Have you ever wondered why people change from one agency to another or from one insurance company to another? It is really quite simple. There are only a few reasons people switch. Use your experience to compare against this list. They are as follows:
1. To receive better coverage
2. To receive better service
3. To pay lower premiums
4. To enjoy a better relationship
If this is true and it is, then wouldn’t it be safe to also conclude that the same reason a person uses for changing is probably the same reason he uses to buy from someone else? Of course! If you knew what a particular person’s reason was how much of an advantage would you have in helping him or her get what they want?
Huge!
So then, isn’t the goal to find out what people want? How do we do this? How about we ask! Could it be that simple? It most certainly is! Consider asking the following questions to determine what’s important to your client. Depending on their answers, you can then conclude what is important to them. Its been my experience that people make decisions based on what’s important to them. If clients are indifferent or lack passion in their responses, switch to a different area of questions. For example, if they seem indifferent to changing based on coverage, switch to questions to reflect their desire for a relationships and so forth. It only takes 2-3 questions to begin to conclude what a person considers most important.
The problem with most of us is that we talk to much. We might ask one question but then we either fail to listen or to ask more probing questions to truly understand. So, take a chill pill and begin to ask better questions like the following:
1. To receive better coverage…..
- What concerns you most about your current insurance plan?
- If you got in an accident and it was your fault and you got sued, do you have enough coverage?
- When was the last time you had a detailed coverage review with your agent?
2. To receive better service……
- When was the last time your agent visited you?
- What do you think makes for a good insurance agent? How does your agent measure up to this standard?
- The last time you called your agent was he prompt in getting back to you?
3. To pay a lower premium…..
- Are you willing to sacrifice protection and peace of mind for a lower price?
- How much lower does it need to be from what you are currently paying?
- Price aside, in what other areas might I be able to assist you?
4. To enjoy a better relationship…..
- When you left your last agent, what was the reason? How has your current agent lived up to that reason?
- All things being equal, what must I do to make you feel comfortable in changing your current agent relationship?
- How often do you and your agent get together?
Again, recognize that people change agencies or companies for a reason. They also buy for a reason. If we had a better understanding of these reasons we might be able to meet their needs better. By using the right questions you might learn just what you need to meet or exceed their expectations.
As you ask open, probing questions you will be surprised what you will learn. Don’t just be satisfied with the first answer, drill deeper to really understand their thinking. Don’t be so anxious to conclude, but rather use clarifying questions to truly understand their intentions and motives. The F.O.R.E acronym is such a great tool in this regard… Oh, but that’s another blog!
Seek first to understand and then you will be understood!
Tuesday, April 1, 2008
Thursday, March 27, 2008
The Eight Steps to Building a Profitable Agency
Having a proven roadmap to follow in building a private enterprise is a coveted possession. In the late 1950’s when franchising had its more contemporary birth, the idea of starting a systemized business where the processes where known and the look and feel of the operation was well defined was manna from heaven.
McDonalds put this concept on the map providing its franchisees with a well define template to follow. Some organizations perfected their systems and others did not. Those that did grew and those that did not experienced lack luster success. If you need a home town Inland Empire example, do some research on the local chain of fast food restaurants called Bakers. Bakers started the same time McDonalds did, but did they experience the rocket success of Ray Kroc? No! And there were good reasons…
The heart of their problem was in their basic business building recipe. It simply did not create the kind of synergy that McDonalds did. You see, everyone wants a sure thing or at least a deck stacked in their favor so as to believe that attractive results will follow a predictable are worked plan. That's what McDonalds had and the rest is history! By the way, reading about both of these stories is facinating!
Over many years I have observed that there are some very fundamental building blocks that contribute to the development of a profitable business. I have seen this recipe play out time and time again across many industries, especially in personal service corps. Since the mid 1980's I have seen this phenomenon in action. For simplicity, I have narrowed these success building blocks into eight simple steps. You'd be wrong to think this is conjecture or theory! This success recipe also provides a long-term business building framework for the general insurance industry and even better for the growing multi-line agency owner.
The building blocks provide new Reserve Agents as well as established “growth minded” full-time agents a helpful checklist to manage their agencies. It provides a template to determine if a particular advisor is on track or not. As I have observed and coached agents over the years, I have found these steps to be most critical for success. Trust these steps; they have been historically proven as a foundation for success in many business environments. Miss any step and over time you will rob your business of the energy and power it needs to be a growing enterprise. Oh, you may not see the erosion immediately, but the seeds have been planted and you will pay the price.
Here is my time tested recipe of business building steps. Read on for a more detailed discussion of each building block:
1. Personal Use - Become an all Farmers house.
2. Attitude: Personal Growth - Books/Tapes/CD’s - Focus on personal development by reading 10-15 minutes each day from an inspiring source. Listen to an inspiring tape or CD each day. Participate in continuing education.
