Gina, a producer from a Beyond Insurance program, confessed that her manager thought she was lazy because she was failing. After discussing the situation with her, Gina wasn’t failing to close business because she was lazy, she was making silent, repeatable mistakes that were quietly killing her momentum.
Here’s how you can avoid these mistakes and do things differently:
Mistake #1: She Confused Activity with Strategy
You’re sending emails. You’re making calls. You’re updating the CRM several times a day. But…being busy isn’t the same as being effective.
Busyness is a trap. Strategy is what gets results.
Peak performers don’t chase noise—they pursue impact. They know which accounts matter. They tailor every touchpoint. They move with purpose. Strategy turns chaos into consistency.
Mistake #2: She Didn’t Respect the Prospect’s Time
Prospects and clients are swamped. And yet, some producers still show up unprepared, with no agenda, ramble, or ask questions Google could answer. That’s how you go from “maybe” to “goodbye.”
Respect shows in the details: Do your homework. Open with insight. Offer value in the first 30 seconds.
Mistake #3: She Didn’t Follow Up Enough
One email. Two calls. Silence. And then… Gina gave up. She didn’t know that deals are rarely won on the first touch. Or the second. Or even the fifth.
And she didn’t know that it takes in the right kind of follow-up. Helpful. Relevant. Consistent. That’s how you earn trust and stay top of mind.
Mistake #4: She Led with Product Instead of Problem
You’ve got something great to offer. But if you lead with the features of the coverage you’re suggesting, you lose them at hello.
People don’t buy insurance. They buy peace of mind. They buy control. They buy sleep at night. They buy what solves their problem.
Start with the pain. Dig deep into the risk. Make it real. Then—and only then—introduce your solution.
Mistake #5: Gina Sounded Like Everyone Else
Generic outreach gets generic results. If you sound like the last five producers, you’ll be ignored like the last five producers.
Be bold. Be different. Be human.
Show them your process. Ask smart questions. Talk like a person, not a wind-up doll with a bad script.
Because when you stand out, you get a seat at the table.
Bottom line? You don’t need to work harder. You need to work smarter. With strategy, empathy, and a whole lot of intention.