I went straight into the insurance brokerage business after graduation and was a lost young man for sure. I had just lost my Dad and my guiding light. Here I was, this fragile kid, with a monthly draw of $400, which was a long way from covering my expenses.
Thankfully, through those struggles, and with God’s help, I learned to ask for others’ help early in my career. I learned that even though Dad was not here, there were others that would help me. Not financially, or by buying insurance, but by supporting me when I asked for their genuine help.
At my Dad’s funeral, there was a man named Jules Lehman, who owned a very successful business. While people were paying their respects, Mr. Lehman came up to me and said if he could ever help me, just to call.
So in my struggles, I called Mr. Lehman, and he allowed me the opportunity to come by. I quickly understood that selling him insurance was not the type of help he was referring to. Knowing that, I went on to visit with him about my struggles. Mr. Lehman said, “If you want to figure out how to do better, go find someone who has been doing well and study what they have been doing. Learn what you can, but then call them to learn more.”
When I asked, “Mr. Lehman, why would these successful insurance producers talk to me?” he said, “For the same reason I am talking to you – you asked for my help!”
That led me to really study the successful producers and reach out to them. I was amazed at what I learned, but even more amazed at how helpful all these excellent producers were.
For example, I had heard about a producer in Houston, TX, named Jack Dulworth. His story resonated with me greatly, so I read all I could about him. He struggled for years, but his determination turned him into one of the most successful insurance brokers in America. One day, I called and asked if Mr. Dulworth was there. They said no, but asked who I was and why I was calling. I gave them my name and said that I was a struggling insurance broker who was inspired by Mr. Dulworth, and was wondering if I could get his help. They took my number, and I was hopeful he would call.
Later that day, my phone rang. When I answered it, the voice said, “Hello Frank, this is Jack Dulworth. I hear you called me about getting some help, so what can I do for you?” That call, to one of the largest producers in the country, asking for help, led to many visits over the next months. That call helped change the trajectory of not just my career, but my life.
There are so many others who helped change things in a great way for me because I asked for their help. Five words – “Can I get your help?” – can change everything.
In today’s world, when answers seem easily accessible over a phone or computer, the answers that come from the help of a person are still the ones that stick and are priceless. So, quit the heavy search for the answer and go find someone who might be living the answer, and ask, “Can I get your help?”