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Tracking the year from page 11
but my expectations are primarily to meet and exceed my clients’
expectations as well as those of the people they refer to me. I
have always found that if you define your goals around client
needs and objectives you won’t go wrong.”
Mr. Shaw spoke to the importance of his team in building the
top-quality business that he envisions. “You hear a lot about the
next generation being unmotivated and not business friendly,”
he told me. “This isn’t true. We have been very fortunate to
find some very bright, industrious, quick-thinking young people
with great attitudes. We have taught them the business, and
we continue to help them learn how to develop sophisticated
relationships with our advisors.”
For Ms. Borislow, her team too — particularly the knowledge
level of her team — is key. “We have spent a considerable amount
of time educating the Borislow Insurance team about the new
MA PFML. In addition, we have identified the right insurance
partners that offer innovative solutions to solve the integrated
leave management challenges that employers are now facing. The
new law has specific timelines that employers must meet, so the
topic is top of mind. And with our team’s knowledge and expertise
in this area, our firm is positioned as the ‘go to resource’ for all
things that touch the complex subject of leave management.”
Since we’re now a few months in to the year, I asked the three
of them, how are you tracking to your plans? Mr. Shaw is quite
excited about the results to date. He shared with me, “Our industry
is filled with micro-managers. It is tough, but I’m trying to avoid the
temptation to overkill management of staff because you can kill
their souls in the process. I’m tracking our new employees’ progress
by listening to comments our advisors make about them. I couldn’t
be happier or more proud of the positive input I am hearing.”
Ms. Borislow said she’s seen some surprises but is overall
pleased with the way things are unfolding. “We have been laser
12
Perspectives
Q2 2020
focused on partnering with the right insurance partners and
prioritizing current clients and identifying future prospects. The
big surprise for us so far is how unaware employers are of the
steps necessary to meet the provisions of the law. As the law
fully goes into effect 1/1/21, there will be a huge rush to learn
and execute leave absence management strategies. Our firm is
well positioned and with the right expertise and resources to be a
leader in this area.”
Mr. Scritchfield told me, “One of the fundamental principles of
my practice has always been to track activity, not results. For me,
that activity is the number of review meetings I have with clients
— which I track on a weekly, monthly, and quarterly basis. If I
have enough review meetings, I will help enough clients address
their concerns. During these review meetings, I also receive more
unsolicited referrals than I can handle. These meetings cultivate
and strengthen relationships that my clients and I have enjoyed
for decades.
“In addition,” Mr. Scritchfield continued, “I want to make sure
that I keep up-to-date on industry trends and continue to learn
and incorporate innovative ideas into my practice. In my opinion,
the best way to do this is to attend the Million Dollar Round
Table’s (MDRT’s) top-notch conferences, where I get to talk to the
world’s best advisors and hear how they’re navigating new trends.
I always leave inspired with great ideas on ways to better support
my clients and take my practice to the next level.”
Clearly, for all three of these professionals — all operating in
different markets with unique 2020 objectives — their focus is not
so much on setting goals that advance their own businesses first.
Their common focus is instead on serving and supporting clients,
and knowing with confidence that their personal success will follow.
Tracking the year continued on page 14