to your prospects and clients. I often work with my clients on clarifying their purpose and identifying their unique strengths so that their marketing and leadership is effective. An interesting challenge we face is that we tend to downplay our strengths, especially if they come easily to us. We tend to take them for granted and we tend to assume that everyone has the same (or better) abilities. A very revealing exercise I often ask clients to do is to ask five people they know for five traits that make them excellent at what they do. (My suggestion is to ask people who arenÆt family. Ask clients, friends, and associates.) You may be surprised at the results. I find that the responses fall into three categories. 1) YouÆll hear things about you that you and everyone else already knew and will thereby get confirmation, 2) YouÆll hear things that you already knew but didnÆt think anyone else noticed, giving you new insights as to what people notice and value, and 3) YouÆll hear things that you never knew about yourself; things that never occurred to you to be a trait that others would value. These traits and insights are the things that set you apart from all the others out there. These are the things that cause people to do business with you. These unique traits will help you be more effective as you contact new prospects, present your ideas, and generate referrals. I find that when people arenÆt clear about what sets them apart and arenÆt clear about their purpose (Inotherwords, why they do what they do) they end up leading with their products and their company. They rely on the strength and credibility of others instead of leading with themselves. The goal of every professional should be to become credible in their own right. That doesnÆt necessarily becoming the foremost expert in their field, but it does mean becoming excellent at what they do as a professional û helping others. It means finding new ways to help. It may even mean helping in ways other than with insurance. You can become a resource for information or a networking source of contacts within your community. You can offer advice in other areas of business or life (other professionals are more than happy to provide you with article and insights you can pass on). The whole point of this is to stop selling insurance and start helping people. ItÆs been said that people donÆt care how much you know until they know how much you care, and itÆs true. The interesting consequence is that when you take your
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