This article was originally published in Authority Magazine on Medium by Kieran Powell.
Read the original post here.
To be successful in this business, I think you need to have confidence. Now there’s a difference between confidence and ego. Ego is where you put other people down. You don’t consider anyone else to be able to be successful. Confidence is all about your belief in yourself. It’s about believing in your ability to get the job done, to close deals, and to win clients.
Kieran Powell interviews Fradel Barber for Authority Magazine
Can you share the most interesting story that happened to you since you began at your company?
I’ve been fortunate over the years to make a great income, which has allowed me to provide for my family and give my children some luxuries that not everyone gets to experience. One of those luxuries are our Sunday brunches at the best five-star restaurants. The ambience, the views, and the food are amazing, and my kids absolutely loved those times.
When I was starting out building The World Changers we had to cut back on some of those luxuries in order to build the new company from the ground up. I sat my kids down, who were eight, six, three, and one at the time and we had a serious conversation. I said, “Hey kids, listen, mom and dad are starting a new business. We won’t be able to do all the things you’re used to, like going to brunch at fancy restaurants every Sunday. This will just be for a little while until we build up the business.”
I explained that we were doing this because we wanted to create something great, something world-changing. I told them that sometimes, to achieve something greater, you have to give up things you enjoy for a while. But once we build up the business, we’ll have enough money to go to travel to different places around the world and we could even go to fancy restaurants more often.
My very vocal six-year-old daughter chimed in, “Ma, I don’t get it. Why would I give that up?” So, I gave her an example. I reminded her how she wanted her own room and explained that to get a bigger house, we needed to invest time and money into this new company. I told her that if we made some sacrifices now, we could eventually afford a bigger house where she could have her own room and design it however she wanted. She thought about it and said, “Oh, okay, I get it.”
Two months later, as we were just getting the company off the ground, she asked, “Ma, I miss brunch on Sundays. Are we rich yet?”
It’s a funny story, but it highlights how kids’ perspectives can give us a reality check. It also shows that sacrifice is necessary, not just from the person starting the business, but from the whole family. It’s important to help them understand and buy into what you’re doing so you can put in the time and effort without feeling guilty. When they feel like they’re part of the journey, you can all celebrate the wins together. That’s how you integrate your business growth with your family life.
Can you share a story about the funniest mistake you made when you were first starting? Can you tell us what lesson you learned from that?
When I was heading to take my insurance license test, I woke up early, got in the car, and started driving. About a mile and a half from the test center, I took a turn and — boom — hit a lamppost. Now, you might wonder why I find this story funny. It’s not so much the crash itself, but what happened afterward and the lessons I learned.
In that split second, a million thoughts raced through my mind. First, I panicked about my new car — what was I going to do? Then, I worried about missing my test. If I didn’t pass, I wouldn’t have an income, and that spiraled into a whole chain of worries. But then, a thought hit me: what if I just leave the car and walk to my test?
So, that’s exactly what I did. I left the car there, didn’t call anyone, and just started walking. I had about 45 minutes until my test, and it was a mile and a half walk. I made it to the test center, sat down, and took the test. And guess what? When I pressed the button to get my score, I passed.
In that moment, I realized a valuable lesson: things don’t always go as planned. Unexpected events happen, but the decisions you make in those moments shape your destiny. I could have easily decided not to go to the test, but then I’d have to wait 30 days to reschedule, and I didn’t have that time. I chose not to worry about the car at that moment. Whether I went to the test or not, the car would still be there, waiting to be dealt with. But by going, I gave myself a chance to pass, and what could have been a terrible day turned into a great one.
Passing that test meant I could start making money and take care of my car. That initial worry became so insignificant. Looking back, I laugh at how worried I was, but it turned into a lesson and one of the best days of my career. It really kick-started everything for me.
What inspired you to pursue a career in the insurance industry, and what has been your driving force for success?
Well, to be honest, it was initially about the money. It’s a lucrative field, and I knew I wanted to be financially independent. Growing up as the oldest of 12 children, I watched my parents struggle with money, and I was determined not to face those challenges as an adult.
