Category: Insurance

  • Helping Others Helps Yourself

    Helping Others Helps Yourself

    In today’s society, all kinds of crazy things are going on. Instead of isolating ourselves and waiting for Armageddon, we should be pulling together and taking advantage of every positive aspect of our existence. It troubles me that so many of us are unaware that reaching out and helping others helps yourself.

    Today, my job is to enlighten you about how this process can turn around your level of satisfaction and success. I’m focusing on writers and the writer’s life but my advice applies equally to writers, insurance professionals, and everyone else. View my examples as metaphors and then apply them to your own circumstances.

    Let Me Start by Pouring the Foundation:

    • Do unto others.
    • Pay it forward.
    • Help the less fortunate.
    • Volunteer.
    • Do no harm.

    We’ve all heard these and other catchphrases urging us to be a better person. And you know what? They all focus on other people instead of ourselves!

    Frankly, they turn a lot of people off. Why? Because a person’s first reaction is to think that if you’re working on yourself or your writing or anything else that relates to you, why go off-topic and switch the subject from Me to Someone Else?

    Let’s Adjust the Focus as we Begin Building the House:

    When a car drives into a tree, the crash is the direct cause of damage to the car. And the tree. And, more importantly, injury to the driver. The indirect cause of the damage and injury is the dog who ran into the road. Why? Because the dog prompted the driver to yank the wheel and barrel into the tree.

    Life is filled with both direct and indirect causes of loss … and benefits.

    In the publishing world, writers often view their successes based on:

    • How well they know their craft.
    • How accomplished they are at writing proposals, synopses, and queries.
    • How adept they are at gaining the [positive] attention of agents and editors.
    • How many books they sell.

    They sit at their desks, immersed in tunnel vision, only thinking about themselves: Their work in progress. Their editing. Their rewrites. Their deadlines. Their submissions. Their rejections. In short, all the steps they need to follow to achieve their own, personal goals.

    Focusing inward is essential when you’re a writer. The actual writing is, for most of us, a solitary undertaking. Even for those who work with critique partners, beta readers, and mentors, it doesn’t take a village when putting words on paper (or the computer screen).

    However, all goals require a path to follow, and all paths run in two directions–two opposite directions. If focusing inward is heading North, then focusing outward is South. If you’re North, then everyone else is South.

    Understanding the Value of a Sturdy Roof

    None of us enjoys a leaky roof. Drip … drip … drip … will drive you crazy in about thirty seconds. Not to mention the damage that can result from inattention over time.

    You absolutely MUST build a strong roof, nurture and care for it, and update it when necessary. Think of other people as the roof to your personal house. (Pssst: helping others helps yourself.)

    As writers, when we comply with requests from newbies who ask us for advice and insights, we spend X hours of our own precious time educating them without receiving a direct benefit. One perspective is: the newbie doesn’t have publishing contacts. Another way of looking at it is: the newbie doesn’t know as much as we do about craft. Still another viewpoint is: the newbie doesn’t have anything to impart that we really need. Yada yada yada.

    Another perspective is recognizing that each time we share what we know, we’re reinforcing it in our own minds. Each time we explain an element of our craft or the publishing industry, we’re reminding ourselves of something. Often, it’s something we may not have thought about for a while, something we can’t afford to forget. And each time we read or critique someone else’s work, we strengthen our own innate talents and perceptions. Helping others really does help yourself.

    The Artistry of Finish Work

    I don’t know Jane Friedman–I’ve never met her. I don’t know anyone else who knows her–but I’m familiar with her reputation in the publishing world. Between the information she provides on her website and the bazillions of online articles she’s penned and been the subject of, she embodies “helping others helps yourself.”

    Here’s one article on her website about using beta readers that proves my point. The article is written by another person, but it’s on Jane’s website. You can spend all day reading the resources Jane provides on her website without spending a dime. At the same time, you’ll enrich yourself immeasurably.

    My Personal Home

    When I moved to Montana from Massachusetts, the only person I knew in Big Sky Country was my realtor. Nine months later, my circle of acquaintances and friends had expanded. It included about a dozen neighbors and thirty co-workers at the insurance agency where I was employed.