3. Functions - Attend all District, Division and Farmers events.
4. Association - Associate with winners both in and out of the business.
5. Constant Coaching - Counsel with District Manager for growth!
6. Execute a Consistent & Effective Marketing Plan
· Develop a continuous flow of leads
· Maintain 5 active, well defined marketing strategies
· Plan your work and work your plan
7. Generate New Business Commissions - During the first 3-5 years of operation, solidify 500 (2 p/wk) clients (a household with 3 or more lines of Farmers business) with whom the agency earns $500 - $1,000 in commissions per year. You and your team should be generating the following sales on a monthly basis:
· Selling 30+ property & casualty policies per month
· Selling 5+ life policies per month
· Set-up 5+ FFS accounts per month
8. Account Retention - Maintain an on-going pool of satisfied, loyal clients. Achieve a product density factor of 3.0 and maintain profitability in all lines.
A narrative of each of the Eight Steps is as follows:
Step 1: Personal Use - Advisors must become an all Farmers house. They must use their own products. They should be insured and protected by Farmers. Advisors can’t sell something they don’t believe enough in to own themselves. If an advisor has the need for a particular product that Farmers offers, then advisors should embrace it! To not do so is to kill one’s own attitude. This philosophy builds personal belief in one’s own business. You can’t sell a Chevy while driving a Ford! To skip this step is to tear away at the fragile belief that is at the core of one’s independent enterprise.
Step 2: Attitude: Personal Growth – Books/Tapes/CD’s - Advisors must understand one element truth, “One cannot succeed beyond the level of one’s own self-image!” Advisors must incorporate a habit of life long personal development. Listening to success oriented tapes and CD’s helps develop a strong self-image. A great man once said, “You will become a sum total of the books you read and the people you associate with”. Without question, “Readers are Leaders and Leaders are Readers”. Advisors are encouraged to read from success oriented books. A monthly recommended book program will be developed to provide advisors access to great reading materials. The “Power of the Mastermind” explained by Glenn Bland in his book, “Success the Glenn Bland Method” is alive and well in District 34.
Step 3: Functions - Advisors must make attendance at District, Division and Farmers events a priority. No matter what these functions might be, active attendance and involvement is essential for success. In many respects, the template for success is found, taught, modeled, and reinforced at these meetings. Missing these events will cause an advisor to lose valuable time in the building of his/her enterprise.
Step 4: Association - Since people tend to become like the people they hang around, associating with positive, “on the grow” people is a known success principle. Advisors are encouraged to seek out people who are experiencing the success they would like. In his book entitled, “Unlimited Power”, Tony Robbins said, “Find someone who has what you want and then model what they do”. Modeling is a powerful concept. In the Farmers family, those individuals to “model” can be found by attending the various achievement clubs and incentive trips throughout the fiscal year. Advisors are encouraged to associate with these and other winners in the District and Division!
Step 5: Constant Coaching - As an advisor builds his/her business he/she will need to take corrective action to sustain growth. Before making significant changes, advisors are encouraged to counsel with a business coach, meaning with their District Manager, to review agency plans and objectives. These changes might include office relocation, staff hiring or firing, budgetary concerns, reviewing an annual business plan and/or possibly discussing the need to make a significant shift in product line focus. These opportunities are a great time for the advisor to establish a relationship of accountability. Division Specialists might also be considered as individuals to seek product line knowledge and expertise.
Step 6: Execute a Consistent & Effective Marketing Plan - Developing a continuous flow of leads is essential for success. Agencies begin to slow, when they stop this critical business building step. If raw materials are not loaded onto the beginning of an assembly line, a finished product will never result. Agents must have an effective marketing game plan sufficient to produce the leads necessary to reach the desired production results. It is essential to maintain a minimum of 5 active, well-defined and executed marketing strategies. The old adage of “Plan your work and work your plan” is time-tested sage advice.
Step 7: Generate New Business Commissions All of the other steps can be performed with exactness, but without understanding the power of the Sales Pipeline, an agency will not generate the capital it needs to survive. A profitable advisor is a happy advisor. Master the following basic steps of the Consultative Selling Approach:
- Get to Know Your Client w/ F.O.R.E.
- Sell the Appointment
- Establish Rapport
- Understand the Prospect
- Align Product Benefits with Product Needs
- The Prospect Asks to Buy!
