My career in life insurance sales has undertaken different stages of growth that are independent and distinct from one another. It is a path I’ve seen other life producers take, who have been in the industry a long time, leading them to success. As we all are looking to succeed, taking a closer look at the path others have taken is worth discussing.

As an independent life insurance agent, every time you sell a policy to one of your prospects you’re adding to your book of business. Over the years, you’ll add hundreds of clients to that list in your book. What you do with that list will determine your financial future as a life producer.

As an independent life producer starting in the final expense, or mortgage protection market, if you’re working hard, you’re adding on average of 200 clients a year. These two markets present themselves as one visit closes. The adage of “one-and-done” couldn’t be more wrong.