    After I quit my job and established my second insurance agency, I followed my own advice about helping others to help myself. What did I do? I reached out to loan officers, car dealerships, the Chamber of Commerce, and local businesses, etc. I offered my time, knowledge, and expertise. Volunteering on the city’s DUI Task Force was way outside my comfort level; however, it wound up giving me tremendous satisfaction. And and community exposure. Using my sales and marketing experience, I approached the University of Montana’s School of Business Administration with an idea. The Director loved it and, together, we established a networking program that matched graduating college seniors with local businesses looking for interns and new employees. I performed other great and wonderful feats, but I’m guessing you get the picture…

    Decorating Help

    Now, I must admit, I did ask for one small thing in return for the time I offered without compensation. I asked my newfound friends and associates:

    “If you benefit from your interactions with me, would you be kind enough to share your opinion of me–and the fact that I own an insurance agency and am trying to build a new business?”

    That was it. That’s all it took. Sure, I worked hard. But other people–those I helped–worked with me and for me. They actually helped me grow my business and become a more satisfied, successful insurance professional.

    The Open House: Helping Others

    As a writer, I have always followed the same path. I’ve served on the board of several writer’s organizations. I’ve judged hundreds of entries in countless writer’s contests over the years. In one of the writer’s organizations of which I was a member, I created a program called Craft Chat. In each virtual monthly meeting, another published writer and I chatted with unpublished members. We answered their questions about the craft of writing served as a resource.

    They helped me by introducing me to new perspectives, sharing innovative ideas, and enforcing what I already knew,. They also taught me about subjects that never even blipped on my radar.

    Helping others helps yourself. Feel free to reach out to me anytime!

  • Do Lies Come in Different Colors?

    Do Lies Come in Different Colors?

    Today’s burning question is: Do lies come in different colors?

    I discussed this topic in a recent insurance ethics seminar I taught and I’m curious about your opinion. Some of my students indicated white lies are okay and other types of lies are not. What do YOU think?

    Why do we Lie?

    I didn’t know lies came in assorted colors so I asked my students, “What’s the difference between a white lie, a red lie, and a purple lie?”

    A white lie, my students said, is a lie that spares another person’s feelings or doesn’t hurt someone else. That got me thinking about other people’s feelings.

    How can we predict with any accuracy how another person truly feels? Why should we modify our opinions based on our perception of what another person’s feelings might be? Are we truly responsible for how another person feels and responds to the truth?

    Keep in mind that our opinion isn’t necessarily the truth–it’s our belief or perspective. In fact, our opinion often changes over time.

    Sometimes, when people ask us a question, they’re asking for an opinion, not a fact: Do I look fat in this dress?

    There’s no truthful answer to this question because no universal, factual response exists. I may think the dress suits you perfectly and Edna may disagree. If Edna decides to tell a white lie and say No, honey, you look great and save your feelings, she’s not telling HER truth.

    Later on in the evening, after you decided to go to a party wearing the dress Edna likes, what if someone else tells you the dress is too tight and you should have chosen something else to wear? Might Edna’s words still hurt when you realize she told a white lie? Might Edna have spared your feelings by telling HER truth in a mindful manner? Personally, honey, your red dress is the most flattering dress you own. If I were you, I’d wear that instead.

    At other times, when people ask us a question, they want a factual response. Why didn’t you answer the phone last night? There IS a truthful answer to this question. Maybe I didn’t hear the phone ring. If that’s the case, saying so would be a truthful response. But what if I didn’t hear the phone ring because the battery died, I turned the phone off when I got home to avoid your call, or I left it at home when I rented a motel room to fool around with your spouse?

    Not providing the entire truth might be misleading … and an outright lie.

    Do the Colors of Lies Matter?

    But when might it be a “white” lie? If the phone’s battery died and I chose not to charge it because I wanted silence, not providing that information might be considered a white lie. In the other two scenarios, not telling the truth is an outright lie. What color lie would it be? Red, purple, blue?

    Let’s face it, a lie is meant to deceive. When we lie, we distort the truth to protect ourselves, not to spare other people’s feelings.

    It’s easier to tell a white lie and say either “yes” or “no” than produce one or two complete sentences that convey how we truly feel … while also considering the other person’s feelings. It’s also easier to tell other types of lies to prevent the fallout from sharing the truth, whether it’s OUR truth or THE truth.

    In closing, let me share the universal meaning of some colors in the rainbow:

    • Red is the color of passion and energy. It’s also a sign of danger or warning.
    • Yellow is the color of happiness and optimism, however, it’s also a sign of cowardice.
    • Green is the color of nature, harmony, and health and is universally associated with envy.
    • Purple is the color of royalty, spirituality, and imagination. It’s also connected with immaturity and sensitivity.
    • White is the color of purity and innocence, yet it can be indicative of coldness, emptiness, or distance.

    When we lie, even when telling white lies, we do so primarily because of our OWN feelings. Feelings that usually represent the flip side of what is good and positive. So yes, I guess lies do come in different colors.

