I take a deep breath and dive in.
Ironically, this is how I feel before most meetings with a potential client. It’s hard work meeting so many new people every week. It’s even harder trying to get referrals so that I can see so many people. I’ve already seen 11 clients/prospects this week and it’s only Wednesday morning. Today looks pretty much identical to Monday and Tuesday.
I close my eyes briefly and try to imagine that I’m swimming in the ocean but the overwhelming smell of chlorine reminds me that I’m in the gym pool. The first few lengths are painful as my muscles stretch and allow the blood to flow in and out faster. I should have stretched first – but I don’t have time if I’m going to meet my target for today. Our office team is participating in a team triathlon in August and I can’t let them down. I’ve done several triathlons myself and I love the sport. This will be my first team event – so at least that’s something new.
Work and fitness are pretty much my life after my divorce. The pain of the fifth length reminds me of the pain of my divorce, the pain of losing my dad to cancer and the pain of trying to support my mum through the financial mess he left us all in. Just as I worked through that pain, I know that I can work through these lengths.
As the water begins to feel softer I think through my meetings from yesterday. When I started selling insurance it seemed like an amazing way to make a lot of money. When I attended the training I believed that the products could help my friends and my family avoid what I’d experienced and protect them from some of the unnecessary pain, anger and frustration.
It started off well, but 15 years in I often feel like my targets and production take center stage. Our monthly review meetings, the quarterly incentives and the annual prize givings make me feel like I’m not the financial planner they now call me; I’m still the insurance salesman that they made me. The words change, but the conversations stay the same.
I’d love to have some time to see less clients and have the space to engage deeper with them. To ask them new questions and just listen for a change. The pressure to write new business is immense; my daughter will need braces this year, my son is going on hockey tour to Spain and I’m still paying off the divorce lawyer. A crazy few years in the markets has meant that my AUM is threatened and lapses have increased.
The guy I met first thing yesterday seemed to have it all together. I could easily have spent another hour with him at that coffee shop, he seemed happy. Maybe he’s married, I completely forgot to ask him. Does he also have kids? We could have had so much in common. My FNA quickly revealed that he’s over-insured and I don’t want to take any more money from him – which means I will probably never see him again. I regret that.
As I near the end of my session my breaths become heavier and I push hard not to break my rhythm – feeling like I’m gasping for air. At least I will reach my target.
