There’s only one reason – there is only one reason to be in the life insurance business – to be an icon. Unless you want to be one of the very best in the business… unless you aspire to greatness, there has to be an easier way to make a living.
But, if you aspire to be somebody. If you want to change the world one client at a time. If you want to be an industry icon, then you have an opportunity to make a real difference in your community.
When being iconic is your goal. This is the business for you.
What is an Icon?
An “Icon” is defined as a representative symbol of the very best in the business. We know the icons: Ben Feldman, John Savage, Charlie “Tremendous” Jones, Bruce Etherington, Roger Zener, Van Mueller. There are many.
Industry icons share an approach that anyone can copy if they aspire to being iconic.
What does it take to be an Icon?
Icons share four basic strategies that create their success. They all use them to one degree or another. These strategies come together to create the acronym ICON.
Knowing industry leaders shows that the acronym ICON gives any aspiring advisor a roadmap to being Iconic:
I – Inspire: All Icons inspire prospects with intent, imagination and integrity. They inspire their prospects with powerful sales stories that result from these characteristics.
Being inspirational starts with a “Firm Purpose”. A firm purpose changes the nature of every activity and experience required to achieve it making it easier to accomplish. Purpose is reflected in their passion. Passion is the outer expression of an inner purpose. The greater the purpose, the greater the passion. The greater the passion, the greater the performance.
Passion is catchy and it becomes a prospect’s urgency to act. Where there is no passion, there is no action. Icons are passionate.
Focus comes from purpose and drives inspiration. The stronger the purpose the greater the focus. That focus creates heat that makes things happen. Like the steam in an old locomotive. Getting the water to the boiling point means it can climb a mountain.
Imagination develops “Style”. When added to business, “Substance” creates amazing performance. Substance – knowledge, credentials and technical information – is a commodity, Style is optional and comes from imagination. Style is the sign of an Icon.
Style creates powerful sales stories that help prospects decide to buy. It’s Ben Feldman’s “converting bricks and mortar into dollars and cents”, John Savage’s “save first, spend later and floor safe ideas” and Roger Zener’s “the cow and the rat hole”. Their imagination created sales stories that helped prospects understand well enough to buy.