I have read a lot of biographies, self-development and business books over the years and just wanted to put down a few things I have learned and share a little bit about myself. It may not be worth much to you but it is a good way of reminding me of the things I should be doing to build a profitable book of business and create valuable relationships along the way. Also, hopefully by getting to know me a little bit we can find more common ground and it will give me an opportunity to know you better as well. I dont want to be seen as some insurance freak that reads policies all day :) Please feel free to comment and add your business insights and philosophies and share your interests also!
1) "Never Eat Alone" This is a book I read by Keith Ferazzi about building your network. This has been a hard thing for me to do but one way I have been able to use it is by trying to attend a lunch group at least once a week. For me, these groups include Exchange Club, WSU roundball, Rotary, local business presentations, etc. I find that I am able to spend about an hour of quality time with people who have some of my same interests and who are generally eager to stay in contact and help each other in our business endeavors.
2) Never burn bridges. This can be difficult when you get to the end of a conversation with a long-term client who is ending the relationship because they found a better price or some other reason. My theory has been and always will be that I should respect my clients decisions and try my best to continue our relationship whether I get their business or not. For me, it isnt about business so much as it is about people. Nevertheless, I know that a clients business has to be earned each and every year and am committed to doing everything in my power to keep my clients and provide the best price and service possible. Sometimes when you lose a client it is only a matter of time before they come back seeking your help. If you act bitter and upset about their decision then chances are they won't ever be coming back.
3) Apply your knowledge. Many of us spend countless hours studying our trade and trying to become experts in our industry but when it comes down to finding new business we end up doing as little as possible to close the deal. What happens when we apply our knowledge and spend adequate time analyzing and making recommendations for our prospects? We win. The amount of effort you put into a proposal will clearly show during the presentation. Rather than getting the specs and quoting, we need to spend more time analyzing, making recommendations, asking questions, negotiating, and understanding the agreements if we are to truly bring value to our clientele.
4) "The Golden Rule". We all know what it is, but do we apply it in our business transactions? Do we value relationships, service, expertise, and credibility instead of focusing only on the price? I find it difficult when I am buying a new car or a house or negotiating my cable bill to try to suck every dollar I possibly can out of my provider. I understand that they need to make a profit also and I seek a fair price based on the options available to me. I hope that my clients accept this principle as well because I cant always guarantee that there isnt some unknown or overlooked insurance company that will pop up out of nowhere and beat my price. I normally make suggestions to my clients after reviewing a number of viable and competitive options and it may not always be the one with the lowest price.
5) Hard Work. There really is no substitute for putting in the hours, making the phone calls, meticulously reviewing proposals and quotes, responding to emails, making yourself available, seeking others opinions, understanding the marketplace, providing excellent service, going the extra mile, and giving your all. Day in and day out there are no excuses. This is what it takes to be successful in any economy. I am a firm believer that the harder I work the luckier I get. It always takes a little luck but that luck is usually a direct product of doing everything in my power to make it happen.
6) Have Fun. For me, work is fun for the most part but it cannot fill this need. I have decided that I need to take a break every once in a while to go on vacation, spend time with my family, or take an occasional day off so I can be my best self when I am in the office. I like to know what my clients do for fun so we have things to talk about besides insurance when we get together. I find that it is generally pretty easy to find common interests with people and it makes working with them much more enjoyable knowing that they are real people and not 100% business all the time.
Here are a few of my interests you may not be aware of. If you have some of these same interests, let's talk about it the next time we get together!
I am an avid exerciser, I played golf in high school, I served a church mission for 2 years in El Salvador, I lived in Puerto Rico for 5 months selling home security, I like to play/watch any sport, I am a snowboarder and a skiier, I love to boat in the summertime, I love to travel and have been fortunate to visit many states and other countries including: Mexico, Canada, Peru, UAE, and India. I like to hunt and fish. I like to read business books, american history, and biographies. I enjoy Utah and BYU athletics but at heart I am a Weber State Wildcat! Most of all I like spending time with my wife and my 10 nieces and nephews.
I am generally an open book. I like to be completely honest with my clients about who I am and what I can do for them. I do not use shady sales tactics and I would never hesitate to answer a client's phone call. I don't always have every answer immediately but I can always find the answer. I dont overpromise or always say what you want to hear but I can back up my words every time.
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