in the business of earning an honest wage for hard work, and cheap work we will not do. Secondly, I am always open to hiring the “under-dog” or the broker with little experience (as you might guess). One of my current employees initially worked his way into our company because he wouldn’t stop calling me until I hired him, promising that he would drive across the country tomorrow with his duffel bag If I would give him a chance. He even offered to fly if I needed him sooner than his commute would allow and get his belongings later. I told him that his intention of willingness to drive across the country to earn the position was the key factor that landed him the position, and the importance of honoring your word in business no matter how painful the cost, that is exactly what you said you would do, “so start driving and I’ll see you in a week.” And he did. A week later he started and now sits in the office directly next to me. It was his first company lesson about “Honor and Commitment” (and an exhausting one, I must say). Another employee of mine was a busboy from a restaurant in Laguna Beach. He told me, “Anything you tell me, I will do it – anytime, anywhere, for any amount – if you will give me the opportunity to learn.” I didn’t need him at the time, but for guys like this, you make room for them. He is with us today and a great employee! Skills can be taught, but character must be brought. Like a mound of clay, you can mold them into the perfect bronze statue. Employees like the ones I mentioned above aren’t easy to find, but they are out there if you look carefully. What advice do you have for an up-andcoming broker new to the insurance industry? Hold firm to core values! Be honest with people and take the long, safe route – the one where you can safely see the light at the end of the tunnel and can accomplish that journey in a safe, secure and sound manner. Safe business builds longevity and a concrete foundation. If people believe in you, they will stay with you not only in business, but in life. We can all take the easy shortcut through a dark alley and yes, we may reach our destiny or goal much easier and more quickly. However, you never know just what kind of evil may lurk within that dark alley. A man can easily be blinded by the overwhelming darkness, the root of which is money leads to greed. Once a person falls prey to that dark abyss, it becomes incredibly difficult to find your way back to light again. Always take the long, safe route, where you can never lose sight of that light at the end of the tunnel. The insurance industry is a financial industry, or a money industry. There is a lot of other people’s money involved. It could be very tempting for greedy, dishonest individuals or even a desperate man dishonestly trying to feed a family with an infant who are willing to take that type of chance. I can tell you firsthand as being a man of desperation coming into this financial industry: where there is a lot of other people’s money involved, it is far better to take that risky chance and to succeed honestly than to take the riskier chance and to succeed dishonestly where, yes, you may get by for a while, but in the end, failure is ultimately inevitable. Even if you are that desperate individual taking the long, honest route and you do fail, that’s ok. You get right back up, you learn from your previous mistakes and keep doing it again until you ultimately succeed, and eventually you will. It’s a numbers game. Like an axe hitting the side of the tree, if you hit it enough times, it will fall over. Eventually it will happen. I was the guy that fell to the very bottom, the guy that had little to begin with and lost absolutely everything but with the grace of God, a little bit of honesty and ethics, made it back. Gratitude, whom I met at rock bottom, was my friend all the way back to the top. It’s important to remember that nobody cares to hear just how the rich guy got richer. It’s always the ones who fall flat on their face and get right back up that people care about. Those are the stories that matter. Today, I am a very fortunate man. Not because of what is in my bank account, but because of what is in my heart: A treasure trove of unconditional gratitude. Thank you for letting me share my story. 20 FAIRBANKS INSURANCE BROKERS INC. Left to Right: Stephen Kim, Jason Fairbanks and Troy Koennecker Photographer: Ivan Prochko
RkJQdWJsaXNoZXIy Mjk3Mzkz