It’s a beautiful spring day, in South Louisiana. An up-and-coming young man just celebrated his second full year as an insurance agent, earning the first-place spot, out of a field of twenty-five associates, finishing third in the State, and eleventh from a field of forty-five hundred company wide. Life was good…but at what cost.
That Thursday, he arrived at the office at four o’clock, planning to close out his sales numbers for the week so he can spend a leisurely evening with his family. His average commission goal was $850 a week; this week he had about $1600 in sales. It was a good week. He was confident that he would be on top of Leader Board in the morning. “Board Call” was a weekly routine, where each producer verbally reported, in front of their peers and the management team, their submitted sales commissions for the week.
Oddly, he was not alone at the office, another associate was there as well, and he too was floating on cloud nine. Jimmy was normally very subdued, even mousey at times, and rarely enthusiastic; being one of the agency’s consistent low producers. He seemed to be a bad fit for the position, and many in the office believed he wouldn’t make it to his third anniversary but, at least for today, he was whistling and smiling like he just won the lottery.
“Jimmy, why are you so happy?”
“I had a great week. I think I might actually beat you and might even be number one for board call tomorrow.”
Surprised, I said, “It’s nice that you think that, but the week is not over until tomorrow morning. How much do you have?”
Not able to contain himself, “I have four apps for a total of $2,010 in commissions! What do you have?”
“Let’s just say, I have enough. I got run. See you in the morning, Jimmy.”
Sitting in his car, he was devastated. Speaking to himself, “There is no way Jimmy will beat me for the week.” Not having any appointments scheduled the rest of the day, he takes out his planner and starts making a list of potential prospects he could go see that afternoon. He did not like dropping in on someone unannounced, but this was an emergency. He had to find $500 in commissions before he calls it a day and he would work as late as needed to make it happen.
The following morning Jimmy was again extra happy, and stayed that way, until the top agent called out his commissions for the week. Looking at Jimmy, the man stood up and said, “Seven apps for $2,220 in commissions.” He did it, he was once again the number one agent for the week and most importantly, he out produced Jimmy.
Jimmy was mortified that he lost, even though he was number two for the week, he melted in his chair. Three months later, he gave his resignation.
That was about forty years ago, and that day still haunts me. If you haven’t already guessed, I was that cocky, self-absorbed agent. Since then, I have changed greatly and thankfully, I am not the same person I was back then.
Many times, I have questioned whether my actions, driven by my selfish pride, caused Jimmy to fail.
Why didn’t I let him have that one moment of glory?
Was I responsible for his poor self-esteem?
Why didn’t I offer to work with him?
Jimmy left the insurance business and found work at an office supply company. Shortly after that event, people came into my life who would become great mentors of mine. They began teaching me how to be the best version of myself. Because of their influence, I did make amends with Jimmy, apologizing to him for the way I acted and how I treated him. Through the years, I lost track of Jimmy. I don’t know what became of him, but I do know, that I still regret hurting him.
Thankfully, I now look for every opportunity to lift people up, not tear them down, while trying very hard to place other’s needs before my own. I just wish I had learned this lesson earlier.
If this is my last post, I want all to know there was only one purpose for all that I have written; to have made a positive difference in the lives of others. Anthony “Tony” Boquet, the author of “The Bloodline of Wisdom, The Awakening of a Modern Solutionary”