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Articles by F. Scott Addis
Check Your Ego At The Door
Check Your Ego At The Door 5 steps that will positively impact your personal brand, your relationships, and your business It has been predicted that half the industry’s workforce will retire between now and 2036, leaving 400,000 positions to be filled. By F. Scott Addis, CPCU, CRA, CRS, ACRA, ASA It has been predicted that half the industry’s workforce will retire between now and 2036, leaving 400,000 positions to be filled.
Child Sexual Abuse
Child Sexual Abuse [I]t is not important to know the intentions of the person who crossed the boundary. What is important is that you reinforce the boundary … . By F. Scott Addis, CPCU, CRA, ACRA, TRA, ASA Because it’s unrealistic to think a child should be responsible for fending off advances In part one of this two-part series discussing child sexual abuse, we explored the magnitude of the issue as well as grooming, effects, and myths.
Child Sexual Abuse
Child Sexual Abuse Addressing myths and more While children may exhibit regressive behaviors, … the strongest indicator of sexual abuse is sexual acting out and inappropriate sexual knowledge and interest. By F. Scott Addis, CPCU, CRA, ACRA, TRA, ASA The issue of child sexual abuse is serious, significant, and pervasive. It affects our local communities, our families, our clients, and even our agencies.
Fear of Failure
Fear of Failure A key ingredient to your personal and professional advancement Risk taking ultimately leads to greater success and resilience in the face of adversity. By F. Scott Addis, CPCU, CRA, ACRA, CRA, TRA, ASA Theodore “Teddy” Roosevelt has been celebrated for delivering a number of eloquent, insightful speeches both during and after his presidency from 1901 to 1909.
ATTRACTING GEN Z FANS
ATTRACTING GEN Z FANS Understanding the “newest” generation By F. Scott Addis, CPCU, CRA, ACRA, TRA, ASA Major League Baseball (MLB) recognized that its fan base—including Generation Z—is demanding a more engaging, fast-paced experience. For that reason, the 2023 version of baseball will look dramatically different. Bigger bases, a pitch clock, limited pick-off attempts, and the elimination of defensive shifts. What is going on? Why so many rule changes?
Initial Prospect Interview
Initial Prospect Interview Your interview is a structured, rehearsed, and emotionally engaging production By F. Scott Addis, CPCU, CRA, ACRA, TRA, ASA Memorable theatrical performances just don’t happen. They take talent, planning, rehearsals, creativity, energy, passion, props, a compelling plot, and more. The actors spend countless hours visioning their performance as well as analyzing and adjusting verbal and non-verbal communication techniques. Why?
HOW TO SAY “NO!”
Ten steps to empower you to feel more confident and comfortable saying “no” By F. Scott Addis, CPCU, CRA, ACRA, TRA, ASA A few weeks ago, I ran into Marc, a high school friend who has worked diligently to become a distinguished cardiologist in the Philadelphia area. Marc is a humble, thoughtful person who always puts his patients first. He works long hours and has little downtime. “At this point of my life,” he said, “I want to have a more balanced lifestyle.
HUMILITY DESIRED IN LIFE
HUMILITY DESIRED IN LIFE Characteristics of and best practices to embrace humility By F. Scott Addis, CPCU, CRA, ACRA, TRA, ASA What is humility? Why is it such an important attribute to success in life? Why are the most effective leaders humble? Is it possible to shift an individual’s persona from exaggerated self-esteem to genuine humility? Before we attempt to answer these questions, let’s begin by discovering how personalities are formed.
UNDERSTANDING GENERATIONAL PERSPECTIVES
UNDERSTANDING GENERATIONAL PERSPECTIVES UNDERSTANDING GENERATIONAL PERSPECTIVES Guidelines to bridge the generational perspectives gap [I]t is imperative that you embrace generational perspectives and capitalize upon the beliefs and styles of each. By F. Scott Addis, CPCU, CRA, ACRA, TRA, ASA A few years ago, I had the privilege of attending a program delivered by Tim Elmore about the importance of understanding generational perspectives.
