ViewPoint: The Woody Tradition Lives
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Arthur D. Kraus, CLU, ChFC, NAIFA CEO
His spirit of sharing continues at NAIFA.
I didn't know Woody Woodson personally. For those of you who don't know of Woody, he was a remarkable Renaissance man who served many positions, all spectacularly, in the life insurance business.
In addition to his numerous and varied professional duties, he authored a monthly column in the old Life Association News titled "The Back Page." It was always the first item I read. And that's how I met him. I learned so much about life, common sense, conviction, courage and more from this wonderful man who shared his wit and wisdom so generously.
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Early in my career, there were those times, and many of us had them, when I thought success was never going to come my way. Sometimes it seemed that fate had obscurity planned for me. Then Woody would arrive on my desk and give me encouragement to continue with increased effort.Thank you, Woody. I wish I had written you or called you before you left us.
Helping others succeed
His passing made me think of the debt we owe to many who've unselfishly given of themselves to help us succeed. Dozens have helped me develop my career with wonderful advice and encouragement. Rarely personally critical, they were experienced enough to offer constructive professional criticism and wisdom. Those of us fortunate enough to be influenced by those people understand that one can't wait for the opportunity to have a chance meeting with them. When the opportunity to meet them knocks, you must answer the door!
NAIFA is proactively pursuing some initiatives that will provide you with wonderful opportunities to build relationships with successful members who might be mentors to you. Our activities might also give some of you who are well into your careers a chance to serve as mentors.
MDRT/GAMA program
We are currently piloting a program that MDRT President Tony Gordon said might have the largest impact on member success than any other thing we are doing. We've taken the very successful MDRT/GAMA mentoring program to our local associations, teaming MDRT members with aspirants to the Round Table. Through coaching, mentoring, joint work or just encouragement, MDRT members help aspirants achieve MDRT-level production.
Companies that have adopted the MDRT/GAMA program have experienced sharp increases in MDRT membership. Among those that have embraced the concept are New York Life and Lutheran Brotherhood. After completing our pilot programs, we intend to make the mentoring program available to all locals that wish to participate. We will do it in conjunction with the Membership Involvement Program (MIP), which is designed to encourage collaboration between MDRT members and non-MDRT members at local association meetings.
MIP is already being used at many of our locals and has received acclaim. Through the combination of these programs, MIP and MDRT mentoring, all of you will have the opportunity to either mentor or be mentored. Chuck Bracht, a very successful member in Houston, once told me, "If you give me a dollar and I give you a dollar, there is no change. We each have one dollar. But if you give me an idea and I give one back, we each profit by having two ideas!" Mentoring and MIP exemplify his comment.
Programs in a Box
The second program has two objectives. The first is to take cutting-edge ideas and get them to you in a clear and concise way. The second is to allow our local associations to take advantage of expertise that they may not have. We call this concept "Programs in a Box" and some of these programs are available to each local association, beginning right now! NAIFA will be developing about eight of these "Programs in a Box" each year. We have asked experts in our business, as well as all of our sister organizations, to prepare programs for our locals that would be rich in content, yet easy to deliver. These programs will add to your knowledge base the information you need to improve your business. High-quality local meetings that improve your bottom line are essential ingredients to the membership.
Opportunity is knocking. Through the MDRT Mentoring Program, through MIP, and with Programs in a Box, you have the opportunity to improve your career or help someone else with theirs. You will meet and befriend people whose relationships will be meaningful.
Thank you, Woody, for being one of my mentors, and thanks to all of you who've made such important contributions to me throughout my career. May all of you "answer the door" and be as blessed.
A 40-year veteran of life insurance sales, financial services and field management, Art Kraus is CEO of the National Association of Insurance and Financial Advisors.
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