We caught up with the brilliant and insightful BOBBY AKHBARI a few weeks ago and have shared our conversation below.
Alright, BOBBY thanks for taking the time to share your stories and insights with us today. How did you scale up? What were the strategies, tactics, meaningful moments, twists/turns, obstacles, mistakes along the way? We’d love to hear the backstory the illustrates how you grew the firm
In the competitive world of life insurance sales, I faced significant challenges during my initial years. Despite hard work, my earnings stagnated at $56,000 annually, leaving me dissatisfied with the return on my efforts.
At a critical juncture, a mentor, Sina Azari, shared invaluable insights that reshaped my career trajectory. Sina emphasized the importance of going above and beyond routine tasks. His key points included consistently working on Saturdays until financial goals were met, addressing client appointment cancellations assertively, and intensifying efforts after substantial commission checks to mitigate potential setbacks.
Implementing these strategies transformed my approach. I committed to working Saturdays, improved client communication, and ensured financial stability by amplifying efforts after lucrative commission cycles. Within three months, the results were remarkable—I surpassed six figures, marking a pivotal turning point in my career.
This experience taught me a crucial lesson: success in sales demands more than hard work—it requires a commitment to exceeding expectations and embracing unconventional strategies.
Great, appreciate you sharing that with us. Before we ask you to share more of your insights, can you take a moment to introduce yourself and how you got to where you are today to our readers.
My journey into sales began after years in the Hospitality and Restaurant industry. Despite the enjoyable nature of the work and its financial rewards, the demanding hours and constant service wore me down. A close friend, already thriving in the insurance sector, shared his success story of assisting the Baby Boomer generation with retirement planning and life insurance.
Intrigued by the prospect of a professional office environment and stable income, I inquired about his monthly earnings. Learning that he averaged six to eight thousand dollars in a commission-based sales position, I seized the opportunity. An interview with the Regional Director, Tracy Polk, marked the start of my 19-year career in sales—an experience that has shaped everything I have today.
This career shift not only provided financial stability but also opened doors to a fulfilling and enduring professional journey.
Where do you think you get most of your clients from?
The cornerstone of my insurance brokerage’s client acquisition lies in my association with BNI (Business Networking International). BNI, a professional networking group, convenes weekly, maintaining exclusivity by allowing only one professional per category in each chapter. As the sole Life Insurance Broker in the “Paragon” BNI chapter, I benefit from exclusive referrals from over 60 members.
BNI’s rigorous structure monitors various metrics, including referral exchanges, attendance, monthly meetings with other members, and the pursuit of continuing education units. This shift from cold calling to a referral-based approach fosters trust among professionals in our respective fields. I owe much of my career transformation and personal growth to Nate Dominguez, the President of BNI Arizona, whose impact has been instrumental.
Any advice for managing a team?
The vitality of high morale within any organization, be it a business, friendship, or group, originates from its leaders. Leaders serve as the catalysts, setting the tone and morale for everyone involved. The energy and passion they bring act as the driving force, significantly influencing the overall morale within the entity. In essence, leaders are the pace-setters, holding the key to establishing and maintaining a positive and motivated atmosphere.
Contact Info:
- Website: WWW.LYSTAZ.COM
- Instagram: LICENSED2SELL
- Linkedin: www.linkedin.com/in/bobbyakhbari
- Yelp: BOBBY A
Image Credits
SINA AZARI, ROZ CAPPELLO, BNI (PARAGON)