Become a master at this process and you will mitigate financial woes the rest of your life. During the first 3-5 years of operation, advisors should solidify 500 clients (2 p/wk) with whom the agency earns $500 - $1,000 in commissions per year. By executing the principles in this step, advisors will run to Agent Vision which is a $283,000 gross revenue target in 5 years. In addition, they will achieve many company sponsored achievement clubs and awards. Accomplish this longer-term target by developing a team that consistently generates the following volume:
· Selling 30+ property & casualty policies per month
· Selling 5+ life policies per month
· Set-up 5+ FFS accounts per month
Step 8: Account Retention - Maintain an on-going pool of satisfied, loyal clients. It doesn’t make any sense to load clients in one end of the agency only to watch them go out the other. To maintain a satisfied pool of loyal clients, advisors must hallmark the importance of relationships and “needs based” selling. A product density factor of 3.0 should be pursued as well as maintaining an “all lines” profit. Agencies should routinely provide a “high touch” environment for their clients. This is done in part by implementing some of the following strategies:
· Having Auto, Fire, Life in Every Household
· Farmers Friendly Review
· Client Referrals
· Outstanding Service
· Follow-up at Renewal
· Send Articles & Publications
· Seminars
· Thank-you Notes
· Regular Mailing Program
· “Friendly Review” Quarterly Publication
· Become a Reference Source
· Customer Satisfaction Survey
Eight Steps Summary
It is no wonder that four of the Eight Steps address the “agent’s attitude and personal development” and the remaining four address the “physical process of building an agency”. This power of this is shown below:
Personal Focus:
· Personal Growth - Books/Tapes
· Association With Winners
· Constant Coaching
· Attend District, Division & Farmers Events
Business Focus:
· Personal Use
· Execute a Consistent Marketing Plan
· Generate New Business Commissions
· Account Retention
Don’t discount the power of this business building recipe. It has weathered the test of time. Its daily application is life changing! Focus on these simple steps and you will build long-term wealth. Miss any of them consistently and you will lament the results.
Make it a great day!
McDonalds put this concept on the map providing its franchisees with a well define template to follow. Some organizations perfected their systems and others did not. Those that did grew and those that did not experienced lack luster success. If you need a home town Inland Empire example, do some research on the local chain of fast food restaurants called Bakers. Bakers started the same time McDonalds did, but did they experience the rocket success of Ray Kroc? No! And there were good reasons…
The heart of their problem was in their basic business building recipe. It simply did not create the kind of synergy that McDonalds did. You see, everyone wants a sure thing or at least a deck stacked in their favor so as to believe that attractive results will follow a predictable are worked plan. That's what McDonalds had and the rest is history! By the way, reading about both of these stories is facinating!
Over many years I have observed that there are some very fundamental building blocks that contribute to the development of a profitable business. I have seen this recipe play out time and time again across many industries, especially in personal service corps. Since the mid 1980's I have seen this phenomenon in action. For simplicity, I have narrowed these success building blocks into eight simple steps. You'd be wrong to think this is conjecture or theory! This success recipe also provides a long-term business building framework for the general insurance industry and even better for the growing multi-line agency owner.
The building blocks provide new Reserve Agents as well as established “growth minded” full-time agents a helpful checklist to manage their agencies. It provides a template to determine if a particular advisor is on track or not. As I have observed and coached agents over the years, I have found these steps to be most critical for success. Trust these steps; they have been historically proven as a foundation for success in many business environments. Miss any step and over time you will rob your business of the energy and power it needs to be a growing enterprise. Oh, you may not see the erosion immediately, but the seeds have been planted and you will pay the price.
Here is my time tested recipe of business building steps. Read on for a more detailed discussion of each building block:
1. Personal Use - Become an all Farmers house.
2. Attitude: Personal Growth - Books/Tapes/CD’s - Focus on personal development by reading 10-15 minutes each day from an inspiring source. Listen to an inspiring tape or CD each day. Participate in continuing education.
3. Functions - Attend all District, Division and Farmers events.
4. Association - Associate with winners both in and out of the business.
5. Constant Coaching - Counsel with District Manager for growth!
6. Execute a Consistent & Effective Marketing Plan
· Develop a continuous flow of leads
· Maintain 5 active, well defined marketing strategies
· Plan your work and work your plan
7. Generate New Business Commissions - During the first 3-5 years of operation, solidify 500 (2 p/wk) clients (a household with 3 or more lines of Farmers business) with whom the agency earns $500 - $1,000 in commissions per year. You and your team should be generating the following sales on a monthly basis:
· Selling 30+ property & casualty policies per month
· Selling 5+ life policies per month
· Set-up 5+ FFS accounts per month
8. Account Retention - Maintain an on-going pool of satisfied, loyal clients. Achieve a product density factor of 3.0 and maintain profitability in all lines.
A narrative of each of the Eight Steps is as follows:
Step 1: Personal Use - Advisors must become an all Farmers house. They must use their own products. They should be insured and protected by Farmers. Advisors can’t sell something they don’t believe enough in to own themselves. If an advisor has the need for a particular product that Farmers offers, then advisors should embrace it! To not do so is to kill one’s own attitude. This philosophy builds personal belief in one’s own business. You can’t sell a Chevy while driving a Ford! To skip this step is to tear away at the fragile belief that is at the core of one’s independent enterprise.
Step 2: Attitude: Personal Growth – Books/Tapes/CD’s - Advisors must understand one element truth, “One cannot succeed beyond the level of one’s own self-image!” Advisors must incorporate a habit of life long personal development. Listening to success oriented tapes and CD’s helps develop a strong self-image. A great man once said, “You will become a sum total of the books you read and the people you associate with”. Without question, “Readers are Leaders and Leaders are Readers”. Advisors are encouraged to read from success oriented books. A monthly recommended book program will be developed to provide advisors access to great reading materials. The “Power of the Mastermind” explained by Glenn Bland in his book, “Success the Glenn Bland Method” is alive and well in District 34.
