Chapter 9 of How Keeping Your Agents Motivated and Your Bosses, too?

The Marine Corps basis it’s objectives on two things:

Accomplishing the Mission

Troop Welfare

I’d have to say that the Marines are a very good at making Marines and winning wars. They have a way of making boys into men and making the world's most feared fighting force. They accomplish every mission at hand and they take care of the people who accomplished the mission. I’ve been with some companies who learned that lesson after we left and are doing it the right way now, and I’ve been to some who just don’t get it.

They just keep wanting and wanting and yet they can’t give a lead credit or send a dollar in a Christmas card. You’ll want to leave that company. Let’s focus in on what it actually means though.

In the Marines, there is “no make sure the troops understand the mission and get their approval,” and wording isn’t the most stringent of maneuvers when convincing a Marine to jump on a grenade for the brothers. If we can keep that in mind, then you can understand that when you deal with Marines - we are straightforward, and we don’t hold too much back.

We give you 100% effort even when most of you will give up on yourselves, and we put the mission ahead of our own health and mind. How does that translate to managing agents? Find someone who is going to be in the office when you’re dialing at 9pm. If I come to your office and work, make sure you’re there too. Make sure the alarms are set to off and and the lights are on because I came to work!

Know yourself and seek improvement. We can all learn something everyday. I understand the insurance company can’t take every suggestion and change on a dime. I do believe that if what you are doing isn’t working, then you need to change it.

Why are others around you hitting 200k a week? Why are some agencies writing 3.5 million a month? Why are some agents so loyal that no matter what you offer them they aren't leaving? It’s that intangible benefit you can’t get from hiring just everyone on the street. It’s trust that you’ll walk through fire with that agent.

You never lie, cheat, or steal. You give 100% effort at all times and you’ll have the trust and respect of your agents. If you’re leaving everyday at 5 or 6 and want them to be there until 9 or 10, that doesn’t work.

Back to seeking improvement. Read, listen, write, practice, ask questions and grow. Jack Londen taught us these things prior to his death, and I believe them today. May Mr. Londen rest in peace, as he gave so much to his community and the final expense industry.

• Get right with your God

• Get right with your family

• Get right with you

• Get right with work

The rest will work itself out. There has to be a balance with managing, leading, learning and rewarding. How do you take care of the troops?

You asked your group to hit 200k and they’ll get a bump. If you don’t give them the bump, then your word doesn’t mean anything. This happened to us. Whether it was miscommunication or bad leadership, it doesn’t matter.

If you promise your leaders this and they promise their leaders this and they succeed, then they accomplished the mission for you. They helped you achieve your goal, and you reward them. Very weak leadership will lose you a lot of good agents.

In talking with the Powells, Mr. Dale will tell you his first manager dumped beer on him at an event where his son Ron was present. Mr. Dale left that company and went on and ended up being very successful with a great final expense company.

He used his training and years of learning and opened his own insurance company. Had his manager taken care of him and not insulted him in front of his son, he might be working with the Powells today and running an insurance company.

I have learned something from every company I have worked for, and I am honored to have worked with them. I burned a few bridges, but we'll mend them in time. We all learn, and while I write this book I learn. We live once. Take care of those who are taking care of you. Those people are far and few.

Your boss has a lot on his or her plate. They earned their seat at the table. I promise you that. Give them their respect.

Tip:

Final Expense is a game. From the owners of the companies to the clients. How you play it is up to you. But make sure you understand each piece in your way.