經營的原則

By Jim Langley

經營的原則

幾年前,因為服務滿25年,我參加公司表揚大會,有機會在四十個保險經紀人之前,分享自工作的原則。我提出了一些個人的經驗,告訴他們我的原則很簡單但是很重要: 親自到場、努力求知、保持紀律、堅持到底、始終如一、熱心服務、正面積極以及親近主。

我告訴他們無論從事甚麼職業,這些原則都能應用在個人和工作上。這些年來,我從客戶身上學到更多銷售和服務上的原則,以下讓我仔細說明:

親自到場。 我遵守約翰福音13章33-34節中,耶穌給他門徒的話:「彼此相愛」把客戶的需求擺到自己的需求之前。當我遵守這個誡命時,我更加地看重自己的工作並且養成了強烈希望幫助別人的慾望,也跟上這個時代的需求。

勤奮求知。我必須要持續地學習新知,包括保險法的變更以及新的保險商品,以符合顧客的需要。聖經的一段經文提醒了我:「無論做甚麼,都要從心裏做,像是給主做的,不是給人做的,因你們知道從主那裏必得基業為賞賜;你們所事奉的乃是主基督。」(歌羅西書3章23-24節) 這段經文提醒了我自己必須要保持吸收新知識。

保持紀律。堅持原則,只和可信任的公司做生意。箴言1章7節提醒我們: 「敬畏耶和華是知識的開端;愚妄人藐視智慧和訓誨。 」我的客戶希望我是聰明的,能夠給他們和他們的投資聰明的建議而不是愚昧的建議。

堅持到底、始終如一。我知道每一個拒絕都是通往下一個成功的墊腳石。在聖經中的雅各書第1章12節當中,神鼓勵我們: 「忍受試探的人是有福的,因為他經過試驗以後,必得生命的冠冕;這是 主應許給那些愛他之人的。」 (雅各書1章12節) 我把自己的工作當成事奉,我知道用工作榮耀神是祂所喜悅的。

熱心服務。我把顧客的需要放在自己的個人享樂之上。以弗所書6章7節教導我們:「甘心事奉,好像服事主,不像服事人。」因為我們知道無論是奴隸或自由之身,神會獎賞行善的人。我把自己看成是客戶的僕人,也把自己看成是神的僕人。

正面積極 。盡可能跟正面積極的人來往。希伯來書10章24-25節提醒我們:「又要彼此相顧,激發愛心,勉勵行善。你們不可停止聚會,好像那些停止慣了的人,倒要彼此勸勉,既知道( – 原文是看見)那日子臨近,就更當如此。」這個世界上充滿負面消息,我們必須把自己浸泡在正面積極的思想和行為當中來對抗負面以及那些會產生不良後果的行為上。

親近神 (最重要)。我需要知道自己生命的意義以及神掌權。神能夠給我們平安: 「應當一無掛慮,只要凡事藉椾禱告、祈求,和感謝,將你們所要的告訴上帝。上帝所賜、出人意外的平安必在基督耶穌裏保守你們的心懷意念。」(腓立比書4章6-7節) 平安能夠幫助我更加親近神,並且在生活上有狀況的時候,我更能仰望他,無論是工作、家庭或是其他私人的領域上。

我相信這七個原則能夠實際應用的我們日常生活上,也能幫助耶穌在我們身上做成的善工。因為祂承諾只要我們盡力服事祂和我們的客戶,他會當我們的榜樣和導師,幫助我們面對一切的困難。

©2017 Jim Langley1983年起就是紐約人壽保險的保險經紀人,他同時也是美國加州聖塔巴巴拉市CBMC活躍的會員。他的網站fourthquarterstrategies.com.

