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 up landing in New York City and started a brokerage firm at the age of 26. I didn't really know what I was doing, but I knew how to treat people, and people always liked me. Since my background is hospitality, and that's what I studied—then practiced—at the University of Missouri, I knew I wanted my brokerage firm to be highly service-oriented.

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

There've been some pieces of advice that I've been given along the 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 my hometown for 35 years. She told me you never want anyone to misunderstand you, and if you used commonly used words, you'd get your point across and no one would think you were putting on airs.

Always find a common bond.

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

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

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

Develop tenacity.

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

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

My dad taught me the value of networking early on. You never know when you might need a favor, so it's good to be kind to everyone.

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

This is actually our “motto,” if you will, at our office. About four years ago, I decided we only wanted to work with people that we 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 tadpole behind.

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 really are. It's important for us to have a reality check from time to time, keep humble and listen instead of running our mouths. And I love 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 comes to doing networking one-on-ones, people are always welcome to come to my office, or I will go North/South or East/West—but not both. I think it's important to be respectful of people's time and meet them 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, I won't meet with them. They could be the biggest rock star in the world, but not only were they disrespectful of my time, I lost out on time I could have been meeting with a prospective client or making money.

Find a mentor.

A mentor pushed me to start my own business. He believed in me and pushed me when I didn't think I was capable. To this day, going out 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 or prospect. Things aren't always easy when you're starting a brokerage firm, but if you work hard and lay the groundwork early on, one day you'll wake up, the switch will have flipped and the phone will just start ringing. Good luck in your adventure.

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