Connect Like Your Livelihood Depends On It – Because It Does!

Over the years, one question has consistently surfaced in our coaching sessions: “If there was one and only one resource or tool I could use for the rest of my career, what would it be?” The answer is simple but not easy: emotional connection.

In our WIN180 producer coaching program, we teach 40 tools over eight quarterly two-day sessions. Each tool plays a vital role in achieving success, and together, they form the foundation for our extraordinary track record: an average year-over-year growth rate of 26% compared to the industry’s 4-8%. Yet, emotional connection remains the most critical advantage we coach extensively on.

The Impact of Technology

Over the past 15 years, we’ve engaged in deep discussions about the role of technology in our industry. Initially, these conversations seemed futuristic, centered around concepts like 3D printing, robotics, self-driving cars, and machine learning. Then, in 2011, the unthinkable happened: a computer named Watson competed on Jeopardy! against the show’s two all-time champions, Brad Rutter and Ken Jennings. Watson won decisively, demonstrating the remarkable capabilities of machine learning.

Much like the advent of Google, which democratized access to data and information, artificial intelligence (AI) is poised to revolutionize how knowledge is accessed and utilized. While some argue the insurance industry is too complex for AI to disrupt, history suggests otherwise. Consider the fate of travel agents whose primary value was booking airline tickets, hotel stays, and rental cars—services now available to anyone, instantly and at no cost.

The technology tidal wave is here. We can either ride it or get swept under.

The Opportunity in Emotional Connection

The good news? For those who embrace this transformation, the opportunities are greater than anything we’ve seen before. The solution, while simple, is not easy: those who master emotional connection will thrive; those who don’t will struggle to survive.

The old approach to sales—learning everything about your products and services and convincing prospects to buy based on your expertise and company size—is no longer enough. The new way is centered around asking insightful questions, truly understanding prospects' needs, and delivering tailored solutions.

Why Emotional Connection Matters

As Theodore Roosevelt famously said, “People don’t care how much you know until they know how much you care.” Similarly, “You can’t sell what John Smith buys until you can see through John Smith’s eyes.”

Why am I so optimistic about the future for our clients? Because they possess the unfair advantage of learning how to connect like their livelihood depends on it. People are emotional, meaning-seeking creatures. The better we understand this, the better we can connect, creating opportunities that technology alone cannot replicate.

The New Game

The new game isn’t about data, information, or knowledge—although these remain important and will increasingly fall into the realm of technology. The new game is about connection. It’s about our ability to see through others’ eyes, evoke emotion, and inspire action. This is where the human advantage lies, and it’s why those who invest in mastering emotional connection will lead the way into a brighter future.

P.S. Are you a producer struggling to adapt or a sales leader with a team playing in today’s evolving landscape?

Through our GROWTH180 programs, growth becomes predictable. On average, producers in our programs achieve 26% year-over-year growth. If you’re ready to master emotional connection and unlock your Bigger Future, reach out to us. We’d love to schedule a call to explore how we can help you dominate the new game.

ELEVATION180 is a transformational coaching and mentoring organization that elevates your performance to achieve freedom, lifelong sustainable results, and a bigger future. Discover more by visiting www.ELEVATION180.com.

For insurance sales producers and agencies our GROWTH180 programs help you to transform your future by growing their book of business year after year.

For businesses, teams, and leaders, our ELEVATE180 programs help you transform your future by understanding yourself and your team to maximize energy, capacity, and capability.