The Wisdom of Joe Gray

One of the books on Enron and its collapse was titled The Smartest Guys in the Room. I haven’t read it but I suspect that I could report on its content without much difficulty. Gather the right (or wrong) set of egos, IQs, MBAs, CPAs, and other self appointed “best and brightest” together – inject them with the steroids of profit sharing, salary and perks, each other, and stock options and you quickly will see a team run fast – fast and out of control.

Superstars are great – in moderation. Superstars as your entire line up are a recipe for disaster. Balance is good. When a tailback’s ego is out of control an average lineman can miss a block and return “Mr. Big Stuff” back to reality. Unless Mr. All American point guard can spread the defense with his lesser comrades – his moves will be nothing more than one guy “stuffed” by five lesser players.

In business – I don’t want the superstar. Give me the team – well balanced, committed, properly trained, motivated, passionate, and focused and I’ll gladly run onto the field of competition. If a superstar appears that’s lagniappe.

Since the fast majority of us are limited in our talent we must focus on preparation, strategy, and commitment in order to prevail. We can’t by nature play better – we must work harder, be smarter, and hopefully enjoy a little luck. One of the “coaches” that has taught me the most in this game of insurance is Joe Gray. Joe’s been around for a long time – by now I suspect he’s pushing 50 years in. Joe is the slowest moving and talking salesman you may ever meet – but he’s also great.

Watching Joe the first time – you’d bet against him. But through the years I’ve learned so much – I’ve watched him play the “tortoise” in a world of “hares” – wild hares. I can’t slow my pace to emulate Joe but I can interject into my natural style the things Joe has taught me. I don’t know how I compare to Joe in terms of brain tissue but I do know that I envy his scar tissue – he is wise – very wise.

From Joe I learned to “squint your ears.” Your job is to first listen then to talk - listen at least twice as much as you talk (2 ears / 1 mouth). Joe explained to me that too many sales folks sell the product and then buy it back. When the client says “I want it” – give it to them. Shut up – don’t go any further. The job is done. You can wax poetic when you deliver the product. Make the sale first.

Joe taught me that “you can teach a dog to hunt but you can’t teach him to smell.” When you find one of the rare few sales folks that can “smell” let them run and hunt don’t burden them with too much training. When you find a “dog” willing to work at hunting, train them. They can be good as well.

From Joe I learned that anyone can know and explain the need for insurance, these same folks can also teach the policy - the real success stories in our business however help the clients find the money to pay the premium. Thanks Joe.

Copyright (June 2007) Michael G. Manes
All Rights Reserved