must fulfill three functions; provide for the well-being of the led,
provide a social organization in which people feel relatively secure, provide
them with one set of beliefs. People like Pasteur and Salk are leaders in the
first sense. People like Gandhi and Confucius, on one hand, and Alexander,
Caesar and Hitler on the other, are leaders in the second and perhaps the
third sense. Jesus and Buddha belong in the third category alone. Perhaps
the greatest leader of all times was Mohammed, who combined all three
functions. To a lesser degree, Moses did the same.
--Jules Masserman, Professor of History and Psychoanalyst
Personality is the most important thing
to an individual’s success – especially to insurance sales person and in
insurance sales management. Personality means more than the distinctive
qualities of a successful person. It means much more than those distinguishing
personal characteristics that make one socially appealing. Each and every
individual possesses his own personality and it is the totality of personal
qualities and traits, a mix of his strengths and weaknesses as well as
the pattern of collective character, behavioral, temperamental, emotional,
and mental traits of a person: Some of these personal qualities and traits
may be more pronounced than the other qualities or traits. Revivification
of personality occurs when some weak personal qualities and traits are
developed or improved or corrected. The synergetic effect of improved qualities
and traits results in much more powerful personality and generates more
confidence and capability to achieve the goals and success.
|A personality is often an indefinite quantum
of traits that is subject to constant flux, change, and growth from the
birth of the individual to his old age. Changes occur because of many things
such as environments, education and training, religion or faith, new relationship,
occupation, disease, losses or unexpected gains. A desire for self-improvement
plays a positive role in revivification. Conversely carelessness, negligence,
greed, jealousy, selfishness, bad company, addiction to drugs or alcohol
and emotional imbalances often destroys the personalities of many individuals
and their talents go in waste or are used for purposes socially unacceptable.
Erich Fromm, U.S. psychologist observed, “Man’s main task in life is to give birth to himself, to become what he potentially is. The most important product of his effort is his own personality.” Education and training are vital in developing personality. But that is only half the task done. Important thing is the way we have learned to control impulses and emotion and to correct the faults and weaknesses inherent in human nature. Constant efforts and exercise are often necessary to improve or correct the deeply ingrained and relatively enduring patterns of thought, feeling, and behavior.
In psychology personality refers to the description the character of emotion, thought, and behavior patterns unique to a person. It suggests predictability about how a person will act or react under various circumstances.
There are several theoretical perspectives on personality in psychology as well as inspirational literature, which involve different ideas about the relationship between personality and other psychological constructs, as well as different theories about the way personality develops.
Formation and Development
In Personality Development courses in colleges
usually focus on ways to make the students highly articulate, confident
and commanding in their career and to give the students that extra edge
which increases their chance of success in the practical life
Self-report inventories pose questions about personal habits, attitudes, beliefs, and fantasies. In projective testing, the subject's responses to ambiguous or unstructured situations are assumed to reflect inner reality.
Achievement tests are designed to assess current performance in an academic area and are often used to predict future academic success.
Aptitude tests predict future performance in an area in which a person is not currently trained. Schools, businesses, and government agencies often use aptitude tests when assigning individuals to specific positions.
Intelligence tests measure a person's global capacity to cope with the environment. Test scores are generally known as intelligence quotients, or IQs. In clinics and hospitals, psychological tests may be administered for purposes of diagnosis and planning treatment.
Interpretation of Results
Aptitude and other tests developed by LIMRA are used worldwide and proven to be quite effective. It is however on the job training and motivation that really matters in success or failure of a life insurance agent. The ability of the executives to keep the field force motivated and ticking is of vital importance.
Selection of Insurance Agents
The general image of the agent has been tarnished due to numerous cases of frauds, defalcations and misrepresentation by the untrained or uneducated or irresponsible individuals recruited callously without proper Aptitude Testing and Character Appraisal. The evil of rebating rose to unprecedented levels. The average productivity of the Sales Representatives declined to the lowest ebb
On the other hand many well-educated and
honest individuals that are recruited lose heart and leave the industry
within few months of their induction. Selling is not a place for amateurs.
In this tough economic climate, only well prepared professionals succeed.
Most of the new recruits form a sorry picture of waste and lack of direction
Integrity of the salesman and his willingness to provide after sales service and to work out a solution best suited to his client and his interests are among the common denominators of highly successful sales and marketing executives and other personnel.
Planning and setting goals & targets are stepping stones for the sales work 'in sales your goals must be out of reach but not of out of sight.' Ben Feldman the greatest life insurance salesman who made millions just by selling life insurance stated this. He pursued the goals that were not achievable without extra ordinary efforts. But he never set the goals that were foolishly high. He kept on reviewing his progress and goals. He believed that that you goals must not only for your business, but also for family as well as social and cultural life.
Selection of Motivators
How do you define a powerful personality?
Shah Nawaz Khan, A.C.I.I. (Associate of Chartered Insurance Institute< London retired as General Manager and Executive Director of State Life Insurance Corporation of Pakistan after 30 years service and now publishes electronic newsletter and writes for them. His articles on variety of subjects appear on Internet at http://www.paklink.biz