June 10, 2026 · career · onboarding
Your first 90 days as a Life & Annuity advisor
Most new advisors flame out in the first quarter. Here's the 90-day pattern we've watched separate the ones who build a career from the ones who don't.
The first 90 days will tell you almost everything about whether someone will make it in this business.
Not because the work is impossibly hard in those first three months — it isn't. But because the habits you build in the first 90 days are the habits you'll have at year ten. Skipping fundamentals now means you're still skipping them when the stakes are real.
Here's the rhythm we coach.
Days 1–30: Learn the why
Forget production. Spend the first month learning why the products exist. Read the cases. Sit in on real calls. Understand what problem a fixed indexed annuity actually solves for a 62-year-old widow — and why a whole life policy isn't always the right answer just because it's permanent.
Goal: by day 30 you can explain, in plain English, what every core product is for.
Days 31–60: Run the conversation
Month two is where you stop hiding behind illustrations and start running real client conversations. You'll be bad at it. That's the point. Bring every call to your mentor. Get torn apart. Try again the next day.
Goal: by day 60 you've led 15+ discovery conversations and you can hear the difference between an objection and a fear.
Days 61–90: Build the practice
Month three is when the wheels start to turn. Referrals, repeat conversations, your first issued cases. Now we layer in calendar discipline, CRM hygiene, and the back-office habits that make year two possible.
Goal: by day 90 you have a real pipeline, a real schedule, and a real sense of who you serve.
90 days won't make you rich. It will tell you whether you're building something that lasts.