Think like a Manager: Making a transition from Salesman to Manager
When it comes to being an agent, there is a lot of meat-and-potatoes hard work that you must do in order to become successful. Making those calls and appointments is something not everyone can do, and you should be proud of that.
But how do you reach the next level? Manager, regional manager, even your own agency; these are the dreams of many hard working agents that don’t see the title of “salesmen” as their stopping point. The answer is right under your nose, or more literally, right in your office.
In order to make a transition from agent to manager, you have to think like a manager.
It’s easy enough to say, but what does this mean in action?
Review Yourself.
One thing a manager must do constantly is evaluate the merit and returns of his recruits. Don’t wait for your own manager to tell you what you’re doing right or wrong; look at your own performance and make an evaluation.
This includes seeing if you have good persistency, but also look at your care ratio and see where you fall. As an agent, think of all you could independently achieve if you too tracked your appointment s, submissions, referrals, and lead rates, as well as fighting hard to achieve high percentages. Doing so will give you the self-awareness of what you’re succeeding at and where you need to improve.
Manage Now!
Pietro Aretino once said “I am a king, because I know how to rule myself.” You may not want to become the next Richard III, but you can’t expect to manage other people if you can’t manage yourself. Use your time and money efficiently and effectively. That means making a schedule and sticking to it and avoiding the dreaded pitfalls of profitability. If you have credit debt, make it a priority to consolidate it so you’ll set a financially responsible example for your down line.
If you continue to succeed, your finances will grow and your time will most likely shrink; now is the time to manage on the ground floor before you start building up!
Have a mentor.
People look high and low for mentors, but you really need only to peek your head above your manager’s cubicle. Your manager has been in your exact position, strived hard and found his own success. It makes sense, then, that you should pay attention to what he has to say and what he does. You’ll probably find your own style of managing, but the core values and behaviors you need to excel never change.
Look ahead!
Having vision for the future determines a leader from a follower. Know where you want to be in the next year and know how to get there. You can do this financially by saving in hopes of the future, as well as sacrificing luxuries; Barry Clarkson encourages NAA agents to have a 6 month to year’s worth of income saved in case of emergency. If you’ve built a foundation, talk to your manager about beginning to recruit and growing your own branches.
The future is sometimes unpredictable, but you can take steps today to prepare for success tomorrow.
Know Your “Why.”
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If you want to have staying and growing power, you should have a good “why.” We’re not talking about an alphabet or some type of martial arts; you have to be in the business for the right reasons.
Sit down with and ask yourself “why do I want to be successful? Why do I want to do this for a living?” If the only answer you can come up with is “money,” then you might be in trouble; history has shown that agents that only want financial success don’t stay in for the long haul. When you’re bleary eyed, aching, and still have appointments to make, you’ll need more than money to convince you to go on.
Do you want a better life for you and your spouse? Maybe you simply want to help people. Whatever your reason is, make sure it’s a substantial one that will get you through the trials and tribulations when you reach for success.
Tell us, what is your “why?”
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The above doesn’t include all the parts to becoming a great manager, but it highlights the important mindset and prepatory work you should do in order to get into the right gear. Now go out there and climb that ladder!
