Published by Danielle Creswell on April 13th, 2021

It’s an old (but true!) saying that “people buy from people”. Relationships are key to sales success, but more than that, they’re key to personal success too. Or, to put that more plainly, cultivating relationships will make you more successful and more fulfilled in your work.

As I look back on my career and to my future here at Trustmark, it’s hard not reflect on how I’ve been shaped by my interactions with clients and colleagues. So, I thought I’d take a look at my past, present and future to share with you a little bit about what the people I’ve worked with have taught me. In doing so, maybe I can help illustrate why you need the right relationships and what you can learn from them. Hey, it worked for Dickens in A Christmas Carol, so I figured I’d give it a shot too! 



Past – A give and take

Like many I’ve spoken to in the insurance industry, I didn’t set out on my career path with the goal of working in insurance. I was exploring other options, trying different things and looking for the right fit. But, a friend recommended an entry level role in insurance and I took them up on the advice. My career insurance was off and running.

The big take away from me here was listening. Granted, I was only just starting out, but my career in insurance started because I listened to a friend. It started because I had that personal relationship and understood the value of listening – a lesson that still resonates with me today.

Present – Openness leads to success

My philosophy is to treat my partners at work as if they are my friends (and a lot of the time, they are!). I try to be responsive, helpful and caring throughout every step of the sales process from the initial conversation about client needs/wants to after the sale is complete. I always want to be in touch and on point with continued support. That’s what you’d do for a friend and, so, it’s what you do for a business partner too.

As I grew into my role and into the place where I am today, I really learned the importance of cultivating these close relationships that feel like friendships. Doing so allows for open communication. You have to have that to tackle the daily challenges of the world of voluntary benefits and to respond to client needs - in good times and in bad. What success I’ve had in the voluntary world comes from close relationships, responsive communication and keeping that open channel of communication, just like you would with any other close relationship.

Future – Sometimes, you have to evolve

As I start in my new role here at Trustmark, it’s an opportunity for new things: new partnerships, new products, new challenges to solve. I’ve found a great fit with a company that understands the value of relationships. But my new role is, for me, a reminder and a lesson that we all have to be able to evolve. In the world of voluntary benefits, things change quickly, so you always have to be on the lookout for new solutions, new ideas and new ways to deliver the best benefit solutions for your clients.

The voluntary industry can be incredibly rewarding. I have the opportunity to support and consult brokers, clients and their employees on the benefits of extra financial protection and offer a sense of security in times of need. I like to say voluntary benefits are like “car insurance for your body.” No one expects to get into a car accident the minute they put the car in drive, just as no one expects to get sick or go to the hospital. These benefits offer a level of protection that if something were to occur, there are programs that will help cover potentially the most devastating outcome of an accident/illness with financial loss. 

But, to be able to deliver that protection you have to have the right connections, the right attitude and learn the right lessons for success. I’m excited about the opportunity to bring all of that (and more) to the relationships I’ll build here at Trustmark.