You’ve worked hard to build your expertise, reputation, and immaculate track record. And you’re really proud of it, as you should be. But here’s the truth — when it comes to building your client base, success isn’t about you.
Imagine this scenario — you’re on a first date, and your date spends the entire evening talking about themselves without taking a breath to ask you anything. By the end, you’ve heard all about their accomplishments, their goals, their stories — and you’re left wondering if they even remember your name.
How would you feel?
This is exactly how potential clients feel when an agent’s approach to building relationships is all about flaunting their own success — “Look at me! Look at my track record!”
But selling — especially in financial services — has nothing to do with showing off and everything to do with the person sitting across from you.
Your clients don’t need a hero — they need a partner. By taking the time to ask questions, listen intentionally, and genuinely understand their concerns and goals, you can:
This approach not only leads to stronger relationships but also creates a lasting impact on your client’s financial future. And here’s the bonus — when you put the client first, your success naturally follows.
People don’t want to be sold to — they want to be understood. When you set aside the temptation to lead with your achievements and instead focus on what matters most to your clients, you establish yourself as their advocate and trusted partner.
At Annuity Agents Alliance, we’re here to help you grow your business in a way that centers on the client, not the agent. Let’s work together to ensure your success comes from empowering others.