Ithought I would work there for a few months and then return to gradschool. I would tell my friends the insurance business was on sixmonths' probation. (Photo: Shutterstock)

As you read this column, I will have been in the insurancebusiness for 50 years. I interviewed for a job at an insurance companyon the day Richard Nixon was elected for his first term. I wassubsequently hired by Unity Mutual Life in Syracuse as an actuarialtrainee. I thought I would work there for a few months and thenreturn to grad school. I would tell my friends the insurance business was on six months'probation. Fifty years later, the probation has not ended.

I have learned many valuable lessons over those 50 years. Thismonth I will share a handful of them.

Marty Traynor is vice presidentof voluntary
benefits at Mutual of Omaha.

1. Be aligned. Each of us may be individuals,but we only succeed by aligning with our customers. Aligning meansour services will be relevant to customers, meeting their mostsignificant needs. In aligning, our communications will be clearand the processes to support them will be as easy as possible forthe customer to use.

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2. Be willing. Raise your hand! It's amazinghow offering to take on a task or to do volunteer work elevates thepeople who step forward. Many people sit complacently and wonderwhy they are passed by. It's not the people who push to get aheadthat win in the end, it's the ones who are willing to volunteer forthe tough job no one wants to do.

3. Be fearless (Part 1). I have taken on orbeen given jobs that were, honestly, outside my comfort zone. Onething I liked about actuarial work was that it did not require meto stand up in front of people to make presentations. Like many, Ihad an aversion to public speaking. But when I moved into adifferent area, my new boss assumed I would be good at it andexpected me to make a presentation to a group of brokers the dayafter I started. I had to find a way to be fearless—and I did. Manyof us have a fear of speaking up or fear that what we have to saymight not be worthwhile. Eliminate the fear. Write up ideas,practice and deliver.

Be fearless (Part 2). Be open and honest withcustomers and business partners. Be willing to say no, but do itwell. The art of delivering “no” in a positive way involvespresenting best alternatives: “We can't do exactly what you askedfor, but here are some great alternatives we can help you with…”This is a talent that separates those who are winners from thosewho are only average. Being effective at saying no earns trust andrespect. When you are afraid to deliver a “no,” you are ultimatelyof limited value to your organization.

4. Be prepared. Learn your business. Read. Soakup wisdom through discussions with customers and coworkers. Askpeople at every level what they do and how they like it. Understandyour organization's process from start to finish. Ask experiencedpeople for advice, or mentorship. Most busy people will make timeto help someone who is willing to learn. Often, this is payingforward help someone gave them when they were new.

5. Have trust. You need to exercise trust bothways. You must trust others. You must earn the trust of others. Dothis by acting with integrity, being accountable and putting othersfirst.

Bonus lesson: Find ways to become part of agreat team. How? Find a great leader and you will find the greatteam. Once on a great team, be a great team player. Be aligned withyour associates. Work to earn trust from everyone. Put yourinterests second to those of your customers and the team.

Want more wisdom?

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