Uncovering Hidden Talent in Your American Income Life Agency

American Income Life - Diamond in the Rough

American Income Life – Diamond in the Rough

I am sure you have all heard the phrase “Diamond in the Rough”: someone (or something) that has hidden exceptional characteristics and/or future potential, but currently lacks the final touches that would make them (or it) truly stand out from the crowd. The phrase is metaphorical and relates to the fact that naturally occurring diamonds are quite ordinary at first glance, but their true beauty as jewels is only realized through the cutting and polishing process. Once the diamond reaches the hands of an expert, it goes through the process of cleaning, cutting and polishing. It’s only AFTER this laborious process that the rough diamond acquires the sparkle and brilliance which is considered to be of high value.

I would say that this analogy clearly describes many of the great agents and managers that join American Income Life and then emerge sometime later as phenomenal producers and also move on into significant leadership positions.

Why is that?

Overcoming Obstacles

Many of the successful people at American Income Life not only overcome obstacles easily, they don’t even see some of the challenges as obstacles at all. What they do see is an unlimited opportunity and that they are willing to do whatever it takes to be successful. This relentless attitude and determination can be more powerful than years of education earning diplomas, degrees, and PHD’s. Our Opportunity Unlimited is as true today as it was the day Bernard Rappaport founded the company, perhaps even more so because of the years of incredible relationships we have founded with the many Unions, Associations, and Credit Unions. Watch someone overcome obstacles easily in their early tenure at American Income, and you could be looking at an up and coming star!! Overcoming obstacles easily is a KEY indicator!!

What is their “WHY”?

Always ask what the potential candidates “WHY” is early in the process of them joining your agency. I have always been surprised at the variety of answers to this question. Invariably it will boil down to earnings potential, but there have been many reasons throughout my years in the insurance industry.

  • Some people enjoy the TEACHING/CONSULTING aspect of our business due to a situation in their history where they were found to be under-served and didn’t understand the policy they had.
  • Some people NEED recognition apart from money. They believe they will be recognized as the best…
  • They want to make a certain level of income, because they want to be more giving to charities and philanthropic interests.
  • They NEED to make a certain level of income due to health issues in the family…cancer, treatments, etc…
  • Someone may want to prove a point to a family member that they can become more successful than the other. One guy just wanted to show his father that he could earn more in a year than his father ever did!!

The “WHY” can be a great focal point for any leader to use as motivation for someone’s career path at American Income Life. In some cases….the “Diamond in the Rough” has a work ethic much higher than anyone else and simply out works everyone to rise to the top. In many cases they just don’t know better.


As leaders our job is really one of a “talent scout”. We should learn to heighten our awareness and senses of the key indicators that make people successful in our business. Sometimes it is not the obvious description of work history in a resume that indicates someone’s suitability for an American Income Life opportunity. You have to ask what their “WHY” is as well as what they are prepared to do to become successful at American Income Life. Only then will you will start to identify these rare gems that enter your offices EVERY WEEK during your recruiting overviews and interviews.

In closing, EVERY AGENCY has a “Diamond in the Rough” or maybe even two or three!!! Someone can become that “high value” member of your organization who can have a long term career in YOUR agency with American Income Life as long as you provide them careful tutoring, mentoring, encouragement, motivation, and dedicated leadership.

“Rough diamonds can sometimes be mistaken for worthless pebbles.” – Thomas Browne

About Martin Groves

Martin Groves is the Vice President of Field Operations for American Income Life Insurance Company. Google+

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