Week 6’s blog topic, although multifaceted, can be addressed when its various niceties are broken down.

My thoughts about the industry and the consulting world are primarily based on the fact that we are witnessing history in the making. During our young adult years, we are experiencing landmark historical events in the form of legislation with the coming of financial and health care reforms. With the convoluted and intricate caveats of the two latest reforms, understanding and complying with federal legislation is going to be an incredible challenge. Consequently, Gallagher consultants are going to be in demand more than ever. The knowledge and expertise of the consultants are going to help advise clients towards the appropriate decisions that will be most beneficial for them and their employees, while making sure to remain compliant.

Based on my experiences thus far, along with how I perceive my personality, I see myself treading a fine line between the analytical and consulting paths. I’ve been fortunate to have the opportunity of being involved with both sides of the consulting realm, and have enjoyed both thoroughly.

Have a great weekend!

– Ari in Los Angeles

This week I had the privilege of interviewing Don H.  He is a successful producer for the Denver office and has been working as a benefits consultant for over 20 years.  Don credits his sales success to being able to think both analytically and creatively.  When a client brings a certain problem to him, he doesn’t want to just give them the most obvious solution, but instead thinks of a number of different solutions that the client could consider.  He emphasized that clients are much more likely to stay with him if he demonstrates that he is passionate about helping them instead of selling them something.

Don has turned down business before if he believed that Gallagher was not the right fit.  He believes that integrity leads to confidence which then leads to trust.  Our profession is built on trust so it is crucial that we maintain a great relationship with our clients.

Don has a unique approach towards selling new business.  Because he has been in the healthcare industry for so long, he is able to speak at a number of trade associations.  He picks the associations he attends based on three criteria: key decision makers are members, the association is in an industry he focuses on, and the association is small enough that he is able to actually speak with the people he wants to.  By speaking at meetings, Don demonstrates to attendees that he is knowledgeable about healthcare and this opens the door to opportunities for sales.

Besides attending trade associations, Don finds new clients by developing good relationships with current clients and following up with them when a key employee moves to another company.  He also asks for referrals or introductions to new prospects.

One analogy that Don used that I think will resonate with everyone after hearing the Risk Manager from BP speak is that finding new business is similar to drilling for oil.  You have to drill in a number of places to find oil and once you find it, keep drilling until its dry (or explodes and causes massive destruction).

Also one last note, Mike and I are wondering why LA made their own prompt to write on.  I will throw out some other ideas for you guys to write about if you want: sea turtles, world hunger, under-water basket weaving, the Peloponnesian war… Let me know if you need any more.

Denver out,

Todd

A successful producer here in the Denver office is one of our senior client consultants, Jerry R. Jerry’s success over the years is due to a combination of hard work, experience in multiple fields, and an effective philosophy as a salesman.  Jerry started his career out as an actuary for Great West Life, he then moved on to become a consultant for Mercer, he later was part of Johns Manville HR Executive Team, and finally he landed with Gallagher as a trusted and experienced client consultant.  Jerry has leveraged the lessons and insights he learned in these other positions and combined them with his sales strategy to become a success at Gallagher.

In my interview with Jerry, he said there are two main tenets to becoming a successful producer:

1)      Ask the right questions to get clients to talk about what they want to talk about – their business and themselves.  Ask effective questions and find ways to delve deeper into clients’ needs and concerns.

2)      It is all about becoming a trusted advisor.  The goal is to develop a long-term relationship built on the clients’ trust with their advisor.

-Michael, Denver, GBS

The producer I admire in my office is John.  I went out with him on a renewal meeting last week and thought he did a fantastic job of walking the thin line between broker and friend.  He was friendly and easy to relate to but also extremely professional and prepared for every question the client threw at him.  He made the client feel important and I could tell how much they trusted him.  His presentation of the renewal was well rehearsed but came off completely natural.

I only saw him interact with this particular client but from what I saw, I can tell he is consistent in his dealings and this is why I consider him a success.

-Elena in Orange County

The consultant I admire most in our office is Kevin. The reason for this is his work ethic, especially at the beginning of his career. As a new producer (my future?) you have to go through some especially challenging times and tons or rejection. In the span of a few year Kevin rose through the ranks to become the number two benefits producer nationally at Gallagher. When I asked him about making calls he honestly responded that he hates making them, but at first you just have to grind your teeth and get through it. I admire that attitude.

On a side note, I had an AWESOME week in Itasca as Tony can attest to. It was really motivational and made me really believe in what we do and my future role in the company. That is not to mention the insane cast of characters that I spent the last week with. Unforgettable times.

Best,

Rick in Seattle

Alan rocks.  He has been involved in some area of the insurance business for 30 years.  Alan is the guy who has tons of knowledge, but is humble in his presentation of it.  When I or someone else asks him a question pertaining to health insurance benefits, he does not use it as an opportunity to make you see how smart he is; rather, he genuinely seeks to explain himself in a manner that can be understood.

Further, Alan is very positive and energetic.  When you are speaking to him, you get the impression you have his full attention and that he’s really processing what you’re saying.  In other words, despite his experience, he’s still a really good listener.  His energy is contagious and he’s really enjoyable to be around.  I imagine that’s why he’s such a good consultant – he is a person you really want to work with.

-Paul in Fresno