PSYCHOLOGY OF THE SALE
PSYCHOLOGY OF THE SALE Knowing your clients’ mindsets While you may take pride in your product and service offerings, it is essential that you explore the mindsets of those whom you serve By F. Scott Addis, CPCU, CRA, ACRA, TRA, ASA Psychology is the study of the mind and behavior. It is all about understanding how people think, act, and feel.
COPING WITH CHANGE
COPING WITH CHANGE Recognizing, accepting, and moving on “The oldest and strongest emotion of mankind is fear, and the oldest and strongest kind of fear is the fear of the unknown.” —H.P. Lovecraft By F. Scott Addis, CPCU, CRA, ACRA, TRA, ASA John Wooden, nicknamed the “Wizard of Westwood,” was arguably the greatest basketball coach in history.
THE GREAT RESIGNATION
THE GREAT RESIGNATION Do you possess the managerial skills to combat? In 202I, 47.4 million people voluntarily quit their jobs. … The pandemic caused workers to rethink their position in life. By F. Scott Addis, CPCU, CRA, ACRA, TRA, ASA In June 2021, The Predictive Index surveyed 1,906 employees from more than 15 different industries.
THE DIRTY DOZEN
What to do when you find it tough to find a new account manager You should … master the art of subtly introducing tools and tactics that … drive the prospect’s emotions. By F. Scott Addis, CPCU, CRA, TRA, ASA In the acquisition of new business, you must flaunt your professional talents and polished demeanor. You should also master the art of subtly introducing tools and tactics that discredit the incumbent and drive the prospect’s emotions.
VULNERABILITY … A QUALITY OF COURAGE
Loving the authentic you To learn to love yourself, begin by acknowledging yourself as a human being—flaws, imperfections, and all. By F. Scott Addis, CPCU, CRA, ACRA, ASA To what degree do you mask your vulnerabilities? Have you mastered the art of shielding others from knowing the real you? Or have you embraced and fully exposed your vulnerabilities so the authentic “you” is on display?
A BLUEPRINT FOR IMPROVING BRAND TRUST
Trust: the new “marketing currency” [B]randing is the process of establishing what you and your company stand for. Beyond Insurance By F. Scott Addis, CPCU, CRA, ACRA, ASA Refined ambience, emotional engagement, mystique, unparalleled attention to detail, warmth, and sincerity. These are a handful of the adjectives that describe the guest experience at one or more of the luxury hotel and resorts operated by The Ritz-Carlton Hotel Company.
ORGANIC AGENCY GROWTH … SEVEN PROVEN DISCIPLINES
Master these areas to see your agency growth skyrocket [C]ompanies with the highest customer loyalty grow at more than double the rate of their competitors. Loyalty is not a choice any longer. It is the only way to build a sustainable competitive advantage. Beyond Insurance By F. Scott Addis, CPCU, CRA, ACRA, ASA For the past 15 years, Beyond Insurance has supported insurance agents and brokers with a proven organic growth system comprised of seven disciplines.
ACCOUNTABILITY AND EMPOWERMENT … LESSONS LEARNED IN THE LAND OF OZ
Beyond Insurance By F. Scott Addis, CPCU, CRA, ACRA, ASA Begin the process of reaping rewards by accepting responsibility for your attitude and actions The Wizard of Oz is a story about self-awareness, accountability, and empowerment. While the characters of Dorothy, the Cowardly Lion, the Tin Man, and the Scarecrow see themselves as victims of circumstances, they gradually learn that they possess the power within themselves to get what they want.
THE ART AND SCIENCE OF STORYTELLING
Beyond Insurance By F. Scott Addis, CPCU, CRA, ACRA, ASA A potent and powerful communication vehicle to drive results Are you a gifted storyteller? Do you use stories to engage others and drive emotion? Do you use stories to express your unique personality and your desire to stand out in a crowded marketplace? Do you use stories to get a point across? If so, you are using a potent and powerful communication vehicle to drive results.
The Rough Notes Company Inc.