But as I started learning about the industry and actually sitting down with clients, I saw how much providing them with peace of mind meant. That’s when this business shifted from my head to my heart. It was no longer just about money. This industry is so much more. It’s about helping people get educated, gain confidence with their finances, and protect their loved ones — all while being well-compensated for it.
As I continued to learn and meet with clients, I realized the impact we have on their lives. We provide them with the confidence to understand their financial situation and the protection they need to make sure that no matter what happens, they and their families will be okay. Hearing stories of clients whose lives were truly impacted, and knowing we potentially changed things for generations, is incredibly fulfilling.
What keeps me moving forward and drives my success is my own children. I have four kids: Gabriel, age 10; Arielle, eight; Danny, six; and Rafi, nine. They watch me build a business around this important mission every day. They hear from people who were impacted by what we do and see me train financial professionals to make a difference in others’ lives.
That’s why my company is called The World Changers — because we really are changing the world. When you change your finances, you change your world. This is what drives me every day: to be an example for my kids and show them that when you impact someone’s life, your own life is enriched in a big way too.
How do you stay informed and adapt to changes in the insurance landscape to maintain your competitive edge?
The whole world is constantly changing, and so is our industry, and that’s why it’s so important to stay informed and stay up to date. I believe you don’t need to be a guru at everything. You don’t need to know every single thing perfectly. But if something is happening that directly impacts your industry, your future, and of course, your money, you need to know about it.
Personally I don’t watch TV for news at all. Instead, I focus on news sources that are directly relevant to my life. For example I subscribe to industry- leading publications like Insurance NewsNet, Financial Planning or InvestmentNews. I also participate in professional groups that help keep me informed on industry topics. For example, I’m a member of Finseca, an organization that advocates for financial security for all. They play a significant role in the insurance industry, so that financial professionals can help Americans achieve financial security.
Staying current on these topics, gives me a competitive edge. Being informed allows me to answer clients’ questions confidently and anticipate or prepare for future industry shifts. In our fast-paced industry, it’s important to make sure your business evolves alongside these changes.
What key strategies have you implemented to build and nurture strong relationships with clients and colleagues?
The best strategy I have found to build and nurture relationships with clients and teammates is to show up where they are. Whether that’s IRL, on social media, in their DMs or emails. And then we invite them into our world, into our ecosystem to continue nurturing that relationship.
At The World Changers our primary tool for this is The World Changers Network, a web and mobile-based app that is a financial education social networking platform. Through this app, clients and teammates can interact online via a news feed, forums, messaging, and engaging financial courses. But we don’t stop there; we bring these interactions into the real world through events, one-on-one coaching, and in-person meetings.
This blend of online and offline is key. It allows us to connect with those who are just getting to know us, who are exploring and learning what we’re all about. At the same time, it helps us nurture existing relationships by reinforcing key topics and promoting continued learning. It also creates a sense of community among like-minded individuals who are all striving for a better financial future by providing a space for discussions and timely questions and answers.
Can you share an experience where you overcame a major challenge in the insurance industry and the lessons you learned?
By nature, I’m very shy, and when you’re in the insurance industry — or any industry, really — that deals with people, being shy is a challenge. It was something I quickly learned I had to overcome. When I first started in the business, I realized that you need to talk to people, engage with them, get into their world, and listen. Listening was easy for me and it helped me because it allowed me to understand where people are coming from. But the shyness was still a factor because I was more likely to just listen and not speak.
To overcome that challenge, I intentionally surrounded myself with people who were great at talking to others, especially those they didn’t know. They were excellent at prospecting, making connections, and networking. I would watch them closely — how they talked to people, their ease of being natural about it, not weird or gimmicky — and I would learn from them. Then, I applied what I learned in very small increments.
For example, if I was in an elevator with someone, instead of staying silent, I would start by saying hello. Once I got comfortable with that, I would add more, like, “Hello, how are you doing?” and then, “Hello, how are you doing? Busy day today?” I layered these different things I was learning, gradually increasing my comfort level in talking to people and breaking the ice for myself. It’s about being comfortable doing that, and repetition is key. Just doing it, no matter what, can make you comfortable, even if you have a shy personality like I did.
