Steve Luckenbach, a wholesaler for Jackson National Life with 24 years’ experience under his belt, says that over that time he’s seen some advisors excel and others fail, but not for reasons you’d think. “Those who excelled weren’t just doing things differently, they were thinking differently,” he says. “Their philosophy was based around serving, not selling,” and that philosophy came not from any professional drive, but from the personal happiness those advisors’ derived from their communities and their families as well as their clients.

“The illusion in this industry is that if you sell more you’ll be more, and that a bigger practice equals happiness,” Luckenbach says. “But these advisors were already happy, and that made them a source of abundance for those around them.”

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