How Will You Grow Your Book of Business in 2017?

“Work hard on your job, you can make a living. Work hard on yourself, you can make a fortune.” Jim Rohn

When I first heard this quote 14 years ago, I wasn’t really sure what to make of it. I was 25 years-old, recently married, had a child on the way, and I just wanted to make a living to pay my bills and take care of my family.

It wasn’t that I didn’t want to make a fortune, I just didn’t know where to start.

That year began the start of my personal growth journey. I was a property and casualty agent at that time with a terrific growth agency. I had great training and resources, but was still struggling to gain momentum. I then started to understand first-hand the true meaning of another one of Jim Rohn’s powerful quotes. He said, “For things to change, you have to change, for things to get better, you have to get better. ”

So how do you as an insurance professional change? How do you get better?

When I work with insurance agency leaders and professionals, they are often looking for something external to make their agency better or to build their book of business.

Now don’t get me wrong, external resources such as new ideas, better marketing systems, or helpful sales technique are good things. However, too often, we think that something from the outside will be the key to growth and success. A new idea may be the catalyst for growth, but growth is a process and real growth only can occur inside of you.

The question is, how will you develop your potential? How will you change? How will you grow in 2017 and beyond?

It starts by developing and maintaining a personal and professional growth plan.

Leadership expert John Maxwell says it best, “Many people only learn from the school of hard knocks. Difficult experiences teach them lessons ‘the hard way,’ and they change–sometimes for the better, sometimes for the worse. The lessons are random and difficult. It’s much better to plan your growth intentionally. You decide where you need or want to grow, and choose what you will learn, and you follow through with discipline going at the pace you set.”

If I asked every insurance leader and producer across the country and beyond, “What is your personal growth plan for 2017?”, I can almost guarantee that over 95% of the responses would range somewhere between “None and what is a growth  plan?”

I was the same way early in my insurance career and even though I started my growth plan 14 years ago, there have been many ups and downs. There is no perfection, there is no utopia, the power is truly in the process.

So how will you grow in 2017? How will you get better? How will you achieve your dreams and goals? It starts by being intentional about your growth and development.


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