I am writing this prior to our Los Angeles FasTrack training this weekend. These meetings are a tremendous opportunity for our associates to learn from some of the best and vastly improve their skill set. As Raymond Berry always says, “There is a huge difference between talent and “trained” talent”. This is true for all walks of life. There are extremely, naturally talented musicians; but the musician who works at their craft and hones their skill through diligent training and attention becomes a virtuoso.
This is particularly true for people in our profession. There are people who are naturally open and able to approach potential prospects in a sale or recruiting situation. These people will enjoy a certain level of success based on the power of their personality. However, the super-star sales person or organizational builder combines whatever natural talent they may have with a virtuoso’s work ethic and a world class athlete’s training mentality. They look for every opportunity to increase their knowledge and skill set and they rarely miss a meeting or a chance to improve. It is interesting to note that some of the very top producers in our industry are not outgoing personalities, but simply people with a desire and drive to excel regardless of personality.
I was having dinner with HBW NDA, Chuck Reinhold last evening and one of the traits you immediately recognize in Chuck is his intelligence. Chuck is very bright and also very prepared. Earlier in the day we had met with a potential money manager, and I was extremely impressed with all the research Chuck had done on that firm prior to our meeting. He knew everything about that firm and was completely prepared for the meeting. He is focused on preparation and increasing his knowledge base. I have never known Chuck to miss a meeting in all the years we have been working together.
This same trait is obvious among nearly all of the successful leaders at HBW. They combine above average intelligence (most are extremely bright) with great commitment to their education and training. Basically, they all share an intense desire to maximize their potential and ultimately their success.
Do you share those traits? The good news is that you can decide at any time to become better, positioning you on a path to greatness, by simply putting forth the effort. In other words, it is up to you how successful you will choose to become.
Thursday, February 18, 2010
Tuesday, February 2, 2010
HBW Is Looking For Quality People With Passion And Goals
HBW is looking for people who care about others. HBW has built a successful company with a culture where the needs of the client are paramount to our sales force. Our people are trained to focus on their mission, not their commission. The people who have joined us who care more about their commission than the needs of their clients (and there are a lot of those types around) over time find themselves extremely uncomfortable at HBW. When they are around HBW people, it is almost comical to observe their frustration about their situation. Many of them want to be around our folks because they admire these caring people, but where the rubber meets the road, they can’t help but put their needs ahead of their clients and then rationalize about how what they’re doing is really good. They simply don’t fit in with most HBW people who are passionately committed to doing the best possible job for every client they serve.
If you are someone who has a passionate commitment to helping people, literally changing people’s lives, either through the products and services we offer or through the opportunity that we provide, we believe you will be hard pressed to find a better environment or group of people to work with than those at HBW.
Think about this; whenever there is a commission generated for the sale of a product, there is almost always a conflict of interest between the sales person and the client. We are absolute stalwarts and totally committed to the concept of people buying term insurance and investing in vehicles providing the lowest risk and best returns possible for middle-America. One of the great things about term life insurance is that it usually offers the least conflict of interest that can be found, particularly with a non-captive agent using multiple carriers and products. Why? Term life insurance, by its very nature is about providing the most face amount of a life product for the least amount of expense to a client. The agent, particularly in the case of one at HBW, is able to find and offer among the most competitive term products for their client, regardless of carrier, thus providing the most coverage for among the lowest cost with a product where generally, the more one buys the better off they are. Further, insurance companies have continued to lower rates for clients, as we all continue to live longer and they are better able to determine risk. Since every company sees certain risks differently, the freedom to shop among multiple carriers further reduces conflict as compared to a captive agent who is forced to sell for just one carrier.
As for investing using professional, fee based money management within our Registered Investment Advisory business, HBW Advisory Services LLC, there are no commissions in or surrender fees out, and the better our clients do, the more they earn and the more fees we generate. In other words, instead of the conflict of interest existing in most sales situations, we are actually concretely on the same side as our clients, knowing that they must win in order for us to win -- the more their money grows, the more we earn.
As you explore the great opportunities at HBW, I think you will discover that if you are a person who really cares about helping other people, you are someone we are looking for to help us reach all those families desperately in need of assistance to help them solve the financial issues that are causing them massive frustration and anxiety.
HBW is a company with great passion for what we do and compelling goals of where we want to be and what we want to accomplish in the future. This weekend, I was listening to NBA legend, Jerry West, on passion and goals. His life has been a testament to great passion and goals. We can all learn from his comments; “Life is not worth living unless you have passion. I really believe in two things, really, deeply; goals and passion. And without goals, most people don’t go anywhere in life, but if you don’t have the passion to match those goals, certainly it is not going to be a good result.”
Your passion for what we do will provide powerful fuel for the accomplishment of your goals and dreams.
If you are someone who has a passionate commitment to helping people, literally changing people’s lives, either through the products and services we offer or through the opportunity that we provide, we believe you will be hard pressed to find a better environment or group of people to work with than those at HBW.
Think about this; whenever there is a commission generated for the sale of a product, there is almost always a conflict of interest between the sales person and the client. We are absolute stalwarts and totally committed to the concept of people buying term insurance and investing in vehicles providing the lowest risk and best returns possible for middle-America. One of the great things about term life insurance is that it usually offers the least conflict of interest that can be found, particularly with a non-captive agent using multiple carriers and products. Why? Term life insurance, by its very nature is about providing the most face amount of a life product for the least amount of expense to a client. The agent, particularly in the case of one at HBW, is able to find and offer among the most competitive term products for their client, regardless of carrier, thus providing the most coverage for among the lowest cost with a product where generally, the more one buys the better off they are. Further, insurance companies have continued to lower rates for clients, as we all continue to live longer and they are better able to determine risk. Since every company sees certain risks differently, the freedom to shop among multiple carriers further reduces conflict as compared to a captive agent who is forced to sell for just one carrier.
As for investing using professional, fee based money management within our Registered Investment Advisory business, HBW Advisory Services LLC, there are no commissions in or surrender fees out, and the better our clients do, the more they earn and the more fees we generate. In other words, instead of the conflict of interest existing in most sales situations, we are actually concretely on the same side as our clients, knowing that they must win in order for us to win -- the more their money grows, the more we earn.
As you explore the great opportunities at HBW, I think you will discover that if you are a person who really cares about helping other people, you are someone we are looking for to help us reach all those families desperately in need of assistance to help them solve the financial issues that are causing them massive frustration and anxiety.
HBW is a company with great passion for what we do and compelling goals of where we want to be and what we want to accomplish in the future. This weekend, I was listening to NBA legend, Jerry West, on passion and goals. His life has been a testament to great passion and goals. We can all learn from his comments; “Life is not worth living unless you have passion. I really believe in two things, really, deeply; goals and passion. And without goals, most people don’t go anywhere in life, but if you don’t have the passion to match those goals, certainly it is not going to be a good result.”
Your passion for what we do will provide powerful fuel for the accomplishment of your goals and dreams.
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