This excerpt is advice for insurance agents on building a book of business by positioning themselves as lifelong, comprehensive resources. The speaker emphasizes reminding clients early that the agent offers more than mortgage protection—life insurance, retirement, burial/kids policies—and encourages offering free consultations and asking for referrals so needs over time (marriage, children, grandchildren) lead to repeat business.
You can have clients for a lifetime because their needs are always changing. So what you're putting the effort you're putting in now begin like you get these bigger rewards in a few years because now people are getting married, kids are getting married, grandbabies are coming, they want some more life insurance. Their life is changing, they want more. You're there. You want them to know that you're there for them for life. You're their agent for forever, and you're going to be there for them. And so what you're going to find is as you are building your business, book a business, it's going to start growing on itself, right? Make sure in the beginning, you let them know, I don't just do mortgage protection, I do life insurance, I do retirement. So I know how it all works together. That way, in the end, after you've already done the application, you know, just so you know, I don't just do the mortgage protection. I do free consults for any of my clients, friends or family members. I do life insurance, I do burial policies, I do kids policies. If you know anyone, I will do free consults. Feel free to give them my information and I will make sure that protected. Because it's great that I was able to protect you, but it's important that I protect the people you love and care about. I promise you, you're walking by money. When I started adding that into it. Oh, well, my brother, my sister, my aunt, my this, my that. All of a sudden their mind starts thinking just because you said the right word, right. People you love and care about.
