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The First Five Years: A Proven Recipe for Life & Health Agent SuccessIf You Don’t Learn to Prospect, You Won’t LastMost new Life & Health agents are trained on how to sell: how to handle objections, explain Medicare Advantage vs. Med Supp, or present life insurance in a home. That’s important—but it’s not the most important thing.If you don’t learn how to prospect, you won’t survive long enough to get good at selling.Sales is a skill. And skills require reps. You only get those reps if your calendar is full. That’s why every successful agent starts the same way: prospect first, product second.This is the exact five-year system we teach at Brokers Fidelity. It’s designed to help new agents survive their first year, replace their income, build a stable book of business, and grow year over year—without burning out or quitting.Month 0–6: Prospecting Is the MissionYour full-time job the first 6 months isn’t selling—it's prospecting.Here’s how you do that on a budget:Use the T65 Locator App ($19.99/month)
This app shows you where people turning 65 live in your area. You can door knock or drop off a flyer introducing yourself as a local licensed agent. Important: This tool cannot be used to prospect for Medicare Advantage. But it can be used for Medicare Supplement, Hospital Indemnity, Final Expense, Life, or Cancer/Heart/Stroke products.Door Knock T65s (for Med Supp, Ancillary, and Life)
Use what the T65 Locator app shows you and walk neighborhoods. Be clear, courteous, and compliant. You’re not selling anything on the doorstep—you’re introducing yourself and offering to set an appointment for a full Medicare Supplement or retirement review.Ask for Ride-Alongs
One of the fastest ways to learn is to spend a day with someone who’s already doing it. Reach out to an experienced agent in your network. Ask if you can shadow them. Watch how they open, how they handle objections, and how they carry themselves. The best agents rarely mind—it shows initiative.Community Prospecting
Join your Chamber of Commerce, sponsor a local senior event, or attend a health fair. Get used to shaking hands and collecting names. You’re not asking for a sale—you’re building your pipeline.Your job is to reach 10–20 new prospects per week. It’s not glamorous, but it’s foundational. And you’ll get better with every conversation.Month 6–12: Master 1 or 2 ProductsOnce you’ve built consistent prospecting habits, it’s time to choose one or two products and become the local expert.Don’t try to learn everything. Focus.Example combo:Med Supp Plan G with Liberty BankersIdeal Flex Hospital Indemnity from American Home LifeOr:Final Expense Life Insurance with Royal ArcanumCancer/Heart/Stroke Plan for added protectionKnow everything about these products:UnderwritingTarget client profilePricing vs. competitorsCommon objectionsIdeal bundling strategyNow you’re running 3–5 appointments a week. You’re converting. You’re starting to feel confident. You’re learning the real-world rhythm of insurance sales.Years 2–3: Build Stability Through RepetitionIf you’re still working this system in year two, congratulations—you’ve outlasted most.Now it’s time to go from surviving to stabilizing.Keep prospecting like you did in year one. Don’t stop just because you’re making sales. Continue using the T65 Locator. Keep door knocking. Continue networking. Build your system.And keep writing the same 1–2 products. Why?Because repetition creates mastery. And mastery creates renewals.By the end of year two or three, you’ll start seeing real residual income. That’s your base.Goal:
Build enough renewal income to cover your monthly living expenses. That way, every new sale becomes profit—not survival.Years 3–5: Expand Product Lines With PurposeOnce your renewal income covers your bills, you’ve earned the right to expand. But do it strategically.If you started with Medicare:Add Final Expense, Cancer/Heart/Stroke, or Hospital Indemnity.If you started with Life:Learn Medicare Supplement and Hospital Indemnity.Keep running 3–5 appointments per week, but now you have more options. You can conduct annual reviews and offer policy upgrades or add-ons.And don’t forget the strategies that got you here. Ride-alongs are still valuable—but now you may be the one a new agent shadows.Year 5 and Beyond: Annuities and Long-Term PlanningBy year five, your business should be predictable and profitable. You’ve built trust with your book of business, and clients are referring others to you.Now you can start offering more complex products like:Fixed Indexed AnnuitiesMulti-Year Guaranteed Annuities (MYGAs)Legacy Life Insurance (IUL, Single Premium WL)These products require deep trust and education. And now, you’ve earned both.You’re no longer just selling insurance—you’re offering peace of mind and financial strategy.The 5-Year Recipe: Step-by-StepYear 0–1Prospect every dayUse the T65 Locator App and door knock (compliantly)Ask for ride-alongsMaster 1–2 productsRun 3–5 appointments weeklyYear 2–3Keep your prospecting system in placeRinse and repeat what worksBuild renewals to cover monthly expensesGain mastery through repetitionYear 4–5Add 1–2 more products intentionallyConduct annual reviews and cross-sellMentor others or build a small teamYear 5+Begin offering annuities and full planningContinue referral-driven growthServe your clients as a trusted advisorHow to Not QuitMost agents who fail didn’t lose because they were bad at sales. They lost because they never figured out how to prospect consistently. They spent too much time learning about products and not enough time talking to people.This five-year roadmap is designed to fix that. If you follow it:You’ll know what to do each dayYou’ll build a business that pays you backYou’ll stop worrying about income gapsAnd you’ll gain the confidence that only comes with momentumWant More Support Like This?
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www.brokersfidelity.com/imo-2-0
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