Does Chris Paul Have the Answer?

The Chris/ Cliff Paul  State Farm commercials are great. The idea of an assist being just as important as the basket is one that I have believed in for most of my life. Others have the same belief. In reading about the late Dean Smith he made it mandatory that all of his players give high fives to the player who made the pass and not the player who made the basket. This idea struck me and I have spent the last two weeks calling our top reps and asking them – how important is an assistant to your success?

The top producers agree- finding a good assistant is the key element to taking your practice to the next level. Here is what the consensus is on what you should look for in a good assistant:

  1. A True Business Partner- Your assistant needs to be all in and be compensated as if they have a stake in the business. If that means cutting them in on commissions or bonusing them when a deal is closed then this is what you need to do
  2. Productive- The right assistant gets your style asnd your business. They learn quickly and don’t ask a lot of questions. And most important- they keep you productive and organized.
  3. Understand People- lets face it, we are in a people business. If your assistant is not good with people, if they can’t read people, then you need a new assistant.
  4. Attentive to Detail- Most of the agents interviewed said the same thing- my assistant is great at the details. Quick processing skills and the ability to avoid errors and oversights are a key component of a good assistant.

It is true…the assist (or assistant) can be just as important as the basket (or sale). Getting to the next level requires a person who can help keep you organized, effecient and anticipates problems. So when a problem does arise, “like a good neighbor”, your assitant is there.

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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