I also made sure to put myself in positions where I was around people. In today’s world, it’s easy to conduct business without talking to anyone, but that doesn’t allow for connection or overcoming challenges like shyness. So, I purposely attended networking events and industry meetings where I had to talk to people. Before going to these meetings, I set an intention. For example, at a networking event, I would write down a goal to meet five people. This goal forced me to talk to people.
Ultimately, it doesn’t change your nature. I’m still a shy person, but I’ve learned to get over it because, in our business, shy equals broke. And I didn’t want to be broke more than I didn’t want to be shy. That’s how I overcame that challenge.
Based on your opinion and experience, what are your “Five Things You Need To Create A Highly Successful Career In The Insurance Industry” and why?
1. Care about others
To build a successful career in the insurance industry you must genuinely care about other people. I believe that without this the wrong individuals end up in this field. When you really care about people, doing the right thing is a no brainer. It’s not thinking about what’s in my best interest, but rather what’s in their best interest. Sometimes in our industry, insurance agents can position plans or accounts structured in a way for them to get the highest payout versus what is the best for the client’s needs. But when you care about people, your priority is to do things with high integrity and great character.
Now, it’s not that you shouldn’t care about yourself — this is a lucrative industry with plenty of opportunities to make money. But it all starts with caring about others, wanting the best for them, and helping them build a solid financial future. You’re there to provide the protection they need in the best way possible for them.
I remember helping one of my very first clients. She was recently divorced and had no idea how to manage her money. She had just received some funds from her ex-husband’s pension and was at a loss. I was able to help her save over $30,000 in taxes by preventing a mistake she was about to make — pulling money out of her 401k before she was 60. Afterward, she told me, “I can tell that you really care. You took the time to educate me and look for what was best for me.” That acknowledgment meant a lot to me because it wasn’t just about putting products in place for her; it was about making her feel cared for.
And as a result, it served me well too. She ended up referring me to her entire family. So instead of just one client, I gained more than 20 clients through her referrals and their referrals. To this day, I’m still receiving referrals from that initial connection. Caring about others truly is the foundation of success in this industry.
2. Do, Then Feel
The second thing is a concept I call; Do–Then Feel. And it’s really simple. Whenever you’re up against a challenge, just ‘Do’ and then ‘Feel’. Often people tend to ‘Feel’ first and only then decide if they will ‘Do’, based on those feelings. But what happens then? Sometimes you feel like doing something, and other times you don’t.
For example, maybe you woke up this morning with a headache and just felt like pressing the snooze button on the alarm instead of doing what you need to do by getting up. But here’s the thing: if you get up first, then see how you feel, you’ll often find that you feel better for having taken action. That’s the essence of “do, then feel.”
Or maybe you don’t feel like calling your client back because they have a very technical question and you’re unsure if you can answer it. Well, stop feeling, just make the call, and then see how you feel afterward. Most of the time, when you act first, you end up feeling great. On the other hand, if you wait to feel like doing something, you might not get around to it at all. Don’t let your feelings dictate your actions. Put those feelings aside and just do it, you’ll find that things turn out well.
This approach also applies to interactions with others. Say your manager spoke to you in a way that upset you, and now your whole day feels ruined. Instead of letting those feelings take over, put your feelings aside, focus on what you need to do, and then see how you feel. More often than not, after taking action you will feel much better.
The reality is, action can take away negative feelings. Anytime you’re feeling down, anytime you’re feeling anything but positive, do something. Take an action that is a positive step in the right direction for your business. It will always result in you feeling much better than you were before.
3. Follow up
I always say, “Fortune is in the follow-up.” It’s something that’s even backed by studies. Typically, a salesperson needs to follow up around five times to close a deal. The reality is, only a small percentage of sales happen on the first contact. That’s why persistence and following up are an absolute must, to have success. It’s important not to give up after just a few tries. If you stop too soon, all the effort you’ve put in up to that point is wasted. My advice is follow up until they become someone you don’t want as a client, or until you get a clear answer that they will never do business with you. And that’s okay. Not everyone needs to be your client. But if you don’t follow up with those you do want as clients, all the time and effort you put into developing that relationship is wasted.