  • Insuring Cannabis Businesses – Issues and Problems

    Insuring Cannabis Businesses – Issues and Problems

    Insuring cannabis businesses can be problematic. During the course of the past two years, I’ve written several new insurance continuing education (CE) online and webinar courses for my client, A.D. Banker & Company. One of the most recent webinars is Insuring Cannabis Risks.

    The course is the brainchild of inquiries submitted by individuals who attended a free monthly webinar I co-host with A.D. Banker vice president, Pam Reihs. During each 1-hour Insurance Trends Webinar, Pam and I talk about insurance topics of current relevancy. How to insure cannabis businesses is always at the top of the list. Questions we often receive are:

    • Why isn’t cannabis/marijuana legal in all the states?
    • In what states IS marijuana legal?
    • What about hemp, that’s legal, isn’t it?
    • Why is it so hard for cannabis businesses to establish relationships with banks and credit card companies?
    • What insurance companies write insurance for cannabis businesses?

    The insurance CE webinar answers these and other questions for licensed insurance professionals. I recently wrote two blog posts for A.D. Banker that summarizes the most important information contained in the course. So, for you insurance and non-insurance people alike, feel free to visit those blog posts:

    Check back as I provide ongoing updates about this evolving insurance marketplace. To register for the insurance CE webinar, click here. You can find my insurance webinar schedule here.

  • Prepare for Hurricane Season

    Prepare for Hurricane Season

    In this week’s podcast episode, I talk about how insurance agents can help their policyholders prepare for hurricane season. Here are a few excerpts from the podcast, along with resources that appear at the end of the post:

    Did you know?

    • Hurricane season begins on June 1 in the Atlantic and on May 15 in the Eastern Pacific. In all locations, it ends on November 30.
    • The biggest threat during a hurricane is storm surge–especially at high tide.
    • The National Weather Service reports that the number of hurricanes keeps growing each year.
    • During high winds, the 4 biggest areas of weakness in any building are its roof, windows, entrance doors, and garage doors.
    • Not all property insurance policies provide coverage for wind–especially in coastal states.
    • NO standard property insurance policies provide coverage for storm surge caused by a hurricane. This is because, in most states, it is considered a form of flood–which is an excluded peril.

    For more information about how to prepare for hurricane season, listen to the entire podcast, which can be found at: https://episodes.castos.com/5e6ccb9ab4cf97-55025247/TMoI-Ep-16-Aug-4-Prepare-Hurricane-Seaxon.mp3

    Resources: Prepare for Hurricane Season

    Ready.Gov Hurricanes: https://www.ready.gov/hurricanes

    NOAA Hurricanes: https://www.noaa.gov/education/resource-collections/weather-atmosphere/hurricanes

    National Weather Service Hurricane Safety: https://www.weather.gov/safety/hurricane

    Webpage with database of disaster declarations by state: https://www.fema.gov/disasters/

    DHS’ DisasterAssistance.gov website: https://www.disasterassistance.gov/

    SBA disaster loans: https://disasterloan.sba.gov/ela/Home/Questions

    NFIP/FEMA Hurricane Season: https://agents.floodsmart.gov/pacifichurricaneseason

  • How to Earn Customer Loyalty

    How to Earn Customer Loyalty

    Regardless of what business you’re in–whether you write and sell insurance or novels–customers are only going to buy you and your product if you earn their loyalty. No one is automatically entitled to trust.

    How can you earn trust and loyalty?

    • Be authentic and sincere. If you’re a vegan selling Angus beef, that fundamental contradiction is apparent–if only in a funny feeling prospective customers sense.
    • Be open and honest. The popular word these days is “transparent.” And it’s appropriate. You don’t want people to lie to you, be deceptive, or withhold important information. So, don’t lie to, deceive, or withhold from others. The imbalance of treating people in a way you won’t tolerate being treated is going to topple you eventually.
    • Understand people. Do you know how your customers communicate? Would they prefer a phone call, a text, or an email? What do they believe? What do they want? What do they NEED? What do they consider important? If you don’t know the answers to these questions, how can you possibly give them what they want and need … or what they value?

    The most important things to remember about people are that they want you to:

    • View them as important
    • Care about them
    • Listen to them

    I talk about this subject in more detail in episode 14 of my podcast, Taking the Mystery out of Insurance. You can find it here.

    If you’d like to read more about the subject, check out Dale Carnegie’s book, How to Win Friends and Influence People or any of Jeffrey Gitomer’s sales books (gitomer.com).