Remembering Dick and Myra Larkin - National Association of ...

agent issuesAccentuating the Positive…The Exclusivefocus Interview withagent Bill GoughExclusivefocus magazine and our newsletters,DirectExpress and Agent Informer,are the primary sources of job-relatednews and information for many, if notmost, Allstate agency owners and staff.We believe it is our obligation to theagents of Allstate to publish truthful andnewsworthy articles and opinions, positiveor negative, about our company. We alsobelieve it is our responsibility to provideour readers with thoughtful analyses ofcompany programs and how they impactagency owners. Such is the case with ourprevious coverage on the Canadian Experiment,the independent contractor vs.employee controversy, Expected Resultsand now the ALI, none of which wouldbe considered “positive” by most agents.But if NAPAA didn’t raise these issues,who would? If you stop and think aboutit, if we hadn’t broken the story about theCanadian Experiment, how much wouldagents know about it today?The fact is, we’ve published lots ofpositive articles, including those on technology,motivation, growth strategies,BOB financing, business tips, lead generationand more. And in this issue of Exclusivefocus,we are introducing the first ina series of interviews with award-winningagents and other successful business owners.We expect that these interviews willbe both positive and informative.Our first interview is with Allstateagent and entrepreneur, Bill Gough.During his 25 year career, Bill hasbeen the recipient of many companyawards and accolades. Following aresome of his accomplishments: Rookie ofthe Year, Honor Ring 19 times, Leader’sForum 17 times, Chairman’s Conference12 times, Inner Circle 5 times, NationalChampions 4 times, Alabama Agent ofthe Year twice and numerous other Regional,Territorial and Market awards.Bill was a charter member of the NABwhere he served from 2004-2008 and hasserved on both the Southeast RegionalAdvisory Board and the Alabama StateAdvisory Boards. He owns three Allstateagencies in Alabama.You would be hard-pressed to findsomeone more uplifting or positive thanBill Gough. We are pleased to bring youthe following interview with one of Allstate’sfinest agents:Exclusivefocus: Looking over youraward history, you’ve had an impressive careerat Allstate. How do you manage to keepearning top awards year after year?Bill Gough: It’s like a club; once youget a taste for it, you want more. To bearound the best in a Fortune 500 company– WOW – that motivates me. Andas for RFG, the challenge is greater nowthan ever before.Exclusivefocus: You’ve spent more than25 years with Allstate. You have seen unprecedentedand constant change duringyour career, yet you seem to have taken itall in stride, adapting to new circumstanceswhenever warranted. Is it your philosophyto always play the hand you’re dealt, eventhough the rules of the game keep changing?Bill Gough: I have never been oneto moan and groan a lot. Emphasis ona lot! My parents taught me early in lifethat I am not entitled to anything in thislife, and that I’d be much better off meetingchange in a positive way. They alsotaught me to concentrate on the thingsin life I can control and not waste a lot oftime and energy on those things which Ihad little or no control over.Exclusivefocus: Your marketing techniquescontinue to evolve. It would appearthat you try very hard to find new ways topromote your agency. Other than the company’sLeaders Forums, where do you come upwith new ideas?Bill Gough: I study marketing andhave gone to about five conferences andmastermind meetings each year for thepast five years. Lots of very smart businesspeople attend these conferences.I started or improved other businesseswith these great learning experiences.Exclusivefocus: Let’s talk a little bitabout attitude. To others, you project the imageof someone who views life from a “glasshalf full” perspective and one who looks for asilver lining even under dire circumstances.Do you think this approach has helped inyour business and personal life?Bill Gough: At the end of the day itall comes down to attitude. I’ve tried es-Summer 2009 Exclusivefocus — 29