How do you define agent?  The dictionary has three definitions I’d like to share with you and then explain the difference those definitions reflect in your mindset.  Those differences in mindset have a dramatic impact on your outcomes. 

The first definition describes an agent as a person who officially represents another in business.  This is the classic unpaid sales force definition.  You work for commission and only get paid after you produce the goods, in your case a policy holder.

{sidebar id=10 align=left} A second definition describes an agent as a person who provides a particular service for another.  Now that’s getting a little better.  Another way to state this definition would be to say you act as a client advocate.

The final definition describes an agent as the means by which a result is produced.  This definition moves you into a power position.  This definition places you in a position where you have far greater control over your destiny than the first definition.

Now let’s uncover the subtle differences in mindset between these three definitions.  If being an agent means you’re a commission only sales person then you are a victim.  You have to depend on the company, and their actions for your success.  The company has the power, and the only way you gain power is through the company.  This is equivalent to an employee mindset.

The second definition reflects your role as a client advocate.  As a client advocate you’re developing long-term relationships with your clients.  You have a responsibility to those clients to act on their behalf, and place their best interests ahead of your own.  Attorneys and accountants are among the most respected client advocates.  You can place yourself in a similar position when your actions demonstrate your intentions.

The final definition reflects the mindset of a business owner.  As a business owner you hold yourself accountable.  You lead yourself.  You are never a victim.  The power to success is entirely within you.  You are fully responsible for you and your actions. 

When your mindset is the mindset of a business owner you realize even though you may “represent” one or more companies those companies are nothing more than vendors for you.  Your success is determined by your ability to:

• attract highly qualified prospects

• gain the attention and interest of those prospects helping them to enter your sales funnel

• help those prospects to buy thus moving them through your sales funnel and out as clients

• build life-long relationships leading to repeat business and referrals

• get the most value from your time allowing you to enjoy a life beyond the business

As the business owner with full control over your success you have the power to make your future a reality.  As you look at your business where do you see the gaps?  What actions will you take to close those gaps?  How would it impact you and your business if you closed the gaps?  What, if anything, is keeping you from taking action and closing those gaps now?

Are you beginning to understand why those who think of their insurance business as a business, and themselves as business owners almost always make money with insurance when others don’t?  Ditch the employee mindset and develop a business owner mindset and notice the impact on your results.