Greg Gaines
The Legacy of a Leader
When the team becomes a family
A leader is one who knows the way,
goes the way,
and shows the way
~John Maxwell
In 2007, I was a fresh recruit reporting for duty at State Farm. I think I had been in the field 2- minutes before being thrown in front of an agent meeting at the Tampa AFO (Agency Field Office).
I didn’t have time to research the products yet, but the leadership didn’t care. They figured this guy, who was a former New York Life agent, would have something to say about life insurance.
That’s where I met Maria Maranda.
I was a training specialist, and eventually, she invited me to address her team in a team meeting.
Fast forward a few years, and I’m working in a different territory. I’m now one of 7 amazing FSAs (Field Sales Associates) in Florida, the number 1 group in the company. Out of the blue, I was invited to speak at the Florida Chairman’s Circle Study group.
Eventually, they asked me to become a full member of the Chairman’s Circle Study Group as an FSA. That had never happened before or since in Florida. What an honor. It was Maria who delivered the invitation.
In January 2020, Maria hired me to do my workshop for her entire team. Then COVID-19 hit us all. Fast Start was a complete bust, and Maria was now concerned about the year.
We aren’t writing!
Like many other teams, they were gripped with fear due to the pandemic. She asked me to coach the team.
Instead of bombarding them with slick word tracks. We exposed their thinking. We changed the narrative, which led to a shift in the mindset. Then, this team, who were dead in the water, got up from the mat and ran straight to Chairman’s Circle. They even qualified early. What a comeback story!
The best way to predict the future
is to create it.
~Peter Drucker
Maria loves her team like family and cares enough to invest in their development.
She and I were partners.
Now that you have some history let’s talk about her legacy.
After more than 30 years, Maria is retiring from the farm. She’s been a consistent Chairman Circle agent for years.
She went above and beyond to help team members who want to stay in the business land well in 2024.
They held their last team meeting last week. I wish that I could’ve been there in person, but I spoke virtually for about 10 minutes to open the meeting before getting off the stage. It was my love letter to them. This is Maria’s love letter back.
Greg,
Thank you for taking the time to meet with my team for one final time yesterday morning.
They were so touched and overwhelmed. Your message was so powerful. After you left, they were all emotional, and some with tears.
I want to thank you for the years of coaching my team and me.
You helped me to get to another level on the agency side. But even more important is the difference you made in my team members’ lives.
You did not just coach us on life insurance, but you coached us on life.
You coached on attitude. You coached us on taking care of ourselves mentally and making sure that we were always working toward improving ourselves.
You coached us on faith. You coached us on serving others. I can only imagine what the world could be if everyone had those lessons.
My team is going on to the next chapter in their lives with more confidence and knowledge because of the work you and I have done as a team! Now it’s time for you to take “just one more” agent onto the platform!!!
I love you, and may God Bless you and I’m always a text or phone call away!
~Maria Maranda
I was emotional, too. I’ve warned Maria and her team that if they see a bald black man behind them, it’s just me missing them.
Great agent and an incredible team!
For more stories, find me here: https://www.teamsalescoach.com/blog/
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