|
 |
Use Dynamic
Leadership Principles Drive
Business Forward!
by Michael Beck
Part 5 of 5:
|
"Success is not something you pursue. Success is something
you attract. " (Jim Rohn)
This month we'll be discussing the fifth key to dynamic leadership:
Worthwhile Purpose. I believe that a Worthwhile Purpose is the most important of
the leadership keys in propelling someone towards success. Purpose is the ultimate
motivator and compass. Purpose is what allows us to overcome obstacles, no matter
how large. Purpose is what allows us to build and sustain dynamic teams. Purpose
is what allows us to attain goals we could only dream of in its absence.
I'm frequently asked to speak to groups about having a purpose
and making a difference. My talk discusses the consequences of going through life
without purpose. When we have no purpose, we set short-term goals. We hire to fill
chairs without regard for a person's values. We market our products or services in
a "vanilla" fashion because we're not clear about our vision and the things
that set us apart from others. We develop a monotonous routine of going to work,
going home, go to work, go home, go to work, go home, etc. In fact, Henry Thoreau
wrote, "The mass of men lead lives of quiet desperation," and I believe
his observation is true. All too many people live their lives without a purpose.
When we embrace a purpose, everything changes.
I also believe that those people who have a purpose, each have the same purpose;
that purpose is to make a difference in other people's lives; to help them succeed;
to help them develop. When we as leaders develop, live, and communicate our purpose,
we see our actions, attitudes and perspectives change:
We set goals in support of attaining our purpose. Goals set devoid
of purpose only serve to motivate the person that set the goals.
We hire to surround ourselves with people of like mind.
We have the determination to persevere through the inevitable
obstacles that arise in the pursuit of our dream.
Our message to our policyholders and our prospects becomes laser
sharp. As a purposeful leader, we walk the talk - living the vision we evangelicize.
People are attracted to those who have a clear purpose and who
are passionate about it. It's not so much what you do that matters as much as why
you do it. No one really cares about what you do. They care instead about why you
do what you do. Frankly, most people don't understand that. If you look in the Yellow
Pages of your phone book, they're filled with ads that boast about what the company
does - we've been in business 20 years, we provide auto, home, life, health, blah,
blah, blah,... For the most part, no one cares about those things. I've asked agents
why someone should consider using them as an agent. The typical answer is, "I
have good products at fair prices and I care about my clients." Good answer.
Then I'll ask them what would happen if I went down the street to their competitor
and asked them the same question. Everyone agrees ñ I'd get the very same answer.
It's a "vanilla" answer. It's a result of not having a clear purpose.
People care about things and people they can "resonate' with.
A good example of the difference between someone who sells insurance and someone
who truly has the other person's interest at heart is reflected in the answer to
this question. If someone calls you and asks you to prepare a quote for $100,000
of term life insurance, what would you ask them? My contention is that the first
question the person simply selling insurance will ask is, "Why do you want term
insurance?" but the person who acts in the interest of others will ask as a
first question, "Why do you want $100,000?" Self-interest would be reflected
by up-selling the prospect to a product other than term. Interest in others would
be reflected by getting a clear understanding what the other person was trying to
accomplish. Being clear about why we do what we do changes everything.
Wanting to have a purpose and living by a purpose are two different
things. Wanting a purpose is a logical decision. I believe that most people want
to have a purpose. Living a purpose is an emotional decision or choice. I believe
that it's only when a person loves what they do, that they can then choose to make
a difference with their efforts.
So how do you become clear as to your purpose? Unfortunately sometimes
it's easy and sometimes it's difficult. Making good money is a good purpose, but
doesn't serve well to be the only purpose. If you feel that you can a difference
in someone's life, then find a way to express that. This will become your purpose.
Practice expressing your purpose in your marketing messages - ads, brochures, voicemail
message, and e-mail signature. Incorporate it into how you go about talking with
prospects and policyholders alike. (Why do you think people give referrals? Because
they believe in you and what you stand for.) Keep your purpose clearly before you.
Wake up with it and go to bed with it. Live it, eat it, and breathe it.
If you feel you can't really make a difference in anyone's life
by doing what you're doing, then you may want to consider a new career. I don't know
anyone, really, who has succeeded by "selling insurance". Sometimes the
kindest thing we can do for ourselves is come to the realization that what we're
doing doesn't really make use of our greatest talents.
Once you're clear as to why and how you are going to help people,
then set about helping as many of those people as possible. Be diligent in your efforts.
Look for new ways to reach those people and help them. Ask yourself at each decision
and at each challenge you face, "Is this furthering my purpose of
helping or is it taking me further away?"
Live your life with purpose.
Michael Beck, The Insurance Coach, is an Executive
Coach and Mentor to the Insurance Industry. He works one-on-one with successful professionals
to help them accelerate their success. His clients include District Managers, General
Agents, and Brokers. Michael is President of the Denver Coach Federation and holds
an MBA from the Wharton School of Business. Michael can be reached at 877-977-8956
or mbeck@TheInsuranceCoach.net
. Learn more about Michael's work by visiting his company's website: www.TheInsuranceCoach.net
|
