I'm from a micro-town of 986 people called King City, Missouri,where I graduated in a class of 15 people. Still, I ended uplanding in New York City and started a brokerage firm at the age of26. I didn't really know what I was doing, but I knew how to treatpeople, and people always liked me. Since my background ishospitality, and that's what I studied—then practiced—at theUniversity of Missouri, I knew I wanted my brokerage firm to behighly service-oriented.

Growing up, I learned people are people. My father was atwo-star general, but my parents forced us to interact with peoplefrom all walks of life, from senators and generals to dairy farmersand preachers. Having a diverse background has helped shape how Ilead today, whether it's when I'm leading the National Associationof Women in Insurance & Financial Services, or in myoffice.

There've been some pieces of advice that I've been given alongthe way I'd like to pass on.

Never use a $10 word when you can use a nickel one.

I learned this from my aunt who owned a dress shop in myhometown for 35 years. She told me you never want anyone tomisunderstand you, and if you used commonly used words, you'd getyour point across and no one would think you were putting onairs.

Always find a common bond.

During my sales training at Paychex, I was taught that beforeyou start your pitch, you must build rapport. When you go to meetsomeone at their office, look around. Find something you know alittle bit about, comment on it, and get them talking aboutthemselves. You'll put them at ease and they'll be more likely tobuy what you're selling.

Don't ask anyone to do something you wouldn't doyourself.

I learned this when I worked for the University of Missouri. Iwas part of the staff that would put on very large concerts andevents. During “event days,” I would have to fulfill all the riders(these are special requests). I found that by putting myself in thetrenches, I got the staff's trust and respect because they knew I'ddone exactly what they were doing.

Develop tenacity.

If you don't know the answer to something, where can you go toget the answer? Who can you ask? Is there a manual? Don't just giveup if you can't find the answer on Google.

Be careful of the toes you step on today; they might beconnected to the butt you'll have to kiss tomorrow.

My dad taught me the value of networking early on. You neverknow when you might need a favor, so it's good to be kind toeveryone.

If we wouldn't “friend” you on Facebook, we don't want youas a client.

This is actually our “motto,” if you will, at our office. Aboutfour years ago, I decided we only wanted to work with people thatwe enjoyed and liked as clients because life is too short not to.We fired the ones we no longer wanted to work with.

Don't let your alligator mouth overload your tadpolebehind.

This comes from my mother, and I was told this since birth.Sometimes it's easy for us to feel like we're bigger than we reallyare. It's important for us to have a reality check from time totime, keep humble and listen instead of running our mouths. And Ilove to run my mouth.

If you don't value your time, no one else will.

In New York, my main office is on 29th and Park. When it comesto doing networking one-on-ones, people are always welcome to cometo my office, or I will go North/South or East/West—but not both. Ithink it's important to be respectful of people's time and meetthem halfway, but they need to respect your time, too.

Three strikes and you're out.

If someone cancels or asks to reschedule on me three times, Iwon't meet with them. They could be the biggest rock star in theworld, but not only were they disrespectful of my time, I lost outon time I could have been meeting with a prospective client ormaking money.

Find a mentor.

A mentor pushed me to start my own business. He believed in meand pushed me when I didn't think I was capable. To this day, goingout on my own was the single best decision I ever made for myself(don't tell my husband).

Like they say, if you do what you love, you'll love what you do.I love insurance, and that comes through when I meet a client orprospect. Things aren't always easy when you're starting abrokerage firm, but if you work hard and lay the groundwork earlyon, one day you'll wake up, the switch will have flipped and thephone will just start ringing. Good luck in your adventure.