Step 3: Functions - Advisors must make attendance at District, Division and Farmers events a priority. No matter what these functions might be, active attendance and involvement is essential for success. In many respects, the template for success is found, taught, modeled, and reinforced at these meetings. Missing these events will cause an advisor to lose valuable time in the building of his/her enterprise.
Step 4: Association - Since people tend to become like the people they hang around, associating with positive, “on the grow” people is a known success principle. Advisors are encouraged to seek out people who are experiencing the success they would like. In his book entitled, “Unlimited Power”, Tony Robbins said, “Find someone who has what you want and then model what they do”. Modeling is a powerful concept. In the Farmers family, those individuals to “model” can be found by attending the various achievement clubs and incentive trips throughout the fiscal year. Advisors are encouraged to associate with these and other winners in the District and Division!
Step 5: Constant Coaching - As an advisor builds his/her business he/she will need to take corrective action to sustain growth. Before making significant changes, advisors are encouraged to counsel with a business coach, meaning with their District Manager, to review agency plans and objectives. These changes might include office relocation, staff hiring or firing, budgetary concerns, reviewing an annual business plan and/or possibly discussing the need to make a significant shift in product line focus. These opportunities are a great time for the advisor to establish a relationship of accountability. Division Specialists might also be considered as individuals to seek product line knowledge and expertise.
Step 6: Execute a Consistent & Effective Marketing Plan - Developing a continuous flow of leads is essential for success. Agencies begin to slow, when they stop this critical business building step. If raw materials are not loaded onto the beginning of an assembly line, a finished product will never result. Agents must have an effective marketing game plan sufficient to produce the leads necessary to reach the desired production results. It is essential to maintain a minimum of 5 active, well-defined and executed marketing strategies. The old adage of “Plan your work and work your plan” is time-tested sage advice.
Step 7: Generate New Business Commissions All of the other steps can be performed with exactness, but without understanding the power of the Sales Pipeline, an agency will not generate the capital it needs to survive. A profitable advisor is a happy advisor. Master the following basic steps of the Consultative Selling Approach:
- Get to Know Your Client w/ F.O.R.E.
- Sell the Appointment
- Establish Rapport
- Understand the Prospect
- Align Product Benefits with Product Needs
- The Prospect Asks to Buy!
Become a master at this process and you will mitigate financial woes the rest of your life. During the first 3-5 years of operation, advisors should solidify 500 clients (2 p/wk) with whom the agency earns $500 - $1,000 in commissions per year. By executing the principles in this step, advisors will run to Agent Vision which is a $283,000 gross revenue target in 5 years. In addition, they will achieve many company sponsored achievement clubs and awards. Accomplish this longer-term target by developing a team that consistently generates the following volume:
· Selling 30+ property & casualty policies per month
· Selling 5+ life policies per month
· Set-up 5+ FFS accounts per month
Step 8: Account Retention - Maintain an on-going pool of satisfied, loyal clients. It doesn’t make any sense to load clients in one end of the agency only to watch them go out the other. To maintain a satisfied pool of loyal clients, advisors must hallmark the importance of relationships and “needs based” selling. A product density factor of 3.0 should be pursued as well as maintaining an “all lines” profit. Agencies should routinely provide a “high touch” environment for their clients. This is done in part by implementing some of the following strategies:
· Having Auto, Fire, Life in Every Household
· Farmers Friendly Review
· Client Referrals
· Outstanding Service
· Follow-up at Renewal
· Send Articles & Publications
· Seminars
· Thank-you Notes
· Regular Mailing Program
· “Friendly Review” Quarterly Publication
· Become a Reference Source
· Customer Satisfaction Survey
Eight Steps Summary
It is no wonder that four of the Eight Steps address the “agent’s attitude and personal development” and the remaining four address the “physical process of building an agency”. This power of this is shown below:
Personal Focus:
· Personal Growth - Books/Tapes
· Association With Winners
· Constant Coaching
· Attend District, Division & Farmers Events
Business Focus:
· Personal Use
· Execute a Consistent Marketing Plan
· Generate New Business Commissions
· Account Retention
Don’t discount the power of this business building recipe. It has weathered the test of time. Its daily application is life changing! Focus on these simple steps and you will build long-term wealth. Miss any of them consistently and you will lament the results.
Make it a great day!
Wednesday, March 26, 2008
Coming Up For Air...
Hello again!
