My Why 3/3 - Being Client Focused
If you're ever looking for a video summary of great advice from various successful people, I would highly suggest checking our Evan Carmichael's YouTube channel. This video really sums up the importance of being focused and you'll get great advice from many well-known people such as Tony Robbins and Tim Ferris.
Our life is defined by what we do and how we do it. Being a successful professional, executive, business owner and so forth in any field means thinking, acting and being that person.
We set goals we want so we can measure our progress on becoming that person. We listen and follow role models that exemplify who we want to become. We surround ourselves with people that live that life and/or are developing towards it. We make career and lifestyle choices which bring us closer to feeling like that person.
Every day we are given opportunities to learn and grow. They can be challenging and often come when unexpected.
Embarking on any career path will take you through all these experiences.
Starting in Group Benefits, I was exposed to decision makers and those who administrate the program for their company. Business owners, Executives and Human Resource personnel. I started in Sales and later moved to Account Management where retention and service became the focus as opposed to sales and marketing.
It was a great opportunity because I could really develop my skills to service and discover opportunities that would benefit both the client and my employer. One of my responsibilities was coordinating life insurance claims for clients.
Having dealt with it myself, I knew how much our clients would need help in coordinating life insurance claims both personally and professionally.
I received a life insurance claim for a business owner who had passed away and had left his wife and two daughters to carry on with the business they owned. It was a $25,000 life insurance claim and I remember thinking, "They’re going to be good because of how much that amount helped my family."
I processed the claim, got the cheque and arranged the time to meet with the family.
At the meeting I handed them the cheque then proceeded to ask them if they need help with coordinating any other life insurance claims. They told me they had none.
Immediately I felt like offering more help but my responsibility as an Account Manager was done once I handed them that cheque and asked the question. No follow up was necessary as they had no other life insurance policies. Their group benefits plan would continue to take care of any future medical needs and life insurance for them.
They owned a small grocery store with a deli/meat shop in the back. The two daughters had plans to go to University and eventually Medical school. I remember looking at the cheque then the widow and finally looking at the two daughters.
In my head I thought to myself that $25,000 was good enough for my mom when dad passed away…but how far was it going to go for this family!?
It could probably pay for the rent and inventory for the next few months but would it give them enough money to keep the business operating!?
Would the two daughters have enough from the business and life insurance to go to medical school!?
As the thought flowed through my head…I delivered the cheque, gave my condolences and headed back to the office.
As I drove back it started to hit me hard knowing that this family’s life was about to significantly change. About 6 months later, I remember driving by the store and seeing it closed and the retail space up for lease.
I imagined the worst and hoped the best for them and to this day I will never know what happened to them.
Did they get a good price for selling the business? Did the daughters end up in medical school? Is that family OK!?
As these unanswered questions circulated in my head, all I can think of was…did my company do enough for this family when they sold them their group benefits plan!?
Did the advisor just sell them group benefits with no follow-up on Financial Advice or at the very least a Client Review!?
I took the experience and later would make the decision to become an independent Financial Advisor. I thought to myself that with my own personal experiences to back me up as I build my career, it would all fall into place nicely.
How my family had experienced the passing of my father and how life insurance helped, my personal experience with a Financial Advisor motivating me to be a valuable advisor and now this experience motivating me to really focus on clients needs.
It’s going to be great…or so I thought….
As I started meeting with family, friends and others who I thought would support me in my business…I quickly realized how many of them would end up being clients and how many of them were well-wishers accommodating me out of personal obligations.
Over the next few years from that point, I experienced horrible and bad days. Not a lot of good days as most people building a business will experience.
I remember thinking to myself…how can they not want to work with me? Can’t they see that I’m trying to help!?
It became very challenging especially when building my own financial well-being. I was not in an ideal financial position in life but I knew where I wanted to go and how to get there. The endless days thinking to myself, “When will I ever be an example of Financial Stability for my clients!?” The anxiety every time I would pick up the phone to call a prospect, text message or send a follow up email. The reluctance I had when presenting solutions, building financial strategies and providing recommendations.
It was an overwhelming time.
During those horrible and bad days…I focused on what I would need to do so that one day I would have great and good days. What helped me is what I share with you today in the hopes it helps you in your professional and personal development.
REMEMBER YOUR WHY
My why is because I want to be a provider for my family like my mom and dad even when he passed away.
My why is because I want to provide truly valuable advice so that I can be a better advisor than the one I had experienced.
My why is because I want to help a family avoid future challenges like selling their business and possibly foregoing medical school.
Ask yourself who you are and what you want. It can change over time but once you know your why there is no challenge too large or too small to become that professional, that business owner or that person you want to be.
Your why will push you past those horrible and bad days to reach the great and good days.
Your why will push you past the self doubt and anxiety when they come to cloud your mind.
Your why is what will define your mindset as you approach any challenge life lays before you.
In sharing these articles, I hope that it has inspired you to define your why and let you know more about me.
There’s many Advisors out there with their own reasons that drive them in their professions.
I hope now that you got to know more about me and my why…that I can have the opportunity to be of service to you.
