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News & Press: CalAdvisor Newsletter

The Value of Relationships

Friday, August 7, 2015   (0 Comments)
Posted by: John A. Davidson, LUTCF, FSS
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Have you ever stopped to consider how important relationships are in your life?

I mean, when was the last time that you really thought about the people, issues or organizations that are the most important to you?  How much time and effort did you put into developing those relationships? How deep and meaningful is the relationship? Has the relationship changed over time?

After careful examination, you will probably find that you put the most effort into establishing ‘personal relationships’ vs. ‘business relationships’, although in the Insurance Industry, there is very little difference. We tend to take our Business Relationships very personally.

So, what’s the big deal about making friends, developing networks, referral sources or Political Connections…Connections that Count?  Well, after over 35 years in the Insurance Industry I think I have figured it out

Having solid relationships is one of the keys to finding the fulfillment that you are looking for in your career and your life. And, it is those relationships that allow you to grow personally and professionally while investing in the lives of others.

As Insurance Agents/Advisors we also have a unique role in providing financial guidance and advice to our clients who count on us to help them. It is our ‘Relationship’ with them, built on credibility and trust, which affords us the opportunity to make recommendations that affect their lives.  They can count on us because we have proven over time that we have their best interest at heart. We have made the investment and have earned their respect.

It is that same type of relationship building skills that we use in our everyday practice that we also need to employ in dealing with our Legislators at the State and Federal level. Believe it or not, they are people just like our friends and clients (well, some are anyway).

But, in the same way that we would invite friends over for dinner, stop by their offices or send them a kind note from time to time, we can build relationships with those Legislators too. It is vitally important that we have solid, genuine relationships with those Legislators BEFORE we need to ask for a meeting to discuss important matters that impact our clients and our industry.

While making financial contributions to a political campaign is an important part of the ‘Political Relationship’, I would respectfully submit to you that investing your time to help the Legislator understand our industry and the products that we provide to our clients (their constituents) is very valuable in distinguishing you from others who just write checks. 

As we head into the 2016 Presidential Election season, won’t you take the time to meet your Member of Congress or your State Legislators?  Get to know them and share with them the Real Life Stories that motivate you every day to make a difference in the lives of the people that you see.

I promise you that if you make the effort to meet with them and their staff and develop a new relationship, wonderful things are sure to come. It won’t happen immediately, because developing trust and proving yourself takes time.

You never know what the future holds, but the value of having great relationships will give you opportunities, confidence, and an optimism that can change the world.

Invest in a relationship today and start making a difference.

John Davidson

Past President, NAIFA

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