Whether you are a sales professional, a solopreneur or an established leader leading a team, one of the areas we all consistently need to grow in is leadership. We are all leading - first ourselves, then others whether that’s in the sales process or to join us in our companies. This is an area I’m always wanting to grow in myself, and I’m super excited to bring you a true expert on this topic to the show today.

Mark Williams is the President and CEO of Brokers International, one of the industry’s largest field marketing organizations — providing annuity and life insurance solutions to independent insurance and financial professionals across the nation.

Mark has a proven track record driving transformation, having helped transform companies such as Allianz, The Hartford, and GamePlan from the inside out.

Currently, Mark is focused on the future of the insurance industry: from the disruptions of InsurTech and robo-advisors to the changing demographics and needs of customers. He also is an avid mentor helping financial professionals navigate the industry.

Mark is the author of Lead, Don’t Manage: 12 Lessons in Creating a Leadership Culture Based on Core Values, which we dive into more in this conversation.

[2:59] - Whether you are in finance or not, the principles that Mark shares can apply to anyone.

[4:41] - In a society that glorifies hustle and burnt out, Mark explains what inspired him to change his mindset.

[6:20] - Give it all you’ve got, but you don’t have to work for every minute of the day.

[8:19] - Working hard does not mean you are working smart.

[10:09] - Prioritize what you are doing when you are doing it and make sure the tasks you are working on are important.

[12:06] - At the end of the day, results matter. But challenge your boss to do it your way and see what your results are.

[15:24] - Mark believes that clients and employees are different today than they have been in the past. They’re more open to authenticity.

[17:10] - Branding is important, but it’s not your logo. It is what people say about you when you’re not in the room.

[21:50] - LinkedIn seems like an audience that only wants business professionals. But people are interested in real people.

[23:18] - What is the difference between traditional leadership and transformational leadership?

[27:02] - As a leader, understanding the things that employees are going through is crucial.

[28:23] - Lots of good salespeople are not good managers. Be brutally honest with yourself.

[33:40] - There’s a balance that needs to be found in leadership. One of the toughest things to do in leadership is being a “bad guy.”

[36:02] - The conversations you are most fearful of might be some of the best conversations you’ll ever have.

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Lead, Don’t Manage: 12 Lessons in Creating a Leadership Culture Based on
Core Values by Mark Williams