Here’s the crazy part: only about 44% of salespeople actually do this. So, when we talk about becoming highly successful in the insurance industry, follow up is one of those things that will get you there. There are so many ways to do follow up nowadays. It doesn’t always have to be a phone call. It could be an email, a text, a social media message, or even providing additional value. Maybe you know about a hobby your prospect has, and you send them a great idea related to it. Or maybe you congratulate them on a big family event. Sometimes, it’s just about asking if they have any questions you can answer. Follow-up comes in many forms, but if you want to be successful, you can’t stop doing it.
I remember one client I followed up with over 30 times in a year. It turned out to be one of the biggest clients I ever had. From that one client, I ended up getting another hundred clients through referrals. It was a lot of work, a lot of follow-up, but it was absolutely worth it. This is the way to success in our industry. You have to get used to the idea that follow-up is part of the game and get really good at it. Have a system for it. Don’t leave it to chance or memory. Track it, be intentional, and know from the start that it won’t happen on the first try. And be sure to structure your business in a way that your cash flow can support the time needed for follow-up.
4. Confidence
To be successful in this business, I think you need to have confidence. Now there’s a difference between confidence and ego. Ego is where you put other people down. You don’t consider anyone else to be able to be successful. Confidence is all about your belief in yourself. It’s about believing in your ability to get the job done, to close deals, and to win clients.
Confidence is so important because if you don’t have it, you can’t instill it in your clients. A big part of a client’s decision — over 50% — depends on how they perceive your belief, confidence, and conviction in what you’re offering them. Sure, understanding the product and their needs is important, but your confidence plays a huge role in their decision-making process.
So if confidence represents over 50% of what’s needed to be successful, one of the areas that you’ve got to work on is your confidence level. One of the best ways to build confidence is by making and keeping promises to yourself. It’s not about others; it’s about you. When you say you’re going to do something, do it. Start small. Tell yourself you’ll wake up early, and then do it. Promise to hit the gym, and go. Decide to call 20 prospects, and make those calls. As you keep these promises, your confidence in yourself and your abilities grows.
Confidence also compounds. As you start becoming more confident, you close more deals, make more money, and guess what? You become even more confident. It builds on itself. With more confidence, you’re ready to take on bigger challenges, like landing bigger clients, handling complex scenarios, or stepping into leadership roles in the insurance industry. It all starts with confidence.
Sometimes, building confidence is as simple as giving yourself a pep talk. Look in the mirror and say, “You got this. Make it happen. Today is your day.” It might sound corny, but no one else is going to give you confidence. Don’t rely on external validation, like social media likes or waiting for a mentor to tell you you’re great. You, need to have self-confidence and give it to yourself. Whether it’s keeping promises to yourself or giving yourself a pep talk, do whatever it takes to build that confidence because it will lead to your success in this business.
5. Personal growth
Personal growth is a huge part of being successful in this industry and really in any industry. When I first started, I was a 20 year old graphic design student entering an industry that I potentially could earn millions. To go from knowing nothing about the industry to having the chance to make that kind of income — doesn’t just happen overnight. Even if you’re moving from a $20,000 income to $100,000, to multiply your income your success isn’t dependent just on what you do; but it’s about who you become in the process. Your income will directly reflect your personal and professional growth.
Personal development can come from many sources — mentorship, books, YouTube, podcasts, blogs, learning from others. I believe a good mix of these is the best way to go. But you must be strategic about it. Be intentional and make it part of your goals and business plan. Ask yourself, what areas you need to grow in? What are your weaknesses? What do you need to learn more about? Instead of just picking up any book, decide on the key areas you want to develop. Maybe it’s building strong connections, so you focus on resources that help with that. Or perhaps you want to understand the financial industry better, so you dive into books and webinars on that topic. And then apply the knowledge you gain.
When you are intentional about your growth, you focus on both your strengths and weaknesses. You can leverage your strengths to get ahead, but you also need to work on your weaknesses. That’s where personal development comes in. I can say firsthand that personal development was key to my growth in this industry, especially starting at a young age. I had strong mentors and read more books in my first six months than I had in my entire life up to that point. It’s a continuous journey, not a destination. Personal growth is a lifelong commitment to getting better.
