Mike Lipkin’s Presentation on Live Above the Line Inspires PPI Solutions Brokers to Be The BEST Insurance Advisor in Canada

Making the BEST Insurance Advisor you will ever meet

I had the pleasure of hearing Mike Lipkin speak at the 2011 PPI Solutions annual Business Building Workshop in Kananaskis, AB. He was both inspirational and practical. As our keynote speak to kick off the conference, his message was a perfect fit for the 300 plus PPI Solutions brokers in the room – Live Above The Line and become the Preeminent advisor that goes above and beyond your clients expectations.

Words of wisdom for the Best Insurance Advisor from Mike Lipkin

It doesn’t matter whether you are an insurance advisor or if you are a client in Canada, these following words of wisdom cross all boarders. In his preamble to the 10 Laws of Sales and Service Preeminence, Mike Lipkin shared many stories and situations to illustrate the importance of the role of insurance advisors to Canadian families. I would like to share with you some of these truisms that he so eloquently laid out for all of us.

Protect yourself from an increasingly challenging environment. With the increase in household debt, the instability of the job and stock market, and the rise of life threatening illnesses like cancer, the need for financial protection like life insurance and health insurance has never been greater. Canadians are generally unaware of the types of products they have access to and the value they can bring, and it is the job of the insurance advisor to communicate these highly valuable products to their clients.

We are in the business of communicating ideas – being in a conversation. In life, politics, relationships, and all human interaction, nothing happens until a conversation takes place. Insurance advisors are in the business of talking to their clients – sharing ideas and educating them about the value of risk management solutions they can buy. The best insurance advisors make a point of being in a conversation with people as often as possible, and always bring their A-game. They know their business, understand their products, and have practiced how to communicate complex ideas so that they make sense to average Canadians.

The quality of the words you use determines the quality of your life. The words that come out of your mouth have the power to affect your attitude and mood and of those around you. If you speak negatively about people, your job, your spouse, etc. then you can expect negative outcomes. Using positive and uplifting words will not only lift your mood but it will create a positive atmosphere around you that enhances your life.

You must go one step beyond “outstanding” to become preeminent. If you only meet the expectations of others you will be average. Going one step beyond average and you are outstanding. But being outstanding in today’s competitive environment is not enough. There are many outstanding sales and service organizations. If you truly wish to have explosive growth your have to go beyond outstanding and become preeminent. The best insurance advisors have no competition because they are preeminent, at the top of their game, and the competition is trying to catch up.

“One Life, One Meeting” – every meeting trains you how to be better in the next meeting. If we are truly engaged in our meetings and human interactions then every meeting will be a learning experience to be better in the next meeting. You only have that one chance, that one moment to make a difference. That meeting or interaction will never happen again. Even if it is not a successful outcome, you can always take away something from it to learn and grow.

Be associated with Value, Inspiration, Motivation and Information. When people think of you in a professional sense, what words come to mind? Do they think of you as somewhat valuable, or is there value in every interaction they have with you. Be associated with powerful and fulfilling words – words that inspire and help others.

Life remains a struggle if you are in the business of growing and providing value for others. There is no point where things will just get easier. You will get better at what you do, but you will always need to grow, learn and adapt as your environment continuously changes. Never rest on your laurels if you wish to remain preeminent – the best insurance advisor out there. Seek out the next challenge yourself before it seeks you out!

Will people pass you the puck? Gretzky always said that he never skated to the puck, but skated to where the puck was going to be. We might credit him with foresight, keen instincts and a natural ability for hockey, and that would all be true. Also, he was so good, his teammates always wanted to pass him the puck so great things might happen. Are you the type of individual who inspires others to pass you the puck? Can you become that person?

“I’m more concerned about the state I’m going to be in than the words I’m going to say.” Mike Lipkin. Meaning – your emotional state and attitude determines far more about your interaction with others than knowing the right words to say. The right words will come to you if you are feeling positive, energetic and confident. It doesn’t matter how well scripted your presentation is, if you exhibit a negative or desperate emotion or show a lack of confidence, others will pick up on your state of being and never hear your words.

The way we listen to others becomes the value they have of themselves. If you listen intently to others and show you not only hear them but understand them, you will life their own level of confidence and self respect. When others truly listen to you it makes you feel important and validated. That is the way we should all listen to our clients. Repeat back to them the message they just shared with you. Take notes so you don’t forget what they said, and ask questions to understand them more. Really listening is a key part of being the best insurance advisor out there.

Kaizen – Japanese word meaning “Constant and never ending improvement”. We should all be seeking Kaizen in our lives. If we are not growing and improving ourselves, our business and our relationships begin to diminish. We diminish in our own eyes and the eyes of others. All things will decline, including your attitude and self-confidence.

Please see the follow-up article to this one, Lipkin’s 10 Laws for Sales & Service Preeminence. More inspiration on how to become the BEST insurance advisor in Canada.

The article was written by +Mitch Reynolds. If you found this article interesting or it made you think, please feel free to share your comments below. Liking us on Facebook, giving us a +1 on Google or Tweeting this article about being the best insurance advisor would be very much appreciated.

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