Andy Neary breaks down three fears that hold back insurance advisors: losing business, embarrassment, and inferiority. He shows how these fears lead advisors to withhold ideas and avoid correcting clients, then argues that setting them aside and actively helping clients win drives real growth.
Chapters
Could your fears actually be costing you from growing the business you know you want to have? I just got done reading Getting Naked by Patrick Lencioni. In fact, I'd read the book about 10 years ago with the insurance agency I was with at the time, and a colleague of mine just referenced it a couple weeks ago. So I decided to pick it back off the shelf, wipe off the dust, and read it again. And in the book, Lencioni talks about the three the fear of losing business, the fear of being embarrassed, and the fear of feeling inferior. And I. It hit me. It made me realize how often in the insurance industry, I watch advisors, I watch agencies battle with all three of those, and it's costing them the ability to grow. Number one, if you have that fear of losing business and you're holding tight to the clients you have, guess what happens? You're gonna lose business if you have that fear of being embarrassed. So you don't speak up in meetings, you don't share ideas with your clients that might not work. You're not helping your clients win. Yes, you may give advice to your clients. That's not the right advice, but correct it. You're gonna give them good advice, but the bottom line is you're trying to help them win. And that feeling of inferiority. So you feel like you need to stand above your clients, show them how good, how perfect you are. Man, you have got to get rid of that, because that is not going to help you keep clients long term. So as we enter a new week, my advice is simply get over these fears. Focus on growth. Don't fear losing business. If you focus on helping your clients win, they will stay with you for a long, long time. Don't be worried about getting embarrassed. You might give the wrong piece of advice, but if you're helping your clients win, you'll find something else. And that feeling of inferiority. Stand with your clients. Put your chair on the same side as your client. You don't stand above them. Don't stand up below them. Stand right next to them. You put all those three fears aside, you are going to grow one hell of a business. So go make it happen.
