Lately, Ive become more interested than usual in the reasons why insurance producers do what they do.
I've always had a fascination for the minute details of other peoples lives. Even before I became a journalist one of the only professions where its socially acceptable to ask people probing personal questions I would voraciously read biographies and memoirs. Often, Id think, Wow, I didnt know that, or, That explains so much.
So its not exactly surprising to me that I should begin probing into the motivation behind our readers career choices.
This month, we talked with a producer who runs a succession planning firm that his father started more than three decades ago. He became involved in charitable planning with his clients primarily because of his fathers philanthropy upon his death his planning resulted in several scholarship funds and other memorials being set up at places that meant a lot to him, such as his high school alma mater and the National Cathedral.
In March, well be running a feature story about a long term care specialist whos thinking outside the box with his business and seeing tremendous results. That 30-year-old agent began selling LTCI after seeing what his family went through with his own grandfathers long term care event. He was also motivated after a friend around his age suffered an accident that left him disabled. That friend carried no disability, and no long term care insurance.
For the past couple of months, Ive been collecting interviews from other producers to learn how they came into the field. Specifically, these agents came into long term care insurance from other fields. One was a teacher and a nonprofit development officer. Another had her own housekeeping and pet-sitting business.
A third producer began working in insurance after years with 20th Century Fox. People told him he was crazy; they said nobody left the film business. But he did, and he hasnt looked back after 20 years.
So often, I think, people look at those with success and think, Thats a money-hungry profession. With so much get-rich-quick advertising and easy-money imagery out there, certain occupations become suspect in the publics eye. The bad apple rhetoric is familiar just because insurance producers can make quite a comfortable living selling policies and plans to consumers and businesses does not mean theyre motivated by the dollar. Many find a passion, a satisfaction in their job that some people never come near in an entire lifetime.
Are you that passionate about your insurance career? Are you in it for the right reasons? What stories have you heard that have inspired you about your profession?
By the way, were always looking for successful agents to profile for the magazine. If you or somebody you know have a great back story or a truly unique way of serving your clients, let us know. Readers like you learn most from your peers and colleagues so you could be doing a great service to the field by sharing your ideas. Email us at [email protected]or leave your comment here.
Christina Pellett is the editor of the Agent's Sales Journal.
