Many different factors motivate advisors to succeed. Not surprisingly, a big one comes from personal relationships.
Tony Mak Wing-Kwong, FLMI, CFP, from Hong Kong, recalled a specific instance when this became clear to him. “A young new agent told me one day in the beginning of a year, ‘Tony, I want to produce 80 cases by this September,’” he said. “Of course, I encouraged him, but I thought that it’s not easy for a new agent to produce almost 10 cases a month consecutively and for no special award. Then I asked why.
“He said, ‘My parents passed away when I was very young, and I was brought up by my grandmother. This September will be her 80th birthday. I want to complete this goal and tell her on her birthday, “Grandma, I chose one of the most difficult jobs in the world — selling life insurance. Only a few people succeed in this career. I have successfully produced 80 cases before today, which very few new agents can. I did it for you, and this achievement is for your birthday. And I want to tell you today that you don’t need to worry about me anymore; I have finally grown up.”’
“Do you think this young man did it or not? Of course, he did. He had a purpose, and his purpose gave him a much stronger drive than a trophy or an award. The sense of accomplishment and pride from family will always be greater than any material reward.”