Make Results, Not Excuses

Make Results, Not ExcusesBy Anthony Iannarino – January 10, 2019

The time you spend making excuses, avoiding accountability and difficult conversations would be better spent doing the work you need to be doing. Excuses never produced a single result; avoiding accountability never built a legacy. The time and energy you spend feeling sorry for yourself and whining to other people about how difficult something is would be better invested in doing the very task you are avoiding. There’s no prize for feeling sorry for yourself.

The time and angst you spend trying to find ways to avoid what needs to be done, searching for shortcuts or looking at information you think confirms your belief should be directed to your most important work. You don’t need to work smarter; you need to work harder. And there’s no amount of information confirming your beliefs that will relieve you of your obligation to produce results. You can invest in your excuses, or invest in results. One choice will make you comfortable, temporarily, and one will make you happy.

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Young Consumers Shy From Life Insurance

Young Consumers Shy From Life InsuranceBy the MIB Life Index – December 11, 2018

Many young Americans turned their backs on the life insurance market in November. The number of Americans 44 and younger who applied for coverage last month was 9.4% lower than in November 2017, according to new data from MIB. The drop in November follows a 7.3% year-over-year drop for the 44-and-under age group in October. Life insurance application activity was off 4.7% year-over-year. Confirming a demographic shift in purchasing, older age life insurance activity showed its strongest divergence yet from the 0-44 age group in November. The long-term trend shows the Index stable across the first three quarters of 2018, only to show weakness in Q4. November activity was up 6.4% over that of October as insurers head toward year-end closing.

Ages 60+ life insurance application activity solidly led all others, up 7.2% in November year-over-year; ages 45-59 were down 2.4%; and ages 0-44 were down sharply, 9.4%, year-over-year. Year-to-date, ages 0-44 are off 2.2%; ages 45-59 are off 0.7%; and ages 60+ gained ground: up 2.8%, YTD Y/Y. Month-over-month activity all showed healthy gains from prior October with 0-44 up 7.4%; 45-59 up 8.6%; and ages 60+ up 0.7%.

Life Index Composite and Age Groups

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Take Care of People to Earn More Money

Take Care of People to Earn More MoneyBy Anthony Iannarino – The Sales Blog – December 12, 2018

Everybody wants more money. Most people aren’t willing to do what it takes to make more money. And the people who want money the most are often mistaken about what they need to do to earn money. If you put money before people, you’ll have trouble making money. By treating people as a means to an end (money), you set priorities in a way that money becomes difficult to gain.

If you put money before your clients and customers, you’ll have a tough time extracting the money you want from their checkbooks. Revenue is the result of selling well and taking care of your clients. In insurance marketing and sales, increasing revenue and profit is the result of doing 1,000 things right; chief among them is valuing people. Learn to do purposeful and meaningful work for your clients. Then the money will come.

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