The Closer

As leaders in most any line of work will tell you, becoming a leader is mainly about what is in your head, not in your physical prowess or material advantages. In the book by Wayne Coffey – “The Closer: My Story” we learn from the greatest closer of all time, Mariano Rivera, that the key to his success was not just his physical skills, but his mental approach.

Rivera was from Panama and at first the Yankees saw him as a starting pitcher but arm troubles lead them to place him in the bullpen. It was there that Mariano transformed himself and his mentality and developed into the great player that he was. But was it just his physical skills?

In his own words Mariano said “Yes…I can do one thing better than just about anyone else. Put the ball exactly where I want. (But) I am convinced that being fully committed to the moment, without any worries about the past or projections into the future, is the best attribute that I had.”.

Translated into our world it can be a revelation. With each appointment, with each client, we need to be “in the moment” “without worries” of the outcome. If we do what is right for our clients, if we listen to their needs and concerns “without any worries of our past or future” – that is the best attribute we can bring to our clients.

So go out there and be a closer…like Mariano Rivera.

About Jeffrey Berson

40 years in and around the industry has made Insurance a part of my DNA. I have had the pleasure of working with and for some of the greatest minds in our industry. My "Bersonal" View is an attempt to capture some of the best ideas, the best concepts and the best practices in a way that can lead to success for others. It will certainly be my point of view, so please...don't take it "Bersonal".
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