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Apr 29
Developing A Professional Image

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Perception

Have you ever heard the saying, “You'll never get a second chance to make a first impression?" That's right, a decision is usually made within the first ten seconds. Two deep breaths, time to say a quick hello … just a few ticks away!

I have always been big on perception. How others see me, and how I see others. After years of sales experience, first impressions can tell me a lot about a person when I meet them for the first time. It is also important to know how that person perceives me.

I want to make this person like me from the first time they see me. I know the 10 second rule applies to me too. So, what's my first step?

Proper dress. I try to dress like my prospect would dress. A neat appearance is very important: neatly groomed, clean shoes, and soft colored clothing. In John Molloy's book, Dress for Success, he writes that whites, blues, and greys are safe colors to wear.

Another way to make a good dress impression is a clean car. A clean car goes a long way when taking a prospect to lunch and not worrying about the McDonalds sacks in the back floorboard or the mud on the passenger's side. Clean cars can make a difference in making a sale.

 

Attitude

Attitude can be a difference maker in perception. A good attitude can start with how you begin your morning.

I am an early riser. I'm up by 5 a.m. with my first cup of coffee, in my favorite chair, writing in my daily journal. Most mornings I write out my thoughts as I feel them or experienced them the day or weeks before.

Here's what I ask myself most mornings. What am I going to do with the opportunity God gives me today? I want to make the most out of the opportunity by surrounding myself with people who are positive.

Don't worry about next week's potential problems. Give today everything I've got. I want to hit a home run today. All the way out of the ballpark! I can now head out the door with a purpose.

These habits make the rest of my day go well. Of course, I have bad days too. But I wonder sometimes how my attitude would be if I did not have a morning routine that I enjoy and embrace.

 

Staying Positive in the Workplace

  • Surround yourself with positive messages.
  • You become what you see and read. Read books that will lift you up.
  • Look for the good in every person and every situation.
  • Have fun! It's okay to laugh.
  • Use positive statements. Tell others what you can do rather than what you can't do.
  • Every person you meet wants to feel important- using someone's first name accomplishes this.
  • Make an effort to compliment someone every day. It could make a positive difference in their attitude that day.

 

Conduct/Integrity

You must have a full dose of it. When we first moved to Arkansas, I told my boys once they entered the insurance business, to always stay alert, look for ethical ways to serve the business, and don't mess up!  Without ethics and integrity there would be less of a chance of making it to the top.

There must be no wavering, even when it hurts. Your character and reputation is very important.

Here are some important tips for good market conduct:

  • Obey insurance laws and regulations.
  • Keep client information confidential.
  • Show loyalty to your company. Never talk bad about another company.
  • Be polite and courteous with everyone, all of the time.
  • Set an example for others around you, all day, and every day.

I am a firm believer in mentors. Mentors are people you can bounce ideas off of. They can also serve as ethic checks. I have several mentors that keep me in check. If I have a possible ethics situation that needs to be addressed, I know the right mentor to reach out to. If it's a business decision, I have those mentors too.

Sometimes we work like a clock that runs on batteries. The batteries will eventually run out of what is needed to keep the clock on time. A good mentor charges your batteries and sets your timing again.

If you don't have a mentor, I recommend that you reach out to one. It could make a big difference.​​

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