Beyond Insurance By F. Scott Addis, CPCU, CRA, TRA, ASA, and Carolyn Smith, TRA Ten steps to set up a functioning, effective niche-focused group A functioning and effective IPG is responsible for strategy, marketing, communication, data, work process, risk management solutions, … and profitability within the industry niche. What are Industry Practice Groups (IPGs)?
CREATING A CULTURE OF ACCOUNTABILITY: HOW TO KNOW THE SCORE
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA, ASA A basketball legend embodies this core principle John Wooden, nicknamed the “Wizard of Westwood,” was arguably the greatest basketball coach in history. According to his biography on Wikipedia, in a 12-year period as the coach of the UCLA Bruins, Wooden won ten NCAA Championships, including a record-setting seven in row. He gained lasting fame with UCLA, winning 620 games in 20 seasons, including four perfect 30-0 seasons.
THE AGENT/CARRIER LOVE AFFAIR
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA, ASA Your appreciation is recognized, valued, and rewarded Are you having love affairs with your insurance carrier underwriters, field marketing specialists, and claims and risk control consultants? Do you demonstrate appreciation and gratitude for the efforts they put forth on your behalf? If so, you are wise. If not, this article is for you.
GRIT … YOUR PERSONALITY TRAIT TO ACHIEVE GREATNESS
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA Passion + Perseverance = Achievement Beyond Insurance has fielded hundreds of calls from insurance agency leaders, producers, and account managers who are dealing with adversity in the midst of COVID-19. In almost all of these interactions, the person is in search of a magic bullet to transform pain into growth opportunities.
THANKSGIVING 2020 … GRATITUDE IN THE MIDST OF COVID-19
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA, ASA Is the glass half-full or half-empty? [G]ratitude shifts your focus from what your world lacks to the abundance that is already present. Sometimes we forget that Thanksgiving got its name for a specific reason; it is a time when we are meant to reflect and show gratitude for all the good things in our lives … shifting out of a scarcity mindset into one of abundance and contentment.
LESSONS LEARNED FROM COVID-19
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA A dozen insights to ponder during the pandemic Pressure can be both a positive and negative force. Confronted with the issues of COVID-I9, you have been forced to simultaneously weigh the benefits of success as well as the pains of failure.
NEW PRODUCER ONBOARDING PLAYBOOK
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA Seven plays to enhance credibility, confidence and results As an agency leader, you are acutely aware of the importance of attracting business development talent. You spend time and expense searching for sales professionals who demonstrate the attitudes, beliefs, and skill sets that will thrive in your corporate culture.
The Rough Notes Company Inc.
Beyond Insurance By F. Scott Addis, Ashley Correll, Matt O’Neill, and Carolyn Smith Understanding the problem and four effective ways to eliminate it The world is waking up to the broader system of inequality in our country, and the call for increased diversity and inclusion has never been clearer.
SALES ACCELERATORS: DRIVING PERFORMANCE TO ELEVATE YOUR SUCCESS
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA Ten skills that give you the winner’s edge When you think about the word “accelerate,” what comes to mind? Increase speed? Elevate velocity? Achieve a superior level of performance? Today’s competitive landscape requires you to accelerate your performance using innovative strategies to deliver a meaningful customer experience.
GROWTH MINDSET INDEX … A GAUGE WITH FIVE DISTINGUISHING QUALITIES
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA Will your methods, beliefs and attitudes help you reach your ultimate potential? The research and first-hand experience of Beyond Insurance evidences that there are both internal and external forces that prevent individuals from realizing their ultimate potential.
The Rough Notes Company Inc.
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA Tracking progress toward goal actualization Cecil is a seasoned risk consultant with a reputable insurance agency. Founded in 1956, the firm employs 42 professionals including eight individuals whose focus is business development. Although the organization has a strong brand, differentiated value proposition, and an array of diagnostic tools and tactics, the agency’s organic growth has hovered at 4% over the past five years.
LEADERSHIP: THE WAY OF THE SHEPHERD
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA Building, motivating and protecting your team How would you describe your leadership style? What characteristics make you an effective leader? Why are people willing to follow you? Leadership is a term that is frequently used in our society. It takes on different meanings depending on the context in which the term is used.