I have been rather stuck lately. As we all know, Rhino’s don’t get stuck in the mud, but often get stuck in high gear racing back and forth amidst a long list of top priorities. This has been my experience in recent weeks. Moving the District Office in February and March took the top of the list as well as working with an increased number of new Reserve and Career Agents who have appropriately demanded more coaching time. What a great new group of agents we have coming on in the District. I am proud to be associated with them. Couple these heavy priorities with a bunch of other special projects and the end result has been overload…
Not surprisingly, I have had a few agents and friends ask me, “Hey, I have been to the Mud Hole recently, but haven’t seen any new posts”. Yep, I have been missing in action at the Mud Hole, but no worries, a vacation from my favorite gathering spot has created a rather long list of blog topics. So, look for some new blogs coming soon…
By the way, if you would like to comment on any of my Blogs you are encouraged do to so. It’s not a requirement, but certainly something you can do if you feel so inclined. Your comments are public, but I am sure there are those who would like to chime in from time to time. I welcome your feedback. If you are wondering how to do this, listen up.
A the end of the blog you will see an icon that says, “Comments”. Click on that icon to enter your comments. You may have to set up a Google/Blogger account, but it’s quick, easy and free! I look forward to your feedback…
Make it a great day…
I have been rather stuck lately. As we all know, Rhino’s don’t get stuck in the mud, but often get stuck in high gear racing back and forth amidst a long list of top priorities. This has been my experience in recent weeks. Moving the District Office in February and March took the top of the list as well as working with an increased number of new Reserve and Career Agents who have appropriately demanded more coaching time. What a great new group of agents we have coming on in the District. I am proud to be associated with them. Couple these heavy priorities with a bunch of other special projects and the end result has been overload…
Not surprisingly, I have had a few agents and friends ask me, “Hey, I have been to the Mud Hole recently, but haven’t seen any new posts”. Yep, I have been missing in action at the Mud Hole, but no worries, a vacation from my favorite gathering spot has created a rather long list of blog topics. So, look for some new blogs coming soon…
By the way, if you would like to comment on any of my Blogs you are encouraged do to so. It’s not a requirement, but certainly something you can do if you feel so inclined. Your comments are public, but I am sure there are those who would like to chime in from time to time. I welcome your feedback. If you are wondering how to do this, listen up.
A the end of the blog you will see an icon that says, “Comments”. Click on that icon to enter your comments. You may have to set up a Google/Blogger account, but it’s quick, easy and free! I look forward to your feedback…
Make it a great day…
Monday, December 24, 2007
The Pursuit of Happiness
Merry Christmas and Happy Holidays - 2007!
Our family wishes you the happiest of holiday season’s and hope this next year brings you renewed joy and peace in all of your endeavors.
As a family we have experienced such joy and HAPPINESS this year. To what do I owe these feelings? I am not sure frankly; our lives, maybe like yours, tend to be so multi-dimensional that sometimes it is hard to identify what aspect is driving our feelings and emotions. The struggle to balance the emotional, social, physical, financial and spiritual areas of our lives is ever present. Can you relate? Winning this balancing act been a conscious focus of mine for as long as I can remember…
Hyrum Smith of Franklin-Covey provides clarity. He said, “When what you value most is vertically aligned with what you do each day, you will have a credible claim on inner peace”. It’s been almost twenty years since I first sat in an audience and heard these words. I can honestly say that achieving this alignment has been at the forefront of my own personal quest ever since. This inner peace Hyrum Smith references, can translate into a real sense of meaning and produces feelings of true HAPPINESS.
The dictionary defines HAPPINESS as good fortune, pleasure, contentment, joy. The dictionary goes on to suggest that HAPPINESS results from the possession or attainment of what one considers good: the happiness of visiting one's family. Bliss is unalloyed happiness or supreme delight: the bliss of perfect companionship. Contentment is a peaceful kind of happiness in which one rests without desires, even though every wish may not have been gratified: contentment in one's surroundings.
Although each of us determines our own definition of HAPPINESS, I am certain we would agree that being economically free and financially successful, however one wants to measure it, has a lot to do with our feelings of HAPPINESS. I am not suggesting that economic freedom is the most important objective, but providing the basics of food and shelter, being self-reliant and even improving upon each generation are core desires for most Americans. These economic desires are as real and basic to the human condition as life itself and are often a significant contributor to what one might term, HAPPINESS.
As a young missionary in the Philippines in the late 1970’s, I saw and lived among the very poor. I learned a lot about poverty and the yearnings of the human spirit to improve one’s economic situation. Oh what joy and HAPPINESS I saw as those we served improved their conditions and thereby grew in stature and confidence in their own circumstances. Their growth was often commensurate with their attainment of more education, an applied work ethic and new spiritual distinctions which together improved their earning power and brought new found freedoms. I will never forget my experience in Southeast Asia, for it taught me volumes about gratitude and the freedoms and economic opportunities we can often take for granted in America.
And so, at the close of yet another year, I ask you an important, poignant question:
- Are you experiencing a measured level of HAPPINESS in your own life?
This year's movie, “The Pursuit of Happyness”, staring Will Smith, had a profound impact on me. Its influence prompted me to present each of you a copy of the DVD as my personal gift this holiday season. I mailed these out last week and have received many calls and emails of thanks and gratitude for showcasing Chris Gardner’s great story.