When you’re committed to improving, every scenario, even failures or mistakes, turn into an opportunity to learn. You start asking, how can I grow from this? How can I turn adversity into an advantage? Personal growth and development are key to success, and it’s a journey I’m committed to for life.
What role does continuous learning and professional development play in shaping a successful insurance career?
As I mentioned personal growth is one of the top five things that you need to be successful in the insurance industry. Learning and professional development play a huge role in your success. When you’re new to the industry, it’s all about learning. But as you start putting what you learn into practice, it becomes about mastering your craft.
One of the best ways to do that is to research every scenario you come across. Many times I see people wanting to learn everything before taking any action. But honestly, our industry is so vast that if you try to learn it all first, you’ll be learning and not doing for a very long time. It’s important to learn the basics and get into action right away. Start by applying what you know and then, you can layer more learning on top of that.
Professional development is not just about understanding the products, services, and financial aspects of the business. It’s also about learning how to build better relationships with clients, accessing better markets, creating stronger connections, and getting more referrals. These are all part of professional development.
This is key to leveling up in your career. So having a focus not only on learning, but applying the learned knowledge is really what makes it the most effective.
How do you approach balancing customer satisfaction with meeting organizational goals in the insurance field?
Keeping your customers satisfied while meeting organizational goals shouldn’t be about choosing one over the other; they actually go hand in hand together. If you genuinely care about your clients, your goal becomes helping them.
So how do you balance giving the clients the best service while still growing the business? It’s all about having clear expectations and communication.
I remember when I first started in the industry. I couldn’t afford an assistant yet, and I was juggling everything on my own. I was working hard to reach my goals which meant I was in meetings for most of the day, and was unreachable But I made it a point to set clear expectations with each client. I told them that if they needed to reach me, I might not be available immediately, but I would get back to them within 24 hours. As my business grew and I could hire an assistant and build a team, that policy remained. The only change was that now I communicated that it might not be me personally getting back to them, but someone from my team would.
By setting these expectations and communicating them clearly, clients feel taken care of and satisfied. They don’t feel like just another number; they know you really care about them. At the same time, you can continue to grow and hit your goals because you have a structure in place. So, if you want your clients to be satisfied while you are also able to hit your goals, set clear expectations and keep in communication with your clients. This way, they know how you plan to support them.
What advice would you give to someone starting their journey in the insurance industry to ensure long-term success?
The advice I would give to someone starting in the industry is to learn as much as you can and apply that knowledge right away. It’s not enough to just sit back and think you’re going to learn, learn, learn. The real growth happens when you apply what you’ve learned. That’s what will catapult your career and help you move forward more quickly.
I’d also suggest finding a platform and mentors that align with your values. There are so many ways to be in this industry, various platforms you could be associated with, and different people you could work with. You want to make sure that there’s alignment with your values so you can achieve long-term success, rather than just doing something short-term or bouncing from company to company.
Get a clear understanding of what you want, learn from every experience, and most importantly, don’t give up. If you face a challenge, make a mistake, or something doesn’t work out, try again. This industry has been a blessing to me and my family. It’s given me the lifestyle I have, where I can be a woman in a male-dominated industry, build a business that provides others with career opportunities, homeschool my four kids, travel the world, and provide the lifestyle I dreamed of for them. Most importantly, I’m able to make an impact while doing all of that. So stick it out. It’s worth it. This is one of the industries where you truly can integrate it into your life and have it all.
Because of the role you play, you are a person of great influence. If you could inspire a movement that would bring the most amount of good to the most amount of people, what would that be?
If I could inspire a movement that would bring good to many people, it would definitely be about changing your finances. I truly believe that when you change your finances, you change your world. And that’s not just a catchy slogan — it’s the truth. If you look at the statistics, money is the number one cause of divorce and family breakups. It’s also the leading cause of debt, largely due to a lack of education. And sadly, money problems are a major factor in suicides.
So, imagine if people could learn how money really works and then apply that knowledge through access and action. It wouldn’t just help them with their finances; it would have a ripple effect on many other parts of their lives. It could really change the world. Plus, when you have more money, you have more to give back. And that’s how I believe a movement can start — by empowering people financially, so they can improve their own lives and the lives of others. And that’s exactly what we set out to do at The World Changers. And you can do it too in the insurance industry.
