First Order

DBH Consulting and PAR, Ltd. are partnering to offer FIRST ORDER: A Consultative Sales Process designed specifically for Producers by Producers. First Order is available exclusively for PAR Insureds.

SAVE THE DATE: MARCH 17-18, 2009

For more information about First Order, contact Demmie Hicks

Keep in Mind

"Surely, in the light of history, it is more intelligent to hope rather than to fear, to try rather than not to try."

-Eleanor Roosevelt

Q: How can you mitigate fear during times of transition?

A while back, we published an article on how to communicate effectively during times of change. Given the current volatility of financial markets, including insurance, the lessons in that article seem more salient than ever.

Agencies and brokerages in transition often experience a great disconnect between leadership and employees. The leaders who drive the change are energized and excited about the new opportunities that lie ahead. And why shouldn’t they be? They’re making decisions and taking action.

Employees, however, often feel uncertain, or worse, threatened. Where there is fear, there is distraction; where there is distraction, productivity suffers.

The result? The organization slows down at a time when leadership is ready to accelerate.

This disconnect can be minimized or eliminated by communication. Here are a few key points to keep in mind to ensure your organization’s transition takes place in a context of dialogue:

You can’t communicate too much. Deliver the news in both written and oral formats, including: e-mail, (old-fashioned) paper memos, individual meetings, group meetings.
Address fears proactively. Don’t assume that an initial absence of concern or protest means one can’t occur. The calm you see may be the calm before the storm.
Seek dialogue. Real communication is two-way. When leaders meet with employees, such sessions should be as much about listening as talking.
Remember that change is both process and opportunity. Use the transition to create an atmosphere of innovation within your organization. When people begin to accept change as a continual process, individual change events have less drama.
Show appreciation. It helps to have some communication that is not focused on the change itself, but celebrates the patience and commitment of employees.
For more tips and details, read the DBH Consulting article “Communicating Effectively in Times of Change.”

Worth Reading: Having a Growth Mind-set

We saw an intriguing article in the New York Times a few months ago. It discusses the difference between having a "fixed" mind-set and a "growth" mind-set. When you have a growth mind-set you are constantly stretching and growing and challenging yourself to be better.

The author states that "people with a growth mind-set tend to demonstrate the kind of perseverance and resilience required to convert life's setbacks into future successes." We at DBH believe the same.