In a broader sense, I believe his story can really be about many of us. A story that says, you can reach your goals and dreams no matter what the struggle, the cost, or the obstacles that might come your way. I have long believed that if it is important enough to you, you will make it happen! We all have stuff in our lives that we need to overcome. As the popular phrase says, “Stuff Happens”.
In many ways Chris’ story tracks well with many of the frustrations and challenges any person might face when attempting to swim against the tide of their own past or difficult circumstances to achieve lasting success. Chris' story is also quite applicable to building a Farmers Agency, no matter what your situation or background…
During your struggles cue up this great movie and watch it over and over again. It will give you new strength, new insights and new hope. It will help you believe that you too....can do it!
May you experience much HAPPINESS in 2008!
Merry Christmas and Happy Holidays,
Mark McKell, District Manager & Registered Principal
Wednesday, November 28, 2007
The "Why"
As a coach, I often feel we spend entirely too much time discussing the “How” and never enough time talking about the “Why.” Clearly the “How” of building a successful Farmers Agency is well chronicled. Our new University of Farmers has organized these success principles into some tremendous business building courses now available to all agents and staff. I encourage you to make this a part of your plan in 2008.
Although vital, understanding the “How” is not the most important element to building a successful agency. By themselves, proven business building steps and techniques will not build anything. The “How” cannot and will never implement itself! It needs the energy and passion of a spirited entrepreneur to bring it to a reality. This energy and passion comes from a core motivation, a dream or desire that becomes the high octane fuel that propels the “How.” What is this fuel? I call it the “Why!”
How much time do you spend thinking about your “Why?” It has been my experience that very little time is spent on this topic and yet it is the most important building block to success. We are told in Proverbs, “Where there is no vision, the people perish.”
Consider these questions:
- What are your life dreams, goals, objectives, wants and desires?
- Can you articulate them in a meaningful way?
- If you could paint a picture of the future, what would it look like? Family? Free Time? Relationships? Personal Income? Freedom? Flexibility? Peace of Mind? Contribution?
- Can you specifically describe this picture to yourself or better yet someone else?
- How would you feel if you were able to achieve this?
- What difference would it make in your life and in the lives of others?
- When would you like this to happen? Sooner or later?
These thought provoking questions will help you shape your “Why.” Grant Von Harrison, in one of my most favorite books, Drawing on the Powers of Heaven, said, “Desire is more than a mere wish, it is the motivating conviction that moves one to action.” What is your motivating conviction? When properly cultivated, your “Why” will move you to action. Hyrum Smith of the acclaimed Franklin-Covey organization said, “When your daily actions are in concert with your governing values (core motivations) you will experience inner peace.” At the end of the day, isn’t that what we all are searching for, that inner solace and peace of heart that says “all is well.”
And so the introspective question remains, Are your daily actions in concert with what you value most?
Without question, the Farmers Agency Opportunity is the best small business opportunity in America today! With all of the changes and enhancements that have been marshaled in the last 5 years, I cannot think of a better place you could be than right here, right now, with the people you are associated with. Congratulations for your insight and wisdom by positioning yourself in this way. But, make no mistake, Farmers is just a business vehicle. In a sense it is just a “How.” You must apply your burning desire, your “Why,” to make your dreams come true.
As you travel this journey, if you are like me, you will come to intrinsically realize that your own perspectives are limited. To become a high performer you need a coach, mentor and even a relationship with an organization or group of people to help you along your way. Would Michael Jordan have ever reached his incredible success without Phil Jackson, the NBA or a team like the Chiciago Bulls? Of course not! At the lest he needed 4 other players on the court with whom he could interact. For long term success, it always takes some type of team...
I enhanced my support team this year with such an organization and individual. Richard Geno was a business coach before it was fashionable to be one. He has been coaching people to success since the mid 1970’s. Richard built his personal career and substantial fortune over nearly four decades in the financial services field. I could go on and on about Richard, but suffice it to say that Richard is an accomplished business professional and author who walks the walk and spends a significant part of his life helping others achieve what he calls, “The Balanced Life Experience.”
Early in 2006 I joined one of Dan Sullivan’s Goal Cultivator communities along with a handful of other successful District Managers and met Richard who is our course facilitator. The quarterly Goal Cultivator experience has been life changing for me. The experience has added new distinctions and learning methodologies relating to goal setting and living a balanced life that I had never before considered. Dan Sullivan’s materials and insights are simply exceptional. It has been a rich and rewarding experience thus far.
Last year I gave each agent a copy of Richard’s book, The Balanced Life Experience for the Holidays. Knowing Richard personally made reading his book all the more enjoyable. I hope you read his book and enjoyed his comments… I would encourage you to revisit his thoughts from time to time.
As so the question lingers, “Are your daily actions in concert with what you value most?” Spend time with your “Why” and make it a burning desire. If your daily actions are not consistent with your “Why” then make the necessary course corrections to get back on track. The worst thing in life is to look back and have regrets.
Live On Purpose! Dream a little bigger, stretch a little further and you will become who you were meant to be…
Friday, November 16, 2007
But Where Are The Nine?
