07/02/2025
In a forum the question was asked; “Why don’t most life insurance agents make it in business?” Ted Wilson had a great response:
“That is a great and loaded question. I've been an agent 25 years; virtually all my life.
1. Good people with potential were recruited and brought into the business by the wrong people they don't get the resources they need, they sour on the business and quit.
2. Agents don't realize this is not a 9-5 job. You have to have your personal life in order.
3. Many people have great potential, but they are NOT coachable. You're not going to learn to do this by yourself your way. I have never met a self made great producer. They reject mentorship if its out of their comfort zone.
4. Agents when they first start they are talked into being an indepdent "broker". When you first start "Less is better". Learn to master one niche at a time.
5. Agents aren't taught or won't learn how to do a presentation.
6. Agents aren't taught or won't learn how to close.
7. Agents can't find one or are afraid to use an optimized lead program.
8. Agents don't understand how to read their commission schedules.
9. Agents don't know how or won't ask for referral business.
10. After Covid agents are sold the fantasy you can sit at home wait for the phone to ring and sell policies to ready and waiting buyers.
It's a loaded question but all of these things are contributing variables to why 93% of all agents won't make it past 5 years.
