Chapter 8 of How do You Recruit and Managing Agents and Managing Your Clients: It's the same thing?

Whether you graduated from Parris Island or San Diego, 1st, 2nd, 3rd, or 4th Battalion, you were trained the exact same way as the recruit to your left and right. Everyone endured the pain, the newness to military life, and being away from mom and dad. The one thing that makes being a Marine very proud is the fact that the title is earned, not given. You have to earn the right to wear the eagle globe and anchor.

You have the same ability as an agent, manager, agency director, or owner to influence those lives you recruit, the people who work with you, and the clients you help on a daily basis. You are the subject matter expert, so when you go to your clients home, do the following:

• Lead them to the kitchen table

• Talk to them about the best plan for them

• See what they qualify for

• Give them options

• Let them pick one

• Once they pick one SIGN THEM UP

• Take charge and lead them

• Follow up with them, and maybe deliver the policy

• Send a thank you card

• Stop back and ask for referrals

• Send them a Christmas card

• Do the things other agents aren’t willing to do

• Be fair and firm. Don't take excuses

• Now, use everything I just mentioned for your agents!

• Be fair to them

• Give them options

• Reward them

• Don’t be so nice that they’ll say no.

• Treat agents and clients the same!

You’ll go a long way

When is an agent lying to you? When they open their mouth

When is a client lying to you? When they open their mouth. They are selling you or you are selling them.

If you aren't talking to your clients or agents, then someone else is. I can promise you that.

If you tell them you’re going to do something, then you have to do it.

Be honest with them. “Mrs. Jones, this helps me out if we finish this today. I did a great job working for you, do you agree? Help me out and lets get this finished for you. Is that fair?” What are they going to say? No?

Ask for the sale! Ask for the agent's contract!

You have to take control of the situation. In the Marines we have leadership traits and I would ask that you look at these and see which ones you are strong at and which one’s you need work on.

Decisiveness is one of my favorites. No matter what- you take charge and give 100% - You’ll figure it out once you accomplish the mission. Take a look at these 13 leadership traits and use them with yourself, your agents, and your clients.

Marine Corps Leadership Principles

• Know yourself and seek self-improvement.

• Be technically and tactically proficient.

• Develop a sense of responsibility among your subordinates.

• Make sound and timely decisions.

• Set the example.

• Know your Marines and look out for their welfare.

• Keep your Marines informed.

• Seek responsibility and take responsibility for your actions.

• Ensure assigned tasks are understood, supervised, and accomplished.

• Train your Marines as a team.

• Employ your command in accordance with its capabilities

Here are the Marine Corps Leadership Traits JJDIDTIEBUCKLE or JJ Did Tie Buckle

• Dependability - The certainty of proper performance of duty.

• Bearing - Creating a favorable impression in carriage, appearance and personal conduct at all times.

• Courage - The mental quality that recognizes fear of danger or criticism, but enables a man to proceed in the face of it with calmness and firmness.

• Decisiveness - Ability to make decisions promptly and to announce them in clear, forceful manner.

• Endurance - The mental and physical stamina measured by the ability to withstand pain, fatigue, stress and hardship.

• Enthusiasm - The display of sincere interest and exuberance in the performance of duty.

• Initiative - Taking action in the absence of orders.

• Integrity - Uprightness of character and soundness of moral principles, which includes the qualities of truthfulness and honesty.

• Judgment - The ability to weigh facts and possible solutions on which to base sound decisions.

• Justice - Giving reward and punishment according to merits of the case in question. The ability to administer a system of rewards and punishments impartially and consistently.

• Knowledge - Understanding of a science or an art. The range of one’s information, including professional knowledge and an understanding of your Marines.

• Tact - The ability to deal with others without creating offense.

• Unselfishness - Avoidance of providing for one’s own comfort and personal advancement at the expense of others.

• Loyalty - The quality of faithfulness to country, the Corps, the unit, to one’s seniors, subordinates and peers.

I try to use these everyday, whether I am in a car driving or in a call center by myself at 9pm calling California. I always want to be doing the right thing, even when nobody’s looking. I want to give 100% to myself, my family, my agents, my bosses, and my clients. Do the right thing when nobody's watching.

You’re not throwing the lead in the bushes cause you're mad, and you're not ignoring your clients phone call because you know they want to cancel. You try to have tact when you’re talking to the guy who cussed you out, you have loyalty to your agents, and if you say you’re going to do something, you do it.

Free leads, a bump, a party, a dinner, you do it. If you can pick one to two of the principles above and work on them each week, you’ll be an awesome agent and manager in no time. For more information on leadership and managing you’ll want to look into the Boot Camp For Managers, as we break these down a lot more.

Managing clients and agents are almost the same thing.

Tip:

Managing your agents and clients are almost the same. Do you know when they are lying to you? As soon they open their mouths!