When I review production reports, I quickly realize we still have a long way to go to reach our Company goal of $100 million annually by 2017. Is there an easy way to get there? Is there a way to speed up the process? Is there something you can do differently to make it happen or make it happen sooner?
Rarely is anything worthwhile easy to accomplish. Everything of value takes time to create … whether it’s getting a college degree, producing a masterful golf swing, perfecting a super-fast curve ball, or growing a successful insurance company. Sometimes at the beginning it may appear simple or easy to achieve, but as you get deeper into the process, you realize it’s not. Yet if it’s something of value, something you really want, it’s worth the time and effort to get there.
Characteristics of Leadership
I listened recently to our President and CEO Roger Smith speaking at Leadership Academy. He talked about five characteristics of a great leader — vision, influence, having a system, implementation of the system, and inspection of the system. You know we have a system that works, but are you effectively showing new Agents how to use that system (remember show, don’t tell)? Are you inspecting both the system and the Agents to be sure they are using it correctly and that it’s producing the desired results for the Agents, the Agency, and Liberty National?
Remember hard work is not necessarily the key to success; it’s how and where you apply that hard work that matters most. You are blessed to be in an industry where you have the ability to help people and be well compensated for your efforts. You help customers fortify their futures by properly insuring and protecting their families. But you also help people by providing them the opportunity of a lifetime in a very lucrative and rewarding industry.
It’s an awesome opportunity that means you have an equally awesome responsibility to deliver what you promise. How do you do it? You provide individuals with the tools they need to create their own success and make sure they know how to use those tools (again show, don’t tell).
During past months, you have increased your recruiting activity, which has led to many new Agents joining our Company. But all these new recruits have not dramatically increased the number of Agents submitting business on a regular basis. You get new Agents excited about the Company, but you must keep them excited by showing them every day what they need to do to be successful. New Agents depend on you to do what you say you’re going to do … help them create their own brand of success for themselves and their families.
When another supplemental health insurer recently asked 400 new Agents to list the most important factors in deciding to accept an insurance sales job, sales training was at the top of the list! How important is training? Extremely important! And inspection to be sure that training is being implemented is just as important. Inspect … inspect … inspect. I can’t stress that enough. If you are not getting the results you want for yourself or for someone you lead, you need to find out why. What can you change to create a different outcome?
Liberty National is the Best!
Whether you’re an Agent, Supervising Agent, Agency Director, or Agency Owner, you are someone’s leader. Just as I have a responsibility to help you become the best you can be, you have the same responsibility to those you lead. Yes, it takes time. It takes effort. It takes commitment. It takes patience. But the end result is worth it … for you, your customers, and the Company.
You’ve probably heard that saying, “Rome wasn’t built in a day.” Well, neither was Liberty National. The Company we were 10 years ago is nothing like the Company we are today, and the Company we are today is nothing like the Company we will be 10 years from now. In the years ahead, you have the power to shape Liberty National to be what you and I want it to be — THE BEST!