#020: Five Leadership Lessons I Learned From Aflac Founder, Mr. Paul Amos [Podcast]

This podcast episode is dedicated to Mr. Paul Amos.

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Mr. Paul, as the Aflac nation calls him, passed away yesterday, July 3rd from complications related to Parkinson’s disease in Columbus, Georgia. He was 88.  Mr. Paul was one of the 3 brothers that founded Aflac together in 1955.  As many of you know, I started my Voluntary Benefits career with Aflac and even though I now lead a sales team for Aflac’s biggest competitor, Colonial Life, I have absolutely no ill will towards Aflac and treasure my time there greatly.  Just like any carrier, they have their strengths and weaknesses.  One of their greatest strengths has traditionally been a great senior management team.  This legacy was started by Mr. Paul and his two brothers.  It was something he was very proud of.

I had the opportunity to meet and learn from Mr. Paul on several occasions during my time with Aflac. Mr. Paul’s example and words have impacted my life and career in many ways. In today’s episode I want to share with you five great leadership lessons that I have learned through those interactions.

#019: Joe Buzzello Interviews Tim Martin – About Disturbing Questions [Podcast]

In today’s podcast, previous Success Is Voluntary guest, Joe Buzzello sits down with new author Tim Martin to ask him about his just released eBook Disturbing Questions. Spoiler Alert: At the end of the interview, Joe gives the book his full endorsement.


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During the interview Tim and Joe talk about the following:

  • Why all the logic in the world doesn’t matter to the business owner/Decision Maker.
  • Moving the Decision Maker from a logical decision to an emotional decision.
  • How to get the Decision Maker uncomfortable.
  • Why so many salespeople leave the business.
  • Why Tim wrote the book.
  • Just because there is no reason for the Decision Maker to say no, doesn’t mean that there is enough reason to say yes.
  • Why a quick no is critical to get from the Decision Maker.
  • What you must do to get the Decision Maker to take you seriously.
  • Why being a people pleaser is the best way to lose the business.
  • How to get the Decision Maker to take you seriously.
  • When it is ok to make the Decision Maker mad at you.
  • What the risks are when we make the Decision Maker mad and why we do it anyway.
  • How the Decision Maker lives a different life-style than their employees and why we must remind them of that fact.
  • Why “Maybe” kills most sales people.
  • When it is ok to walk away from a potential client.
  • Why Joe wants to get out and run some Decision Maker appointments.
  • How to purchase the book.

If you are interested in purchasing the book Disturbing Questions just click here.Buy Now Orange


#018: Readitfor.me Founder and President – Steve Cunningham Interview [Podcast]

I am so excited to introduce you to my guest today! Steve Cunningham has created one of the most innovative personal growth platforms I have ever seen. (If you are reading this by email, just click on Steve’s picture to listen.)

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Many of you know that I am a huge proponent of self-development. Reading is a huge part of my development plan and I average about a book a week.  Even at that pace, I can’t possibly keep up with all the business books that are published every year. That is why I have also subscribed to a couple of executive book summary services over the years.

#017: Why Brokers Are Excited About Voluntary Benefits – Chris Della Sala Interview [Podcast]

Chris Della Sala is the Regional Broker Development Manager for Colonial Life. He oversees the broker sales and marketing for the Southwest Region. Chris has worked as a sales rep for a Third Party Administrator (TPA), been a major medical broker, and worked in sales non-stop since graduating from the University of Texas with a degree in Micro Biology. Yes, you read that right. He is one of the brightest guys you are ever going to meet, inside or out of the insurance industry.

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If you are reading this in your email just click here to listen.During our time together Chris and I talked about the following:

#016: Marketing By Engaging People Around You – Michael Beck Interview [Podcast]

Michael Beck and I have know each other for about a decade. I have invested in several of Michael’s coaching programs and webinars. When I decided to launch www.successisvoluntary.com and this podcast, Michael is one of the first people I thought of to bring on as a guest.

Beck Headshot

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Michael’s career has been incredibly varied. He holds an MBA in finance from the Wharton School of Business as well as a Masters in Structural Engineering from the University of Pennsylvinia. He has worked as a structural engineer, director of a law firm, restauranteur, overseas franchise development specialist, insurance agent, executive coach, and market strategist. Michael has consulted with numerous large organizations and coached executives at the highest level.

Michael started coaching about 14 years ago and spent his first 10 years coaching almost exclusively in the insurance industry. He mentioned that the reason he got into leadership coaching was that he saw a plethora of poor managers and leaders. He wanted to make a positive difference.

#015: No Use For Reasonable – Heath Oakes Interview Part 2 [Podcast]

This is part two of the two part interview with Heath Oakes.

If you missed part one, please go here to listen: PART ONE

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Part Two

In today’s episode Heath and I talk about the following:

  • Setting expectations.
  • Opening groups.
  • Why Heath does what he does.
  • Why Heath believes that this is a great career for someone who is young.
  • Your success is based upon your results.
  • You don’t have to wait 10 years for someone to die or retire to get promoted.
  • You can get where you want when you want.
  • How to stay relevant with a middle-age business man when you are young.

 Heath also gave great advice for younger people wanting to begin their career in the insurance industry.

  • Wear a suit.
  • Be more knowledgeable than your fellow reps.
  • Work hard when all your friends are out partying.
  • Study your product and sales techniques.
  • Be honest. If you don’t know the answer, just say, “I don’t know and then go get them the answer.
  • Younger age can be a help due to the unfortunate fact that many people view the younger generation as lazy. By hustling, you stand out!
  • Zig Ziglar quote: “Discipline yourself to do the things you need to do when you need to do them, and the day will come when you will be able to do the things you want to do when you want to do them.”
  • The importance of getting rid of the word realistic from your vocabulary.



Where to find Heath

You can find Heath on Linkedin here: linkedin

Heath blogs at http://www.heathoakes.com/