Mentorship Is the Key to Your Insurance Sales Success

by | August 23, 2019



In today’s episode of Agent’s Influence podcast, host Jason Cass interviews Mark Evans, founder of Standard Sales Co. Evans discusses how he became involved in sales and how a key mentor helped him see his own potential. This conversation also explores the importance of following up and bright opportunities for agents today. 

Episode Highlights: 

  • Evans is an iPhone user and loves to win, although he loves the lessons he takes from losing.
  • They discuss apps Evan has downloaded recently and talk about how their preferred speeds for listening to podcasts.
  • Lots of luck helped Evans get to where he is today, including family members and mentors.
  • Cass recounts a trip to Chicago. He describes seeing the skyscrapers and compares their foundations to human relationships.
  • Evans took inspiration from how his parents ran their small printing business. They were examples of people who were happy while pursuing their own dreams. 
  • Both men discuss key moments with their respective mentors who exposed them to professional development tools. 
  • Cass describes his current approach to mentoring a young employee.
  • Cass emphasizes reaching out to people you admire and want to associate with when seeking a mentor.
  • Confidence and enthusiasm are big weapons in sales.
  • The best way to harness confidence is to know your trade. Know your products and know your clients.
  • Your clients will dictate the product.
  • The core service Evans provides is helping CEOs create professional sales teams.
  • It’s very important to follow up with leads and to establish a clear communication cadence.
  • There are many opportunities for people who simply follow up. 
  • The future for insurance agents is bright. 
  • Mainly people fail at sales because they’re not given enough time with the person they are trying to emulate.
  • How can peer groups be leveraged in the insurance industry?
  • Cass warns about some of the pitfalls of free advice sharing online.
  • Training companies will always exist because few people actually implement the information. It’s not about the information, it’s about the execution. 
  • Evans recommend professional development books. 

3 Key Points:

  1.   Finding a good mentor can dramatically affect the trajectory of your career.
  2.   Enthusiasm is a superpower in sales. 
  3.   Always followup with your leads and do so consistently. 

Key Quotes:

  • “Mentors can be the difference between a mediocre career in life and an extraordinary one.” – Mark Evans.
  •  “You will either have to prepare or you will have to repair.” – John C. Maxwell.
  •  Confidence and enthusiasm begets confidence and enthusiasm.” – Mark Evans. 
  • “The money is in the follow-up.” -Mark Evans. 
  • “It’s not the information, it’s the transformation.” -Mark Evans.

Resources Mentioned:

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