HARD MARKET: HAVE A PROACTIVE PLAN
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA You don’t need to be a deer in the headlights as today’s market shifts In 1986, I was an account manager with Johnson & Higgins (now part of Marsh USA). Although I had eight years’ experience in overseeing the insurance and risk management needs of hundreds of Philadelphia-area middle-market businesses, I was ill equipped for the deep, dark, hard market that crushed our country in the mid-1980s.
ANXIETY AND STRESS IN THE WORKPLACE: CHALLENGES AND STRATEGIES
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA Learn coping skills and cultivate gratitude It was a typical Sunday morning for Philadelphia Eagles Pro Bowl right guard Brandon Brooks. He awoke at 4:00 a.m., vomiting uncontrollably. As he had experienced this illness numerous times in the past, he expected that he would improve by the time he arrived at Lincoln Financial Field a few hours later.
GOAL SETTING FOR A PRODUCTIVE AND MEANINGFUL 2020
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA Achieve successful outcomes by setting SMART goals To hit the ground running in 2020, setting goals is essential. Goals are the roadmap for your life. They tell you where you are going and give you a path to get there. They may even warn you of any danger that lies ahead. Goals are the fuel that powers you to your destination by increasing motivation. In other words, goals matter. Think of a goal as a dream with a timeline.
KNOWLEDGE IS POWER … START WITH AN ASSESSMENT
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA Sports psychologists and athletes use assessments to analyze and drive performance; risk management professionals should use similar tools Where are you in the business of insurance and risk management? At this point in your career, are you able to pinpoint your strengths as well as opportunities for improvement? Are you able to assess specific attributes you need to reach a higher level of success? If you have this ability, congratulations.
TRUSTED RISK ADVISOR®: CONSULTING AND DIAGNOSING RISK WITH AN ERM MODEL
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA Producers up their game by discovering their WHY, WHAT, and HOW The Trusted Risk Advisor® (TRA) is a newly created certification that is designed to indicate the holderâs professional excellence in consultative and diagnostic sales and enterprise risk management (ERM).
GROWTH MINDSETâYOUR BEST STRATEGY TO CAPTURE YOUR UNREALIZED POTENTIAL
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA Eight principles to develop a growth mindset Beyond Insurance empowers agency leaders, carriers and other insurance professionals to capture unrealized potential … what one is capable of becoming. Our mission is focused on the actualization of goals, dreams, desires, ambitions and, ultimately, gains.
RESILIENCE: YOUR GREATEST ALLY IN YOUR QUEST FOR SUCCESS
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA Do you have what it takes to bounce back from adversity? In todayâs hypercompetitive world, it takes more than hard work to succeed. You must be willing to put yourself out thereâeven when you are faced with the fear of failure. Simply put, to move to the next level, you must take risks. And as you have experienced first-hand, these risks do not always bear fruit. For that reason, resilience is your greatest ally in your quest for success.
THE AGENDA: YOUR GUIDE TO ORGANIZE, ENGAGE, DISCOVER, AND ACTIVELY LISTEN
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA Impress your prospect with a blueprint for your first meeting Early in my career I served as an account executive with Johnson & Higgins. Founded in 1845, it was the largest privately held insurance broker in the world before being acquired by Marsh USA in 1997. While the J&H model boasted an array of systems, processes, and resources within its customer-centric platform, the agenda was front and center.
LEAD WITH PRICE TO STAND OUT IN A CROWDED MARKETPLACE
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA Process to help differentiate while battling commoditization The single most important motivator in purchasing decisions is not data or facts. It is emotional response. Are there days when you feel you are fighting an uphill battle against commoditization? If so, you are not alone. Commoditization occurs when the consumer perceives little or no distinguishable difference between products, services and resources.
The Rough Notes Company Inc.
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA The dark side of sports demands attention and solutions For millions of Americans, the holiday season is filled with anticipation and excitement about college football bowl games as well as the NFL playoffs. Take a safe, comfortable seat in your home and marvel over the athletic abilities and decision- making skills of these gifted athletes. It doesn’t get any better than this … right?
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