Brian H. Ashe, CLU, President of Brian Ashe and Associates, Ltd., has been in the insurance and investment business since 1969. His work is concentrated in estate conservation, retirement planning, employee benefits and business insurance strategies. He is the Past President of the Million Dollar Round Table, an international organization with more than 39,000 members in 87 countries, is recognized as the premier association of financial professionals. A popular speaker, Brian has addressed groups in 38 states and 14 foreign countries and writes the “Back Page” column for Advisor Today magazine. His articles and comments have appeared in the Wall Street Journal, CBSMarketWatch.com, America On-line, Money Magazine, Redbook magazine, the Chicago Tribune, Crains Chicago Business, Smart Money, Better Homes and Gardens, Life Insurance Selling, the Dallas Morning News , Pittsburg Post-Gazette, the National Underwriter and Life and Health Insurance Sales. Over 60 radio stations and 95 television stations, including CNN, have broadcast interviews with Brian on financial planning matters, both in the United States and around the world. A past Chair of the Life and Health Insurance Foundation for Education, Brian is the president of the Chicago Chapter of the Society of Financial Service Professionals. The father of four children, he resides in Naperville, Illinois.
When you first started your career/business did you feel passion for your work?
Yes, when I first started my career in the financial services business, I felt passion for my work. I had two previous jobs—one writing advertising copy for the Chicago Tribune and one in pharmaceutical sales. Both were kind of unsatisfying because I really wanted a “career” that provided more reward for individual effort. And I also wanted to help people—and my financial services work has met both of those standards and satisfied the passion.
When you first started were you able to visualize your final outcome?
No, I couldn’t visualize the final outcome (And still can’t! And I think that’s a good thing!) We all have so much to learn at the beginning of any enterprise that, while we can have broad, general concepts of where would like to end up, I think anyone who says he can absolutely visualize final results is not being practical or totally honest. And there is some excitement in the “unknown”, that maybe what you thought might be a “limit” to your success fades over time and you surprise yourself with what you can accomplish.
What were you top three obstacles/challenges?
Number one is fear. I think we have to ask ourselves what we would do if we were not afraid. Number two would be goal setting—someone once said a goal is a dream with a deadline. Number three is realizing that most failures are just stepping stones to success.
How did you deal with doubt, fear, and self recrimination?
Sometimes we can best deal with doubt, fear and self recrimination by “borrowing a life”. Look at the experiences of other people in similar circumstances. Most have encountered the same problems we have. Borrow their experience—and their confidence that, if you do enough of the right things, good results will eventually be produced.
Did you feel that the traditional male dominated workplace affected you at all? If so, what did you do about it?
I probably did. But I didn’t feel that I had any advantage. The fact of the matter is that business is tough, no matter your gender, your age or your product. I think admitting that—that business is tough—and just “getting on with it” is more instructive and helps us get away from “excuses” we may make to ourselves for not achieving the results we hoped for.
Did you have mentors?
I have had mentors my whole life. Someone once said that “we stand on the shoulders of giants” and, in my business, there were certainly icons who were kind enough to share their time and ideas with me. I was also fortunate enough to be asked to help begin a mentoring program at the Million Dollar Round Table which has had over 8,000 enrollees. So, I’m a believer!
Do you feel you were traditional in terms of your steps to your Optimal Level? If yes, if no, please explain.
I think I have been pretty traditional in that I have believed in continuing education, joining professional associations, trying to “give back” to my industry and not being a “maverick”. Some folks aren’t “joiners”. I am and it has served me well, I think, in nurturing many wonderful relationships.
As you look back, what is the one thing you wish you knew when you started?
I wish I had started this career right out of college. I think I wasted a couple years doing something else. I should have been more open to the opportunity but I, initially, wrote it off as a consideration. Now I have done it for 40 years!
Any regrets?
The regrets of youth. I was probably not as focused as I could have been in my 20’s.
Do you believe luck had something to do with your rise to where you are now? Do you feel you paid a price to be as successful as you are now?
I believe luck is opportunity meeting hard work. We all pay a price for success with our health and our time, sometimes our marriages, our relationships with friends, family, etc. You have to be careful you understand what you’re getting for the price you have paid.
What is the best piece of advice you have for others on their way to their Optimal Level?
Never give up. Failure is just a stepping stone to success. Don’t be afraid to try something or to ask someone to help you.
Do you have any other tips for career or business men and women?
The biggest mistake is that people are afraid. They are afraid to try something, to ask for business, to ask for help. What’s the worst that can happen? The person you ask says “no”—that’s all. If you never ask the question, the answer is always “no” anyhow, so why not ask the question?
What do you think is the biggest mistake career/business men and women make?
Join associations of other like minded folks and give of yourself. You will always get back more than you give and you will make the business/social/government environment better for everyone. If good people don’t stand up and step up for the things they believe in, bad things are guaranteed to happen. Make a difference.
Do you have any other tips for career or business women?
