I had been promoted to Sales Manager just after I had completed my first full year with Prudential. The other SM’s were a couple of decades older and their staffs consisted of agents that were far more seasoned and professional. Thankfully at age 26, I had a lot more experience as a manager than I had as an insurance agent. The key with my group would be TCB, though for these guys that would be Training, Coaching, and Babysitting.
We were still a Debit office. Our agents collected some of the monthly premiums and entered them into a book they had to manage. Some of the agents were math challenged. Some were morally challenged. Part of my job was to determine which agents couldn’t add and which couldn’t resist temptation. These flaws were not mutually exclusive. I needed to audit all of their books to create a baseline if they were to have any shot at success. It would be a ton of work and I realized that this needed to be done after the time we were scheduled to meet with clients.
I locked the building door just before midnight on a cold February night. My Chevette was the only car in the parking lot. A word came to me as I was brushing the snow off my windshield – Winning. The only way I could possibly succeed would be to outwork my agents and my peers. Working smarter by knowing that I had to work harder. I would not compete with anyone but myself. I created well-defined goals and mapped out the steps I would need to take.
That winter night was over 44 years ago. I have had an incredible career, but it certainly wasn’t a straight line. There have been both failures and successes. The constant was my willingness to work, to challenge myself to build a practice while staying true to my values. I honestly believed (and still do) in life and health insurance and the value the clients get from both the product and me.
There have been a lot of empty parking lots. I remember Dodge Caravans, Mazdas, and Volvos. Along the way there have been Camrys and Lincolns. Lots of empty parking lots. Lots of winning. Nothing was ever handed to me. And I never took anything, or anyone, for granted.
I closed my office last Thursday. Part of the process involved shredding 40+ years’ of Week-At-A-Glance books. I also emptied a drawer and discarded the records I had kept of every application I had written since 1979. These books were not the proof that I had been here, that I had been productive. My value can be found in the claims that were paid, the problems solved, and the concerns addressed. The results of those efforts did not disappear on August 1st.
As I have noted, there is no point in there being a finish line if you aren’t allowed to cross it. I broke through the ribbon last week. It is time to leave the day-to-day operation of the practice to my successors. It is time for me to redefine Winning.
Dave
Pictures:
Winning – David L Cunix
The Last To Leave – David L Cunix