Location: Pasadena, Calif.
Bring out your inner Superman. Everyone talks about it but few people actually do it. It’s lonely in front of the pack—get used to it. Make the extra phone call. Follow up one more time. Do more research about that new law. Send one more email. Arrive early. Don’t wait to be asked—offer help. Be the first one to cross the finish line.
Embrace technology. It’s not going anywhere. My kids love technology and have taught me that technology will be a significant part of all of our lives now and in the future. I used to be afraid that technology could replace me but now I know it only makes me better. I utilize my multiple iPads to pull my documents from the cloud and deliver an earth friendly, paper-free, cohesive and synched presentation. In short, try and find technological solutions to handle the simple and mundane tasks. This allows you the freedom to focus on what you do best, leading clients to concrete business solutions. Besides, it’s more fun with graphics and videos.
Remember the three P’s: Patience, patience, patience. People are skeptical. People are busy. It takes time and effort to develop deeper relationships and to determine the needs of a client and prospective clients. Look beyond the short-term issue or question and you will develop a long-term client. I will never forget the prospective client who told me that one year after her ‘broker review’ only one broker stayed in touch. I was the one. She became a client.
Make it your passion. Get excited about the challenges of today and the complex issues of tomorrow. The marketplace is rapidly changing so keep an open mind for new ideas, solutions and products. Embrace the new laws, new requirements, new options, exchanges and new competition. Passionately change with the industry or you will be watching the pack run by you.
Learn to say no. Every day I see people chasing opportunities that aren’t a good fit with what they do well. By saying no to the wrong opportunities and yes to the right ones, you will have more success and earn more clients. You will find you are building deeper, more compelling, and longer lasting relationships while having more fun.
Choose those around you. You may not get to choose who sits near you in the office, or the reps that call on you, but you do get to choose who you spend most of your time with. Minimize time with those that don’t hold your values and ethics. Maximize time with those who make you better and inspire you to reach for the stars. Surround yourself with trusted professionals with a ‘can do’ team attitude and they will help you to the next level.