省思問題討論

在工作上,你是否也有每天都在使用的工作守則?如果有,是哪些原則?你如何運用他們? 在文章當中,作者所提到的七個原則中,哪一個對你來說最重要? 其中有第一次看到的新想法嗎?哪些和你的工作原則一樣? 你覺得要經營生意或是過好每天的生活,原則是必要的嗎? 在這篇文章中提到的七個原則當中,你覺得有不大認同的嗎?或者你自己有其他不錯的原則?分享你的答案。

備註: 如果你手上有聖經,希望知道更多與這個主題相關的經文請參考:箴言1章1-7節;約翰福音13章33-34節;哥林多前書10章31節;歌羅西書3章17節; 帖撒羅尼迦前書4章9-12節

PRINCIPLES FOR RUNNING YOUR BUSINESS

By Jim Langley

A few years back, I had the opportunity to share my broad business goals with approximately 40 insurance agents when I was honored by my company for 25 years of service with our company. I offered some words from personal experience, explaining the goals I have followed are simple and yet profound: Be there; be studious; be disciplined; be persistent and consistent; be service-minded; be positive; and be near God.

I told them that I believe these goals can be applied regardless of what direction a person takes in business and life. Over the years I have come to a better understanding of what works and does not work in selling to and servicing my clients. Let me elaborate:

Be there. For my clients, I need to follow the words Jesus gave to His disciples in John 13:33-34: “Love one another” and place the needs of our clients before our own needs. When I follow this command, I take my work much more seriously and develop a strong desire to help others as well as I can in a timely fashion.

Be studious. I need to continually keep up with changes in insurance laws and available products to best accommodate my clients” needs. One of my life verses reminds me, “Whatever you do, work at it with all your heart, as working for the Lord, not for men, since you know that you will receive an inheritance from the Lord as a reward” (Colossians 3:23-24) This is all the reminder I need to remain on the cutting edge of my profession.

Be disciplined. I must stick to viable systems and only work with companies I know I can trust. Proverbs 1:7 reminds us, “The fear of the Lord is the beginning of all knowledge, but fools despise wisdom and discipline.” My clients want me to be wise in my recommendations and not act foolishly with their investments and well-being.

Be persistent and consistent. I must understand the value of every “No,” and persevere to earn the next “Yes” as I meet with prospects. In James 1:12 we are encouraged, “Blessed is the man who perseveres under trial, because when he has stood the test, he will receive the crown of life that God has promised to those who love him.” I consider my business a part of serving God; I know He is pleased when I honor Him in my work.

Be service-minded. I must always place the needs of others above personal gratification. Ephesians 6:7 instructs us, “Serve wholeheartedly, as if you were serving the Lord, not men, because you know that the Lord will reward everyone for whatever good he does, whether he is slave or free.” I consider myself a servant to each of my clients, but even more, I am a servant to my Lord.

Be positive. I need to “hang around” other positive people as much as possible. Hebrews 10:24-25 reminds us, “And let us consider how we may spur one another on toward love and good deeds. Let us not give up meeting together, as some are in the habit of doing, but let us encourage one another – and all the more as you see the Day approaching.” With so much negativity in this world, we need to immerse ourselves in positive thinking and behavior to ward off the negative, counterproductive behavior that is so prevalent.

Be near God (most important). I need to clearly understand my purpose in life and be reminded who is really in charge. God can provide us with a peace “which transcends all understanding,” proclaimed by the apostle Paul in Philippians 4:6-7. This helps me remain close to Him and always look to Him as I deal with circumstances in life, whether it involves my business, family, or other areas of my personal life.

I believe these seven broad goals can serve anyone well in life, but the catalyst that makes it all work is Jesus Christ. He offers to be our example and coach as we do our best to serve Him and our clients, and deal with all that He places in our path.

© 2017. Jim Langley has been an agent with New York Life since 1983 and an active member of CBMC of Santa Barbara, California, U.S.A. since 1987. His website fourthquarterstrategies.com.

Reflection/Discussion Questions

Do you have business goals that guide your approach to work each day? If so, what are they – and how do you use them? Which of the goals cited by Mr. Langley seems most meaningful or significant to you? Is this a new idea for you, or does it relate to goals or principles you are currently following in your work? Why do you think goals are necessary, whether for establishing and building a business, or for simply going about our everyday lives? Do you disagree with any of the seven goals listed? Or would you suggest adding any other goals to this list? Explain your answer.

NOTE: If you have a Bible and would like to read more about this subject, consider the following passages: Proverbs 1:1-7; John 13:33-34; 1 Corinthians 10:31; Colossians 3:17; 1 Thessalonians 4:9-12

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