As an independent producer, determining whom you spend your time with in the business will make as big an impact on your bottom line as any other factor. You’ve probably heard this quote by Jim Rohn: “You are the average of the five people you spend the most time with.” This quote is as meaningful to business as it is in your personal life. You are never going to be able to change people, but you can change those with whom you are associated.
Remember when you were a young kid and got caught doing something you shouldn’t have been? More often than not, if you think back, some of your friends were right beside you, right? Most of us would agree that at the impressionable age of 10 of or even 15 years old, others’ influence in our lives was significant. As you get older, those you associate with and what you talk about when you’re together make a huge impact in your life. Look at your immediate circle of relationships. Aren’t there shared interests and some shared aspirations or levels of drive?
Chances are, if you look at the five people in the business that you spend the most time with, you will most likely have similarities in your business such as the products you sell, the income you make, and the total production you have.
If you are a producer excelling in our industry, and you have friends who aren’t doing so well, you might feel inclined to “change them” or give them tips to help them. However, if you were doing $5 million a year in annuity production, and all of your friends were doing $10 million, I’d be willing to bet that over time, your business would gradually increase closer to their levels. What you are doing and what they are doing will come together through good conversation, idea sharing and the energy levels you share.
Surround yourself with successful people