© Copyright 2013, The Institute for Wealth Planning

The Institute for Wealth Planning

The IWP Mentoring Process

Where is the resistance to change and innovation?

Are the right people on your bus?

Jim Collins in Good to Great discovered if you put the right people on the bus, they would figure out what to do, how, and why.  As we learned from Simon Singer year later, “Why, how, and what” is the communication style and sequence of great leaders and great companies.  Martin Luther King did not have a plan for civil rights - he had a dream.

IBM said, “think”, Apple said, “think different” and The IWP says, “think twice”.  The IWP is a bus with clients and people that enjoy the journey or want off at the next bus stop.

In 2003, LIMRA, asked a prominent think tank to share its lessons learned after twenty years consulting at the top of the insurance and investment industries with the management professionals attending a conference at LIMRA headquarters in Connecticut.

Collaboration was the topic and harmony was the goal.  In any firm, here is the essence of the client-centered roles.  Can you…

Lead and be led?

Manage and be managed?

Serve and be served?

Teach and be taught?

Leaders lead - They start an enterprise or lead one that other leaders founded. With their vision and personality, they create value for everyone involved.  Think Steve Jobs.  The downside is that they spread the firm too thin and get distracted with Founder’s share issues.

Managers manage - They deliver what the leader promised and produce results.  With their sense of mission, they become more efficient over time.  The downside is that they identify with their vocational training and “their clients” instead of the firm.  Think department silos.

Facilitator serve - They take care of clients and people in the firm with a commitment to process and procedures.  They want to treat everyone fairly and with respect.  Think HR and call centers. The downside is they become ut of control bureaucrats and regulators.  Think the IRS.

Educators teach - They transfer ideas, knowledge, and values to create a shared vision and common, disciplined culture.  They integrate the leader’s visions, the manger’s mission, and steward’s purpose. The downside is that they become a lone voice on the bus.  Think twice.

All four roles are essential.  They are always in conflict.  They can work together in harmony.  What is missing is they are not client-centered and they stop listening, learning, and liking each other.