The forthcoming article represents a transcript derived from the LIFE180 YouTube channel's video content.

Did you know that 93% of life insurance agents fail within the first three years of entering the business? The question arises: why is this the case, and is it truly necessary? One of my personal missions in developing our agency and steering our IMO in the direction we're heading is to establish superior training, robust infrastructure, and comprehensive education for agents.

This initiative aims to equip them with the knowledge and skills needed to construct a thriving business successfully, enabling them to make a more significant impact on the lives of those around them.

In this article, we will discuss the most crucial aspect that you, as a life insurance agent, must focus on to enhance your likelihood of long-term success in this industry.

People enter this business with the primary intention of helping others, yet they often lack clarity on what that truly means to them. They may initially become excited and motivated by the concept, products, and education surrounding the industry. As a result, they might see it as an opportunity to either generate supplemental income or transition into a full-time career. However, without a clear understanding of how they define helping people and their motivations for pursuing this path, their enthusiasm alone may not sustain them in the long term.

We encounter people currently employed in the real estate and mortgage industries who are contemplating a transition. With cash flow dwindling and their existing networks in place, they recognize the potential for a career shift. As sales-oriented professionals, they see the allure of the life insurance industry and wonder if it could be a viable option for them.

Why Are You Selling Life Insurance?

Here's the crux of the matter: Many persons dive into the industry and immediately adopt a sales-centric approach. They compile lists of contacts and reach out without taking the necessary steps to define themselves, their purpose, and their mission. Without laying this groundwork, they find it challenging to effectively communicate who they are, what they do, and why they do it. This lack of clarity can impede their success in the business.

This is a common journey that many people undertake, regardless of their industry or profession. Understanding and effectively communicating the "why" behind what you do, especially in the realm of selling life insurance, is a fundamental aspect of success.

Sure, discussing Simon Sinek's Golden Circle framework from his TED Talk and book "Start With Why" could be incredibly beneficial. If you haven't already, I highly recommend watching his TED Talk, which lasts about 20 minutes, or delving into his book for a deeper understanding.

Sinek's insights into the importance of starting with "why" can provide valuable guidance as you navigate your journey in selling life insurance and effectively communicating your purpose to others.

Overview of The Golden Circle

Absolutely, let's break down Simon Sinek's Golden Circle framework and adapt it specifically for life insurance agents. This will provide a tailored understanding of how to apply his concepts effectively in this industry.

In essence, Sinek suggests that while everyone understands what they do, fewer comprehend how they do it, and even fewer grasp why they do what they do.

The companies that truly distinguish themselves in the market are those that begin with why. The 'what' and the 'how' pale in comparison to the significance of their 'why.' John Maxwell often emphasizes that 'people don't care how much you know until they know how much you care.'

However, once they realize your level of care, it's imperative that you possess knowledge and expertise. This sentiment echoes the importance of conveying why you do what you do, as the depth of your care directly correlates with your underlying purpose.

So, let's apply this to the context of life insurance. What do we do? We sell life insurance. How do we do it? Well, that varies for each individual. Some may specialize in final expense insurance, others in whole life insurance. Some may focus on infinite banking strategies, while others emphasize high cash value life insurance. There are also those who use life insurance for real estate purposes. While the how is significant and varies based on specialization, what truly matters is the why behind our actions.

It's relatively straightforward to enter the life insurance business with a clear understanding of what you do, you sell life insurance. However, where many agents encounter challenges is in navigating the "how", the specific methods and strategies employed to sell life insurance effectively.

When you begin to contemplate how you sell life insurance, it's common to encounter obstacles or feel bogged down in the learning curve. The intricacies of designing policies, understanding various investment, saving, retirement, and legacy planning strategies can be overwhelming. The diversity of approaches within the life insurance space can slow down agents as they strive to grasp and implement these complexities.

So, when you enter the industry, you may initially focus on the "what", understanding that you sell life insurance. As you delve into the "how," you immerse yourself in learning the intricacies of the trade. However, it often takes time for individuals to truly connect with their "why", their underlying purpose for being in this business in the first place.

The challenge arises when agents fail to lead with their "why." By neglecting this fundamental aspect, they inadvertently hinder their progress. This concept and philosophy hold true across all businesses, emphasizing the critical importance of understanding one's purpose from the outset.

Why You Need To Start With “Why” As A Life Insurance Agent

Simon Sinek initiated this concept, often citing examples like Apple and tech companies, underscoring the significance of beginning with why. It's crucial to understand that decisions are primarily driven by emotions.

Simon Sinek pioneered this concept, often exemplifying it with companies like Apple and various tech giants, underscoring the significance of beginning with "why." It's essential to recognize that people predominantly make decisions based on emotions, subsequently rationalizing them with logic.

In this context, the "why" represents the emotional core, understanding why a company exists, the problems it aims to solve, its mission, and what drives it forward. These emotional factors play a pivotal role in guiding individuals' decisions and fostering connections with brands.

So, for you, it's crucial to start by contemplating why you do what you do. When it comes to my emphasis on Indexed Universal Life (IUL) insurance, it's deeply personal to me. I have a personal experience that profoundly influences my perspective.

