The insurance business is filled with opportunity. But how come that over 80 percent of newly hired brokers leave their job within the first 12 months? As someone selling life insurance in Canada, I found that they lack some of the traits that determine if you ripe for success in this industry.

An insurance broker has to be passionate about his or her work. Successful brokers enjoy helping others prepare for the unexpected. You need to believe in what you are selling and your ability to deliver this message has a great impact on your career.

New brokers also need to be prepared for rejection, because many prospective clients are not willing to face their own mortality and morbidity. Many will procrastinate and postpone potential meetings and even get verbally abusive. But rejection is not personal. A former top agent used a trick to tackle his fear of calling prospects. He gave his calls a value of $20 and even taped a $20 bill on the phone to signify the value. He doubled his revenue within a year.

Being outgoing and empathetic helps too. Introverts have little chance. Being able to set up a conversation with a client and make him/her feel comfortable is very important. Having genuine interest in the client´s well being is one way of achieving it.

This industry is filled with rewards, but has many long days and challenges. These can wear on a broker’s physical and emotional state so you need to be goal oriented and set your short term, mid term and long term goals. This will keep your spirit and energy up and help you overcome difficulties.

Top tier insurance brokers are very organized. They effectively keep tracks of when to meet clients and prospective clients and analyze their production and administrative. Keeping in touch with clients allows brokers to provide better service and even uncover potential sales opportunities.