The insurance industry is an old industry with an old soul. There are deep-rooted traditions and ways of doing things that have been refined over centuries.

In my 20s I had many ideas for modernizing the independent agency. What I lacked was the fortitude to turn my ideas into reality. After one of my ideas was shot down by a supervisor, I became frustrated and gave up.

What I should have done was put in the time, research and dedication to prove the ways in which my ideas could help create a positive, winning change. A mountain may not ever disappear, but it is possible to forge new paths to the top with patience, perseverance and a willingness to adapt.

This old-school industry contains a world of experience and knowledge that people will enthusiastically share with you—if you are open to receiving it. As a young agent, I was surrounded by the greatest insurance minds in Las Vegas. Unfortunately, at that time insurance was just a job to get me through college, so I did not take advantage of the opportunities I had to learn some valuable lessons about being an agent.

Having a professional mentor is invaluable to becoming the best agent possible. Remember that the role you are in now is likely to evolve, so seize the moments to learn from the greats while you can.

In a conversation with the 20-year-old version of myself, I would caution that stripes must be earned, not demanded. Young agents have a tendency to subscribe to a school of thought where pay and status reflect performance. This ideal, coupled with a young mentality, can be self-destructive.

The valuation of performance is relative to the person doing the assessing. As a young producer, you have to align your performance with the one doing the evaluating and not solely on your own ideals.

At the end of the day, being hungry for success and wanting to leave your mark on the world are great traits, particularly for insurance agents. However, it is important to temper that passion with the wisdom and strength that comes from the experience of others.

A marriage of these two worlds is the only way to really be successful as a young agent. Push the boundaries—but do it with an army of mentors behind you.

Special Reports /

Perseverance, Mentors Both Assets for Young Agents

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