Page 25 - October2017

Jim Rohn said something that I have never forgotten. He Not too long ago, my mentor shared the most important
said, “Work hard on your job, make a living, work hard on aspect of adding value to others. He said, “To add value to
yourself, make a fortune.” I was 25 years old when I first people, you first must value people.”
heard that quote and at that time I wasn’t completely sure
what he meant. Now looking back and reflecting on those Isn’t that so true? The insurance industry commonly
words, I realize that was some of the wisest advice I have uses the term “value added” when it comes to products,
ever received. services, or experiences, but if the person or business you
are trying to add value to doesn’t first feel valued, there is
How are you growing and developing yourself every day? little you can add that will make an impact.
Are you in the constant process of growth or have you
become stagnant? Self-leadership is a lifelong pursuit, a I was recently working with an insurance leader who truly
process, a daily pursuit. desired to add value to his team, but said he realized that
he doesn’t always show it. He mentioned an example that
Self-leadership isn’t easy, but it is extremely rewarding. some days with his high workload he didn’t feel he had
That’s why I feel self-leadership is not only the highest time to say hello or acknowledge his team. What a leader
calling of leadership, but also the most challenging. must understand is that effective leadership is work and
that leadership is first about people.
One of my favorite quotes from President Theodore
Roosevelt highlights the struggle and reward of daily self- Adding value is also about listening. It’s almost impossible
leadership. to lead anyone or anything when you haven’t listened
enough to know how to best serve them. This is true in
He said, “It’s not the critic that counts, not the man who leadership, sales, or in anything where you want to add
points out how the strong man stumbled, or where the doer value to someone else. The best leaders I have spent time
of deeds could have done them better. The credit belongs with listen, learn and then lead.
to the man who is actually in the arena; whose face is
marred by dust and sweat and blood; who strives valiantly; So what will becoming a leader who is consistently adding
who errs and comes short again and again; who knows value to others to for you leadership? You will earn loyalty.
the great enthusiasms, the great devotions, and spends You will accomplish more. You will grow your book of
himself in a worthy cause; who, at best, knows in the end business. You will know that each day you are making
the triumph of high achievement; and who, at the worst, if positive influence on those you serve. Adding value to
he fails, at least fails while daring greatly, so that his place others is truly the greatest purpose of leadership.
shall never be with those cold and timid souls who know
neither victory nor defeat.” Bottom Line

IV. The Greatest Purpose of Leadership is to add Value to The insurance industry is desperately seeing leaders.
Others Leaders who inspire, encourage, add value, and are
I’m sure you’ve heard the expression, “You can’t see the consistently growing themselves so they can help grow
forest for the trees.” This expression is used when you get others around them. What kind of leader are you? Are you
so caught up in the details of a situation that you often miss wanting more?
the point of the situation as a whole. This of often true in
leadership. My wish is that you will be a growing leader who desires
to make a positive impact on everyone around you.
Leaders commonly get caught up in micromanaging Regardless of your title, position, or experience, if you seek
details that they forget the most important purpose of influence with others, you must continually develop your
leadership.......to add value to those they serve. leadership skills.

John Maxwell states, “The bottom line in leadership isn’t Brent Kelly is an executive coach, speaker, and trainer with
how far we advance ourselves but how far we advance the Sitkins Group, Inc. He helps independent insurance
others. That is achieved by serving others and adding value agencies become a category of one in their marketplace
to their lives.” by transcending commoditization and defying comparison.
You can contact him at brent@sitkins.com.
How do you know if you are adding value? Ask yourself
one simple question: Are you making things better for the
people who follow you?

Why do so many organizations fail to develop
leadership ability? Why is the insurance
industry lacking in the number of positive
leaders? There are countless reasons, but the

bottom line is that great leadership takes daily
hard work and it doesn’t happen overnight.

october 2017 insight 25