Larry Hiwiller is the Chief Sales and Marketing Officer for American National’s health division, as well as a published author of the book A Father’s Gift to His Daughter. Hiwiller has been in the insurance industry in various leadership positions, but has picked up valuable knowledge along the way.
After describing the key characteristics of any good producer, Hiwiller gives insight on how to be better driven as a leader. Over the course of his time in insurance leadership, he has coined the phrase as “the personal essence of why”.
Before anything else, you as a leader must define what is important to you at the very core of your being. Whether it is family, success, legacy, etc., you must determine what matters to you personally.
Hiwiller defines essence as, “the heart of doing something”. After defining the personal aspect of yourself, you must determine the greater way that things like family or legacy fit into your career ambitions. How does your core sense of purpose drive your work?
To wrap up your core value and its meaning to you, you must redirect your ambitions into drive. In this episode, Hiwiller uses the example of his family and “wanting to give [them] everything that I never had,” which ultimately pushes him to work harder within his position.
Having defined his “personal essence of why”, Hiwiller goes on to explain that he has every new hire within his company define their own, which ends up answering a few essential questions: Why do you want to be in insurance? How much money do you want to make? Why do you want to work here?
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