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March 19, 2006 at 03:00 PM
“Hiring my assistant is the best thing I did for my business. I hired the right person and my business has tripled in two years. It just took off!” says Brad Long, a solo practitioner in Seattle, Washington.
Can it really be that easy? Maybe not. But it happened for Brad. A better question to ask yourself is: “Why not me?” If you’re a solo practitioner, a one-person agency or a small firm and are considering an addition to your staff, here are ideas that may help you hire the right person for you.
Before Looking Out the Window, Look in the Mirror
When you consider what type of person you need, think about what you’re like. Ask yourself the following questions: Do I like to call clients and talk on the phone? Do I like paperwork? Do I like studying insurance policies? Do I like giving presentations? Do I like to spend time with clients or work on the computer?
Doug Carter, president of Carter International, says, “When people answer three personal questions, dramatic changes occur, resulting in measurable results.” His three questions are: Who am I? What’s worth doing? And who’s worth being with?
Carter, an expert trainer and success coach to top financial and insurance professionals, adds, “Only when a professional realizes the answers to these tough questions does he or she become willing to delegate the rest.”
Since 8.81% of clients typically provide 50% of your revenue, by delegating the tasks that you don’t really need to do, you will free yourself to focus on developing the relationships that really make a difference.
Candid Camera
Assess your strengths and weaknesses objectively. Did you know that many large companies require their employees to complete annual, self-evaluation reviews? Did you know that many of the top 25 MBA schools in the U.S. require candidates to submit a list of their closest professional and personal peers? During the program, these peers anonymously complete assessments of the candidates’ strengths and weaknesses.
By evaluating your strengths and weaknesses, you better understand who you are. How can you do this if you’re a small firm with no plans to get an MBA? Ask your clients to assess you in an effort to better serve them. Ask your friends to assess you as a personal favor. You’ll be surprised at how many of them will help you.
You will learn quickly what others consider your strengths and weaknesses. “Know thyself” goes a long way to finding the right person to work with you.