During this time of Thanksgiving I am reminded of a story in the New Testament which engages our thinking with respect to the topics of thanksgiving and gratitude. It is found in the 17th Chapter of Luke, verses 11 through 17.
“And it came to pass, as he went to Jerusalem, that he passed through the midst of Samaria and Galilee. And as he entered into a certain village, there met him ten men that were lepers, which stood afar off: And they lifted up their voices, and said, Jesus, Master, have mercy on us. And when he saw them, he said unto them, Go shew yourselves unto the priests. And it came to pass, that, as they went, they were cleansed. And one of them, when he saw that he was healed, turned back, and with a loud voice glorified God, And fell down on his face at his feet, giving him thanks: and he was a Samaritan.”
And Jesus answering said, Were there not ten cleansed? but where are the nine?
With so much to be grateful for in my life I have often asked myself, “Am I like the one who came back to express thanks or is my behavior more like the nine who went their way giving no recognition for what they had received?”
This story urges us to ask ourselves, “How would I respond?”
We have so much to be grateful for… For our freedom, our health and safety, our families, our friendships, our faiths, our favorable circumstances, for our capacity to work and to give and to share with others. Also, for the Farmers organization and for the significant network of support we find ourselves being the beneficiaries of on a daily basis….
The list goes on and on…
It’s overwhelming how much we have in America and the bounteous blessings that are ours. Please take the time to not only express thanks, but to express gratitude. Have you ever wondered what the subtle difference is between expressing thanks and gratitude? Expressing thanks is often a simple verbal expression, but expressions of gratitude are much deeper. Gratitude denotes some form of extended action or service or a measure of contribution relating to that of which we are expressing thanks.
David O. McKay said, “Thankfulness is measured by the number of words; gratitude is measured by the nature of our actions.” What a great rule to live by...
So…
“And it came to pass, as he went to Jerusalem, that he passed through the midst of Samaria and Galilee. And as he entered into a certain village, there met him ten men that were lepers, which stood afar off: And they lifted up their voices, and said, Jesus, Master, have mercy on us. And when he saw them, he said unto them, Go shew yourselves unto the priests. And it came to pass, that, as they went, they were cleansed. And one of them, when he saw that he was healed, turned back, and with a loud voice glorified God, And fell down on his face at his feet, giving him thanks: and he was a Samaritan.”
And Jesus answering said, Were there not ten cleansed? but where are the nine?
With so much to be grateful for in my life I have often asked myself, “Am I like the one who came back to express thanks or is my behavior more like the nine who went their way giving no recognition for what they had received?”
This story urges us to ask ourselves, “How would I respond?”
We have so much to be grateful for… For our freedom, our health and safety, our families, our friendships, our faiths, our favorable circumstances, for our capacity to work and to give and to share with others. Also, for the Farmers organization and for the significant network of support we find ourselves being the beneficiaries of on a daily basis….
The list goes on and on…
It’s overwhelming how much we have in America and the bounteous blessings that are ours. Please take the time to not only express thanks, but to express gratitude. Have you ever wondered what the subtle difference is between expressing thanks and gratitude? Expressing thanks is often a simple verbal expression, but expressions of gratitude are much deeper. Gratitude denotes some form of extended action or service or a measure of contribution relating to that of which we are expressing thanks.
David O. McKay said, “Thankfulness is measured by the number of words; gratitude is measured by the nature of our actions.” What a great rule to live by...
So…
- If we are thankful for the free country in which we live, then we should vote and let our voices be heard in the American political process.
- If we are thankful for our families and the relationships we hold dear, then we should spend time with those we love and express our thankfulness through acts of service and kindness.
- If we are thankful for the favorable economic circumstances that are ours, then we should seek to give back, in our own way, to help others become more successful and self-reliant.
These are individual choices, but what a difference there would be if all of us moved from simply expressing thanks to showing gratitude. Can you imagine the shift in our culture? Can you imagine the impact felt by this outpouring of contribution? Never discount the power of one...
I am reminded of another story that continues to pull at my heart:
“The District of Columbia police auctioned off about 100 unclaimed bicycles Friday. ‘One dollar,’ said an eleven-year-old boy as the bidding opened on the first bike. The bidding, however, went much higher. ‘One dollar,’ the boy repeated hopefully each time another bike came up.
“The auctioneer, who had been auctioning stolen or lost bikes for 43 years, noticed that the boy’s hopes seemed to soar highest whenever a racer was put up.
“There was one racer left. Then the bidding mounted to $8.00. ‘Sold to that boy over there for $9.00,’ said the auctioneer. He took $8.00 from his own pocket and asked the boy for his dollar. The youngster turned it over—in pennies, nickels, dimes, and quarters—took his bike and started to leave. But he went only a few feet. Carefully parking his new possession, he went back, gratefully threw his arms around the auctioneer’s neck and cried.”
Let us resolve to be more grateful! May each of you enjoy a safe and glorious Thanksgiving Holiday. I express my sincere gratitude to each of you for the goodness that you represent and the hard work that you exemplify in shepherding the needs of others. I continue to pledge my efforts to help you in any way I can to reach the heights that you desire, to experience greatness in your pursuit of happiness!
