You may have read the recent story about Mike Rice; the Rutgers University basketball coach who was fired after a video emerged showing him goading his players. You may also have read that he has returned to coaching. The story got me thinking about how leaders should lead. I’ve always believed that a leader can command respect and take charge without ever resorting to intimidation or even raised voices.
We don’t follow leaders because they shout the loudest or make threats. We follow people because they have vision and courage. We might tolerate someone who has been placed in a position of power who does those things. We don’t follow them. We only follow true leaders. As an insurance agency owner, you have the opportunity to be a true leader. You can be a leader that never has to raise his or her voice.
Create a Vision and Live that Vision
Leading by example is one of the most effective ways to manage your staff. Put simply, if you work harder than anyone in the office they will feel the need to step up. By being first to arrive, last to leave and never shirking a task you demonstrate what’s expected from every other member of staff. How you interact with clients, how you carry yourself; everything you do while at work has the potential to impact on your employees. You don’t need to shout at them to tell them what to do; you can show them instead. People remember more about what you do than what you say.
Share your Vision
Define what you mean by outstanding service and what’s expected of them. You can do that without raising your voice. The best leaders inspire their staff, by painting a picture of the importance of their work. Tell your employees why you sell insurance, tell them how the clients benefit and give them an appreciation of your long-term goals. If they see the bigger picture they will be more inclined to buy into your Vision, especially if they see a better future for themselves in that picture.
Reward
That brighter future doesn’t have to be a vague long-term goal either. Reward the behavior that you are trying to create immediately. Creating short-term targets and rewards is a great way to inspire your employees to work harder because it gives them small wins. Rewards like “employee of the month” may seem hokey or cliché, but they rarely feel that way to the person who’s just won one. By rewarding success you encourage others to succeed. Instead of focusing on and attacking failure, you create a much better atmosphere by focusing on success.
Confidence, Clarity, and Courage
The 3 C’s are key to leading people. If you display confidence people will know you believe in what you are saying. You must be clear about what success means and have the courage and conviction to stay focused on your vision. When you love what you do, your employees will be able to tell and if they believe it they will follow you. Leadership by fear is short term.
Personal Experience
I have now been married for 37 years. My wife’s father passed away several years ago. He was a true leader who just happened to find a home in the insurance industry. Prior to that career, he served as a Lieutenant Colonel in the Marine Corp. He was the quietest man I ever knew. He rarely spoke if he didn’t have something important to say. However, his presence was commanding in spite of his normal physical stature. He could go into a crowded noisy room and blend into the crowd. However, when he spoke, it was eerily quiet while people listened to what he had to say. I’m sure we know someone just like my father in-law. When he died, hundreds of people attended his service with stories of how he impacted their lives. Wouldn’t we all love this type of legacy?
Learning from the experience of others can help to create successful insurance agencies. Download our Free Whitepaper which provides some valuable Words of Wisdom and the Do’s and Dont’s of a successful agency
