By Helen Thompson
David Haymes, LUTCF, inherited his mother’s multiline practice somewhat accidentally. She had urged him to think about joining her, and he promised to think about it. But he saw himself moving and shaking on the fast track as a financial planner.
Shortly after he joined New York Life 11 years ago, intending to pursue that path, his mother started having health issues—and he began to see things differently. Within the year, he had joined her at Haymes Insurance Agency, which he now runs.
Haymes, one of the newest members of the national Young Advisor Team committee, says that after 10 years at his agency, he doesn’t feel like a “young” advisor. “I’ve been in the business long enough to be with the old dogs,” he jokes. “It’s weird to be considered part of YAT.”
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Haymes works eight hours, plays eight hours and sleeps eight hours—and it isn’t hard for him to fold his volunteer time into his allotment for “play.” |
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The balancing act
When you listen to Haymes talk about all the things he does, you wonder how he manages to cram all of his activities into his life. He serves as Missouri AIFA PAC chair, is president of his local Business Network International (BNI) chapter, works with his local chamber of commerce, is married with two kids, stays active in his church, enjoys camping some weekends and is a huge St. Louis Rams fan. “I stay busy,” he says, noting it was a fellow Springfield AIFA (Mo.) member who summed it up for him. “John Piatchek once told me to stay in water over your head, because it keeps you moving.”
Haymes follows the adage of dividing his day into thirds: He works eight hours, plays eight hours, and sleeps eight hours. It isn’t hard for him to fold his volunteer time into his allotment for “play,” he says. “That’s what balance is all about. I can’t work 70 hours a week.”
The other key to staying balanced, he says, is flexibility. What works right now is not always going to work. “You have to be conscious that whatever structure you use for balance now, you may change it at any point,” explains Haymes, who is working on his CLU designation.
Success strategies
Haymes feels fortunate that his business is 95 percent referral-driven. A lot of that has to do with the legacy of his business, having been a part of this bedroom community just outside Springfield, Mo., and a half-hour north of Branson, Mo. “We’re not 1-800-GET-CHEAP insurance,” he says. “We take care of the whole household, so if clients are looking for the whole package, they know to call us. We meet with them, asking them what’s most important in their lives. And then we help them understand how they can put together a good plan that ensures they are properly protected.”
Through his involvement with BNI, he finds that he is reaching another level of success. The organization provides a natural venue for professionals to network with one another. “It’s helping us grow, but it’s nice because we can control the quality of the business we’re writing,” he says.
NAIFA’s value
Early in his career, a colleague asked him what he was doing for lunch one day. That led him to his first local NAIFA meeting. Because he was a multiline agent, he was able to start developing relationships with other life agents to help meet their clients’ property and casualty needs. That paved the way for other successes, but also introduced him to the value of opportunities he would continue to get through NAIFA. He moved through the chairs of his local association, and now as state PAC chair, he’s become very involved in advocacy.
Just recently, in fact, he was asked to present a check to Roy Blunt (R.-Mo.), House Majority Whip since 2002 (and recently elected Minority Whip in the new Congress). When asked what that was like, Haymes demurely replied, “Well, it’s doesn’t compare to delivering a life insurance check.”
He’s seen much of what goes on at the state level in politics, and he was startled to discover that those representatives are just people like anyone else—like his BNI associates, his fellow NAIFA members and his clients. But no matter whom Haymes is working with, one thing is clear: he loves what he does. “I have a passion to get more people interested,” he says.
November 2006
Increase Your Selling Time
Getting Past the Gatekeeper
Strategies for Success
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