, no matter the obstacles. They showed up for their clients and for their community, and that’s what true leadership is all about.
Ask yourself: Are small challenges holding you back, or are you hungry to perform at an extraordinary level?
4. Mentorship and 100% Implementation
I want to take a moment to congratulate Subhra’s team. You are lucky to have such a dedicated mentor who not only teaches you but ensures 100% implementation. The success of any strategy lies in how well you implement it. Learning is important, but without action, it’s meaningless.
Here’s the key: It’s not enough to know what to do—you must also do it
5. Adding Value: The Key to Building Trust
Now, let’s talk about customer meetings. Recently, Subhra’s team held a session on health, wealth, and happiness, and more than 170 people attended. Why? Because we weren’t just selling policies—we were adding value. We weren’t pushing products; we were educating clients, offering them insights into how they can protect their health and wealth.
Think about it. If you approach a client just to sell a policy, it’s a transactional relationship. But if you invite them to a seminar where you educate them, where you offer them value, it becomes a relationship built on trust and respect.
That’s how you elevate yourself from just another insurance agent to someone who adds value to the community.
Action Step: Stop selling policies—start adding value to your clients’ lives.
6. Differentiate Yourself by Creating Value
Many insurance advisors just focus on selling policies. But you, my Champion, have the potential to do so much more. You can differentiate yourself by adding value in ways that others don’t.
One powerful way to do this is through *content creation*. Whether it’s a blog, a video, or a social media post, you can share valuable insights that educate your clients and position you as an authority in your field. The more visible you are, the more trust you build with your audience. And as I always say, *more visibility equals more trust, and
more trust equals more business*. In my workshops, I teach advisors how to create content that adds real value. It’s not just about selling—it’s about becoming an expert that people turn to when they need advice and guidance.
Action Step: Start creating content that educates and empowers your clients.
7. Action-Oriented Advisors Always Win
I’ve met many people who have big dreams but take little action. Champions, if you want to reach the top, you must be action-oriented. It’s not enough to wish for success—you have to take consistent, focused steps toward your goals. Here are some questions to guide you:
– Where do you want to reach?
– What are the challenges holding you back?
– Who can help you achieve your goals?
– What actions do you need to take today to get closer to your goal?
Action Step: Set clear goals with deadlines and take action.
8. Your Long-Term Vision: Leave a Legacy
Finally, I want to leave you with a question that I often ask myself: *What do you want to be remembered for?*
As insurance advisors, we have a unique opportunity to provide peace of mind, safety, and security to our clients. But our impact can be even greater. When you focus on serving your clients and solving their problems, you’re contributing to society in a meaningful way. You’re leaving a legacy. So, Champions, what will your legacy be? Will
you be remembered as just another salesperson, or as someone who gave peace of mind, protected families, and contributed to the greater good?
Action Step: Focus on building a legacy, not just making a sale.
9. Final Thoughts: Happy Selling!
As I wrap up, I want to remind you that success is not just about selling policies. It’s about how many lives you impact, how much value you add, and how well you serve your clients. When you shift your mindset to *selling as service*, success will follow naturally.
Champions, I encourage you to implement these principles in your business, stay focused, and most importantly—keep serving. Because when you serve, you sell.
**Until next time, happy selling!**
