Editor’s note: This classic motivational series from William Smith originally ran in the early 2000s. Times and the industry have certainly changed since then, but we find with a little updating these quick essays still convey considerable valuable advice. Today’s story is about the perseverance of a longtime insurance agent who had recently retired in 2001, when this piece was first published. Enjoy!
Sol Hicks, a longtime agent at a major insurance company, retired earlier this year. His amazing tale of overcoming adverse circumstances offers valuable lessons for all of us—particularly those hit hard by the recent downturn.
The story of Hicks begins humbly; the son of a cook, he was born in Eufaula, Alabama. Hicks later moved to San Diego, where he built much of his business, but maintained customers in Alabama, as well as in Chicago and throughout the country.
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A dedicated agent, Hicks was soon featured in company brochures and frequently recognized as the company’s top-performing African-American agent. Despite his successes, Hicks never quite reached the number one overall slot. But this was no small feat, given the 18,000 agents in his division.
Then, Hicks experienced a number of unanticipated setbacks. A car accident left him debilitated; suffering severe, chronic, back pain, he left work on short-term disability. Meanwhile, in Alabama, an aggressive attorney involved in a number of class action suits decided to sue Hick’s insurance company through one of Hicks’s policyholders. Through no fault of his own, Hicks was forced to spend a great deal of time in court. His productivity dropped substantially, and at one point he was put on probation.
In Hicks’s shoes, a lesser individual might have become discouraged. However, Hicks became more determined than ever to become the number one agent in his company. Leveraging a new approach, he began to talk to friends and clients about his mission to rise to the top, and then asked for their help. A number of them bought into his vision and began to introduce him to others.
Hicks met with individuals, but mostly in small group settings. He spoke in churches, businesses, and homes. He met with business people and professional athletes. He flew all over the country, transacting business wherever he could create it.
In the last two weeks of the year, Hicks found himself in second place. Despite an outstanding year, his production totaled only about half of the top producer’s. Someone else might have given up. Instead, Hicks made one more trip, this time to New York to meet with clients trying—ultimately successfully—to take their company public. Hicks sold them as much in those last two weeks as he had in the initial 50 weeks combined. He finished the year in first place.
Hicks held onto his number one position for two more years. He now owns three of the sports coats awarded annually to the insurance company’s top agent. What can advisors learn from his experiences?
- Think big. Coming back from disability, court problems, and low production, Hicks didn’t simply aim to do well; he wanted to reach the top. He set his sights on becoming the number one agent in the company, and he worked hard to make his dream come true.
- Leverage yourself. An average agent would have spent his time talking with prospects one-on-one. Hicks decided he needed to speak to small groups in order to hit his goals.
- Focus on the goal, not the obstacles. No one would have blamed Hicks for using his back pain, the time he spent on lawsuits, or his firm’s insensitivity to rationalize low productivity. But Hicks didn’t look for excuses; he looked for new business.
- Be a leader. Hicks wasn’t bashful about his vision. He convinced friends and colleagues that he was on a mission, and that they should join him. His vision was so enticing that other people volunteered to help him achieve his goals.
- Finish strong. Hicks could have given up and taken off for the holidays like most other agents. Instead, he persevered and won a big account. Imagine doing half your business in the last two weeks of the year!
You probably have some amazing stories as well. If you know someone who has overcome great obstacles—or have done so yourself—send me an email. I’d like to hear from you.