While I could delve into the specifics of what IUL entails and how it works, what truly matters to me is the why behind it all. Allow me to share my story to illustrate the why behind my focus on IUL. Like many of you watching, I entered the business with similar aspirations and motivations.

I entered this business with the sincere intention of assisting people with their financial well-being. Initially drawn to the concept of Indexed Universal Life (IUL) insurance, I was captivated by its potential for growth and protection. As I became deeply involved in promoting IUL and eventually rose to the position of director of business development for a leading company in the field, I soon realized that my perception of it didn't align with reality.

Ultimately, I made the decision to transition to advocating for whole life insurance, believing it better served my convictions about aiding individuals with their finances. However, my journey took a challenging turn when I faced a lawsuit aimed at silencing me. This experience became deeply personal, leading me to recognize that many others in the industry were likely promoting IUL for similar reasons without understanding its limitations.

Driven by a sense of responsibility, I resolved to share my insights with others, particularly those in the IUL space, to offer them a solution more in line with their values and mission in serving clients. This is the driving force behind my work and the agency I am building, to support and guide IUL agents toward a better, more aligned approach to serving their clients.

Now, let's delve into why you sell life insurance. What drives your interest in this field? Okay, you sell life insurance. Let's illustrate this with an example to make it clearer. So, what do you do? You sell life insurance. How do you do it? Let's simplify it by using the term "cash flow hacking."

So essentially, when considering infinite banking, we're shifting the focus from utilizing it for any debt or depreciating assets, such as cars, to exclusively leveraging it for cash flowing assets. That's the purpose, that's the intent. So, what do we do? We sell life insurance through the lens of cash flow hacking. That's great. But why am I doing this? Why am I committed to this path?

Why I Sell Life Insurance Differently with LIFE180

I'm doing this because I'm on a personal mission. I'm not just advocating for it; I'm living it. My wife and I are actively investing in real estate, exploring opportunities in the Dominican Republic, and launching a real estate investment fund. We're dedicated to increasing our cash flow and teaching others how to do the same because I firmly believe that the current financial system is broken.

I firmly believe that the financial system is broken, and the conventional wisdom of traditional personal finance is not only misleading but also designed to keep persons enslaved to the system. My mission is to empower people and provide them with the knowledge and tools to break free from this cycle. That's why I wrote my book, Cash Flow Hacking, and why I'm passionate about sharing my journey to financial freedom.

Instead of waiting 40 years for retirement, I want to show people how they can achieve financial independence in 10 years or less. This isn't just a theoretical concept for me, it's the path my wife, my family, and I are actively pursuing. And I firmly believe that it's a replicable strategy that every individual can adopt.

If they knew what I know, everyone would be doing it." This is why I am dedicated to my approach. How do I do it? Through cash flow hacking, leveraging whole life insurance, and employing sound financial structuring without unnecessary risk. These strategies are at the core of my practice. Ultimately, it begins with being a licensed life insurance agent. That's where it all begins.

Don't Make This Mistake As A Life Insurance Agent

Absolutely, starting with the "why" side of the story can be incredibly powerful and engaging. When you lead with your purpose and passion, it captivates your audience's attention and creates a deeper connection. It sets the stage for a more meaningful conversation and allows you to share your journey in a way that resonates with others.

By reverse engineering your story from the "why," you create a narrative that is not only more compelling but also more memorable. This approach enables you to engage with people on a more personal level and opens the door to deeper discussions about how you utilize life insurance to fulfill your purpose and achieve your goals.

Exactly, leading with your "why" creates emotional buy-in from your audience. By sharing your passion and purpose, you engage people on a deeper level, making them more receptive to your message. As you continue to refine your storytelling skills and authentically communicate your "why," you'll naturally become more effective in connecting with others.

This emotional connection is crucial in building trust and rapport, ultimately leading to more meaningful and impactful conversations. Starting with your "why" sets the stage for genuine connections and fosters a greater understanding of how you utilize life insurance to fulfill your purpose and achieve your goals.

This is a critical aspect that many overlook in the life insurance business. Instead of viewing it as merely transactional or commoditized, it's essential to connect with the deeper "why" behind what you do. Without a strong emotional reason driving your efforts and a clear understanding of your purpose, you risk becoming part of the 93% that doesn't succeed long-term. It's not just about selling life insurance or buying leads; it's about authentically communicating your passion and purpose to connect with others on a deeper level. This emotional connection is what sets successful agents apart and drives long-term success in the industry.

Absolutely, finding your "why" and leading with it in your communication is key to success in this business. By authentically sharing your passion and purpose, you'll create meaningful connections and avoid turning people away with a transactional approach. Take the time to discover your why, and craft your story in a way that resonates with others. This intentional approach will not only add value to your interactions but also inspire others and drive your long-term success in the industry.

That concludes this video. Until next time, have a blessed and inspirational day. If you found value in this content, please consider liking and sharing it to spread the message. I believe this information is crucial for every life insurance agent in the business. Thank you for watching, and I look forward to connecting with you again soon.