Isn’t that the big question? Regardless of the industry or field you are in, that question applies. Maybe with a slight re-wording, the arrogance of the question can be removed and truly allow all of us to step back and take an honest look. So, what CAN make you the best?
I’ve spent 13 years in the life and retirement planning arena, and it would seem that everyone in my field has the answer.
“The carrier makes you the best”
“You can only be the best if you’re with X insurance company”
“Produce enough business to make a conference, then you’ve arrived, and you’re among the best”
“Once you get contracted with enough insurance carriers, offering Life, Disability, Health, Med Sup/Advantage, Group, Individual, Auto, Home, Annuities, Mutual Funds, and pre-paid legal, only then can you be the best”
It’s sad, but these are the opinions of people in our industry. So blinded, or in some cases, drinking too much of the kool-aid. To me, it’s quite simple really. The reason that the thoughts above are so prevalent is that we are no longer looking at the heart of what we do. We define being the best by being able to overcome objections, working with the carrier that has the “right” name, by writing enough premium, or by being able to offer anything and everything (being the walmart option). We are, after all, a ME society.
We need to look to the WHY. Why are we doing what we do? The only way to ever be the best is to work for the client, and only the client. We have to put ourselves last. Then, and only then, can we work towards being one of the best.
Now comes the self questioning. What do I know? Do I stay current on concepts, do I truly understand products? Am I biased towards or against certain products (this can be to the detriment of the client)? Do I have the support team necessary to be able to provide the absolute best service for my clients?
Answer these questions. Be real with yourself. If you don’t have all of the right answers, it’s ok. We all should be in a state of constant improvement. Bettering ourselves for our clients.
The single biggest piece of advice that I have and can share is this: Make sure that you are in a place and with a group of people that can work with you as a partner to get there. Never try to do this alone. It’s too important. This is about your client’s future.