I was at a luncheon where our main speaker was the CEO of a major U.S. life insurer headquartered in Indianapolis. There were about 50 of us in attendance. This individual was known to all of us as he started as an agent as did most of the luncheon crowd. He spoke about his perceptions regarding the opportunities and challenges facing our industry. He was concerned about various legislative issues that could affect our business. These were items such as “stranger owned life insurance,” Federal versus State oversight, the attack on tax deferred cash value and the intrusion of other regulatory bodies into our business. He was not gloom and doom. Coming from the field, he still noticed glowing opportunities regarding the before mentioned issues. He was concerned about a couple of other issues that are very glaring.
First, the lack of new people entering our business and the underinsured, underserviced and ignored population as a result of the demise in new agent recruiting. He was also concerned about the lack of proper ‘problem-solving’ versus ‘product pushing’ that goes on among certain parts of the agent/advisor population. Don’t get me wrong. This is a home office executive that is proud and grateful for the efforts provided by today’s professionals. He is just worried that a few bad apples could spoil the bunch. His remarks were followed by an active question and answer period. Something he said during this portion really stuck with me.
He was reminiscing about his start as a commission based insurance agent. He was a very successful Million Dollar Round Table (MDRT) Member. He went on to say that much of his success was due to a wonderful mentor he had at the inception of his career. This mentor/trainer gave him this shortcut that was the advice to insure a successful and happy career. It was as follows: “There is no right way to do the wrong thing.” This statement sat me back in my chair. It’s not that this was something earth shattering, but it was the simplicity of the statement that really made me think.
I caution myself whenever I write this commentary – I am sometimes fearful that my readers will find me to be “too preachy.” Believe me, I am not a saint nor do I pretend to be one. I am just convinced that doing the right thing brings ultimate success in every endeavor. This success is both personal and professional. You see, we hold such great power in our profession. We are true “Lifetime Risk Managers.” We protect people from the tragedies of catastrophic health situations so that our clients aren’t ruined financially. We also protect their families if they die too soon. We also insure a lifetime income should they live too long.
In short, our aim is to keep our clients, their families and business associates in the world to which they have become accustomed to regardless of what may come upon their doorstep. So, people depend on us for the best advice, solid solutions and sturdy products. They expect us to continue to service them and to honor our promises. They assume that we will always do the right thing. Anything else would not be right. In conclusion, as the speaker said, “There is no right way to do the wrong thing.”
Until Next Time ... Good Selling!
Raymond J. Ohlson, CLU, CRC
President & CEO
The Ohlson Group & SMP International LLC
First, the lack of new people entering our business and the underinsured, underserviced and ignored population as a result of the demise in new agent recruiting. He was also concerned about the lack of proper ‘problem-solving’ versus ‘product pushing’ that goes on among certain parts of the agent/advisor population. Don’t get me wrong. This is a home office executive that is proud and grateful for the efforts provided by today’s professionals. He is just worried that a few bad apples could spoil the bunch. His remarks were followed by an active question and answer period. Something he said during this portion really stuck with me.
He was reminiscing about his start as a commission based insurance agent. He was a very successful Million Dollar Round Table (MDRT) Member. He went on to say that much of his success was due to a wonderful mentor he had at the inception of his career. This mentor/trainer gave him this shortcut that was the advice to insure a successful and happy career. It was as follows: “There is no right way to do the wrong thing.” This statement sat me back in my chair. It’s not that this was something earth shattering, but it was the simplicity of the statement that really made me think.
I caution myself whenever I write this commentary – I am sometimes fearful that my readers will find me to be “too preachy.” Believe me, I am not a saint nor do I pretend to be one. I am just convinced that doing the right thing brings ultimate success in every endeavor. This success is both personal and professional. You see, we hold such great power in our profession. We are true “Lifetime Risk Managers.” We protect people from the tragedies of catastrophic health situations so that our clients aren’t ruined financially. We also protect their families if they die too soon. We also insure a lifetime income should they live too long.
In short, our aim is to keep our clients, their families and business associates in the world to which they have become accustomed to regardless of what may come upon their doorstep. So, people depend on us for the best advice, solid solutions and sturdy products. They expect us to continue to service them and to honor our promises. They assume that we will always do the right thing. Anything else would not be right. In conclusion, as the speaker said, “There is no right way to do the wrong thing.”
Until Next Time ... Good Selling!
Raymond J. Ohlson, CLU, CRC
President & CEO
The Ohlson Group & SMP International LLC
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