It has less to do with how hard agents work than with getting with a proven system and being coachable.
And it's not just CSR's making the low end. There's many so called independent agents in that low end.
I know a guy that could be a terrific agent. But he's failed out with most life IMO's. Whether term or FE. Not because of work ethic, he's a working fool. But he won't listen. He thinks it's luck that other agents make sales off the same leads he can't. He does quite well in the MA field. But that's not selling.
We had a lady on our Friday call and it's obvious she's not going to make it. She already knows too much to help. Said she's been in the business 30 years. I don't know how she did in other fields but she is not going to make it FE. But to hear her describe her work week it has nothing to do with not working hard.
If an agent will chose their field and then go to work with agents that are successful in that field and just do what the successful agents are doing, they will make it.
When I got into this business I knew absolutely nothing about selling. Not just life insurance, nothing about selling period. And I knew less about life insurance.
But I accepted that fact and followed the system I was taught to the letter. I hated parts of that system and thing I was taught to say to prospects. But I did it anyway because I didn't know any other way.
It worked. Much to my surprise I made sales saying those things I hated.
Over time I developed my own system and I dropped the things I didn't like saying. But 14 years later there's still parts of that first system that I still use.
Had I been like that lady on our call Friday I would not have sold out to what I was being taught and I would be doing something else now.
The hardest thing about trying to train an "experienced" agent is getting them to unlearn their bad habits..
