The document discusses skills needed for insurance agents in the current decade. It emphasizes that agents should focus on buying risk and providing comfort for clients rather than just selling insurance. The document recommends that agents work as businessmen, devote their time fully to the business, hire others for non-essential tasks, and acquire knowledge aggressively. Agents are advised to consult clients rather than just sell, contact leads immediately, ask good questions, listen effectively, and provide workable solutions. The document stresses setting specific, measurable, attainable, realistic, and time-bound goals and developing successful habits.

1. Insurance Selling in this Decade Skills to Empower the Insurance Agent

2. Setting the scene for this evening Understanding Our Importance in Society Where do you stand today? What does the future hold for us?

3. Our Role Buying Risk, not selling insurance Providing Comfort when sick Giving shoulders during grief And still make money out of it…

4. The Present… Where do we stand in making money? Are we enjoying life or mere spectators to other people doing so? What do I need to do to get more out of life?... WORK HARD??????????? BE THE BEST?????????? USE POLITICAL SKILLS???????? OR…..

5. Dream... Think... Do... BIG

6. To quote Michelangelo The greatest danger for most of us is not that our aim is too high and we miss it, but that it is too low and we reach it.

7. The Future Be a Businessman – not an Agent Devote Time – Business has to be Your First Priority Employ Resources – Hire People for Non-value Added Processes Acquire Knowledge – Be Aggressive in Seeking Knowledge

8. The Future… Consult – don’t Sell Contact the Lead Immediately ( Goal: Become the prospect's first point-of-contact and beat out the competition ) Ask Good Questions (Goal: Relax the prospect and get to know his/her needs) Listen Effectively (Goal: Find out your prospect's goals and decide how to best meet his/her needs) Provide Workable Solutions (Goal: Close the sale and gain a long-term customer)

9. The Future… Attitude Set Goals – Your Imagination is Your Limit Set SMART Goals S – Specific M – Measurable A – Attainable R – Realistic T – Time Bound Let Passion be Your Driver – Love, Fear, Hate, Pride

10. The Future… Develop Habits for Success Your Habits are Your Future