Have an enjoyable week!
Tuesday, October 30, 2007
Out of Every Adversity...
Years ago I read a passage that has always stayed with me. It reads,
"Out of every adversity lies the seed of an equal or greater benefit"
California has experience its share of adversity in the last couple weeks with the California Wildfire situation. Many have lost their homes and in the process have lost meaningful possessions that trigger heart felt memories of days gone by. There are stories of heroism and valor not to mention loss of life. Once again, the firefighters are to be applauded for their valiant efforts. I was reading over the weekend of a firefighter in Rancho Bernardo, San Diego County, who left his home to help others and in the process loss his own home to the fires. No doubt a true example of "service above self" and although their work is not done, with the Santa Ana winds poised to blow again this weekend, we sense that tomorrow will be a better day.
As expected, Farmers mobilzed their CAT teams and have performed like a first class organization. It's been gratifying to see the Company come together and deliver such good will. For those that helped at the San Bernardino Evacuation Center you know first hand of the team work demonstrated. I received a much broader perspective today as I attended a lunch with three Home Office Senior Vice Presidents of the Company in San Bernardino. They wanted to express their appreciation to the short list of District Managers who helped rally personal and human resources to serve at the San Bdo CAT Center. I pass their thanks on to you and for all of your efforts to help our insureds and those around us.
The lunch conversation turned to the incredible opportunity that lies with each Career Agent, Full-Time Agent and District Manager as a result of the devastating fires.
Opportunity? Yes, this is "the seed of an equal or greater benefit" that I referenced earlier.
What opportunities am I refering to? They are innumerable... Think of it...
"Out of every adversity lies the seed of an equal or greater benefit"
California has experience its share of adversity in the last couple weeks with the California Wildfire situation. Many have lost their homes and in the process have lost meaningful possessions that trigger heart felt memories of days gone by. There are stories of heroism and valor not to mention loss of life. Once again, the firefighters are to be applauded for their valiant efforts. I was reading over the weekend of a firefighter in Rancho Bernardo, San Diego County, who left his home to help others and in the process loss his own home to the fires. No doubt a true example of "service above self" and although their work is not done, with the Santa Ana winds poised to blow again this weekend, we sense that tomorrow will be a better day.
As expected, Farmers mobilzed their CAT teams and have performed like a first class organization. It's been gratifying to see the Company come together and deliver such good will. For those that helped at the San Bernardino Evacuation Center you know first hand of the team work demonstrated. I received a much broader perspective today as I attended a lunch with three Home Office Senior Vice Presidents of the Company in San Bernardino. They wanted to express their appreciation to the short list of District Managers who helped rally personal and human resources to serve at the San Bdo CAT Center. I pass their thanks on to you and for all of your efforts to help our insureds and those around us.
The lunch conversation turned to the incredible opportunity that lies with each Career Agent, Full-Time Agent and District Manager as a result of the devastating fires.
Opportunity? Yes, this is "the seed of an equal or greater benefit" that I referenced earlier.
What opportunities am I refering to? They are innumerable... Think of it...
- How about calling every DP3 policy you have to explain the reality of lossing all of their possessions in a fire since their specific policy only covers the structure? You can get this list in your e-CMS.
- How about sending out Call Me Cards to every insured whom you are missing a phone number or other key information? Consider this plea on a mailing label, "In light of the current 2007 California Wildfires we are updating our records. With respect to your file, we are missing critical information. Please call our office ASAP so we can update your records."
- How about starting an aggressive Farmers Friendly Review campaign with the intention of updating coverages and documeting your files with respect to recent home improvements and other important household changes? Insureds are more willing than ever to meet with you... The time is right.
- How about an agressive push to contact your Auto no Home clients? Given the favorable press Farmers has received during the wildfires, hearts and minds are now open for a change. Many insureds are dissatisfied with thier current carrier... What a great time to educate.
- How about offering to give a speech at your local Rotary, Chamber, Church or PTA organization on emergency prepardness or fire safety? I have done this in a couple Rotary Clubs in Riverside and it was very well received...
- How about hosting a community event to thank your local fire fighters for their efforts?
The opportunties are all around you. Is the glass half empty or is it half full? In a word, what a great time to help others...
Speaking of thanking your local firefighters, a great moment occured today at my lunch at the Claim Jumper. A party of six San Bdo firefighters were seated near us in an adjacent booth. Noticing this, one of the executives at our table quietly instructed the server that Farmers wanted to pick up the cost of the firefighter's lunch. It was a moment I will not soon forget. At the end of their lunch, learning we had picked up the tab, they all came over to our table to shake each of our hands expressing a sincere thank you for the kind gesture. It was a touching moment as we saluted their selfless service.
Don't let this moment pass you by.
It's time to make lemonade out of lemons...
It's time to plant that seed of an equal or greater benefit...
It's time to help others...
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