Let me share two milestones that add an explanation to the above title.
January 17, 1993, was the day I shot my first deer, a 7-point buck. I was 12 years old, and it was a dream come true because nobody had hunted harder to get in the right situation for the right shot. It finally all came together on Mike’s farm outside of Chelsea, Alabama.
12 years later at the age of 24, I signed up my first client for the agency, Midpoint Chevrolet in Rocky Mount, VA. I was anxious but confident, nobody was better equipped to sell the advantages we brought. The closing sale included our exclusive Capture study to better map their market, and an outstanding production package called Sweet Deals.
Both of these events, to a degree, are comparable to being ‘the hunter’, for in both instances I did everything possible to complete the mission. At age 12, and age 24, in my mind I was smarter, faster, better…and today, I still feel the same way. Working harder, working smarter is what I preach, but now I am enjoying a new role as a ‘guide’, in other words, mentoring.
Last Saturday, my oldest son shot his first deer at the age of 7, and I was right there with him. Who was the most excited? The old man! I could not have been any happier, or fulfilled in the moment. Everything he had seen me do when he was younger, all the lessons about patience and being prepared for the moment, he performed at the highest level just as I believed he would. I love to hunt, but in that moment, being his guide was a satisfaction that carries the tag ‘priceless.’
Over the last several months, our company has grown at a remarkable pace. If you asked me a key reason for the success, I would answer, “Our company has a guide who has figured out what he can do best for the team,” and that is leading by teaching, sharing, and encouraging everyone who will listen and learn. I am focusing more intently on sharing lessons I have learned, and insights I have acquired sitting across from so many great dealers – my mentors – and guiding our people to success in both acquiring and developing successful clients.
My name is still on the company letterhead, I will again be on the road 150 days a year visiting dealers, but I am going to carve out more time to pass down what I know. A great quote from Winston Churchill: “We make a living by what we get, but we make a life by what we give.”
Mentor your team, show them how far they can go, and get there together.
“Dad, I got it!” “John Paul, I got the account!” What a sense of satisfaction when your hunter gives their guide the great news.