On the other hand, all the top insurance agents were not only well-dressed but had inculcated a professional mannerism that was envied by all. These were very dedicated people and their sales always topped the chart.
Being a new agent, I chose to learn from these professionals. To begin with, I changed the way I dressed. In the beginning, I had no money to buy a car and so had to take a bus to visit my prospects. In the late 70s, Singapore did not have many air-conditioned buses and so heavy perspiration was inevitable. Even though, the warm weather was not encouraging, I still put on a tie and traveled in those warm buses. The trick was to go to the appointment earlier so as to cool down in a public washroom or hotel lounge. Later, when I could afford an air-conditioned car then things became easier.
Then I did the best thing for my career. For over a month, I did not see any of my own prospects but accompanied one of the top agents as he visited his prospects and customers. He was the top sales executive in our company and I realized that the only way to succeed was to learn firsthand as to how insurance was sold. After every sales expedition, I went home to practice what I had learned from my observation. From learning how to shake hands to the right and respectful way of giving a calling card.
My mentor was a short man but when he was with interacting with his much-taller customers, he was a giant of a man. He taught me how to 'handle' difficult customers and also showed me a few great ways to close sales. Everything professional about the insurance business, he taught me. Within two years, my sales was among the best in the company. I was earned my rights to become accepted as a member of the company's Star Club and later, as a member of the Million Dollars Round Table.
As most people do not realize that professionalism is important,they pursue the easier path of behaving amateurish. To be ordinary is very easy. All you need to do is just to get by. One less-than-successful insurance agents told me that achieving a high standard was a waste of time. He encouraged me to 'just get by'. Thankfully, I did not believe him.
Here are some simple guidelines that will help you adopt a professional attitude:
1. Recognize that you owe it not only to your company, peers and customers to be professional but to yourself.
2. Whatever that you are doing, ask yourself whether you are doing it with true professionalism. If you were to be the customer, would you like to be served by a person just like you?
3. Work with the end-result in mind. When I was running an advertising agency, I used to ask my graphic designers whether their works could be considered 'award-winning' pieces. Have you tried your best and have you done it in a professional way?
4. The true professionals are the ones who make it to the top. The amateurs are the ones who envy the professionals. Envying alone is not enough. You have to determine that you really want to move from the amateur level to the professional level. Leave the envying to the amateurs.
5. Make professionalism a part of your daily habits. Develop an attitude that will propel you to serve beyond going the second mile. Even if it were a simple task like photocopying a document, you will want to do it right. If it can be photocopied straight, then the copy should not come out slant.Take care of the small things and the big things will take care of themselves.
6. Professionalism can be nurtured. When you begin to take on a professional point of view then the attitude of professionalism will sooner or later become a part of you. This 'outside-in' approach is very helpful because it will help you become a more disciplined person.
7. You will become very focused and not easily distracted by the non-essential things. For example, you should not allow company politics and negative human factors to prevent you from achieving your objectives.
8. By walking in your customers' shoes, you will know what are the important and right things to do for your customers. When one customer wanted to buy a particular insurance policy that was not really appropriate for his situation, I risked the loss of a customer by refusing to sell it to him. He was surprised that even though he was willing to pay the high premium, I had refused to sell. Thankfully, he trusted my recommendation and today, he is not only paying a lower premium but is enjoying a higher insurance coverage.
9. As a true professional, you will be in control of your emotions - utilizing only the positive ones such as enthusiasm, joy and peace to motivate others and also to move forward in your career.
10. There are many people who help you along the way. You do not become what you are all by your own effort. A true professional is humble and appreciate all his friends and colleagues who have contributed into his life. Be lavish in your appreciation of others and see how this generous and magnanimous behavior will start to spread.
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