A True Story of Relentless Work Ethic by Robert J. Smith, MFA
The world divides people into two groups. One group makes excuses. The other group produces results. Robert J. Smith belongs to the second group. He started his career as a blue-collar worker changing oil in Michigan. He holds a five-decades old record that no one has come close to breaking. He completed more oil changes in one day, one week, and one month than any person in history. That work ethic did not disappear when he moved to the boardroom. It propelled him to achieve something extraordinary. He earned 48-months of professional credentials in only 13-months while working in Advanced Markets with The John Hancock Companies. This blog shares his adventure and explains why authority is the foundation of record-breaking sales.
The Moment That Everything Changed
Robert J. Smith began his career in financial services as a young advisor in metro Detroit. He wanted to serve executives from Ford, Chrysler, and General Motors. But those executives would not take his meetings when he started at an early age. They had more life experience. They had handled their own finances longer than he had been alive. They did not trust a young advisor with their money.
Robert J. Smith felt frustrated. He had a family to feed. He needed to close sales. He went to his general agent for advice. The general agent gave him a simple answer. “Earn your Chartered Life Underwriter (CLU) designation and your Chartered Financial Consultant (ChFC) designation at The American College. As soon as those executives understand that you know more about how money works than they ever will, they will meet with you and they will listen to you.”
The Challenge of 48-Months of Academic Work
The CLU and ChFC programs required 13 courses each. Completing both programs normally takes 48 months, and 60-months are allowed for completion. Most advisors took four years to finish. They studied part-time while working full-time. Robert J. Smith did not have four years to waste. He needed authority immediately. He decided to complete both programs in record time and knocked out a course a month, every month, instead of the standard pace of one course per quarter.
He studied every waking hour. He read textbooks between client meetings. He reviewed materials late into the night. He sacrificed sleep, weekends, and holidays. His family supported him through this intense period. His wife and newborn child needed him to succeed. He could not fail.
Achieving the Impossible in Only 13 Months
Robert J. Smith completed the 48-months of coursework in only 13-months. He did not just pass the courses. He mastered the material. He earned his CLU and ChFC designations faster than anyone at his legendary company had ever done. His CEO sent him a letter of commendation for smashing the company record. Smith set that record in 1992, and it still stands today.
But Robert J. Smith did not chase the record. He chased authority. He needed those credentials to get appointments and close sales. The strategy worked exactly as his general agent predicted. The Ford, Chrysler, and General Motors executives started taking his meetings. They saw his designations and recognized their expertise. They listened to his advice. They became his clients.
In his book Everything You Always Wanted to Know About Increasing Business, Robert J. Smith shares this story to teach a vital lesson. Authority is not optional. Authority sells better than every other factor in the marketing and sales process.
Why Authority Is the Foundation of All Sales
People buy from experts. We trust people who know more than they do. We refer business to professionals with credentials and proven results. Without authority, you will always struggle to close sales. With authority, prospects come to you pre-sold on your value.
Robert J. Smith explains the authority principle in detail in his book. Authority is one of the seven principles of influence from Dr. Robert Cialdini. When you present yourself as an expert, people naturally follow your recommendations. They do not question your advice. They assume you know best. When you do your job properly and in the best interests of your clients, you do your best.
However, authority never comes from pretending. Authority comes from real expertise. You must earn it. You must display it. You must prove it. Robert J. Smith earned his authority through 13-months of intense study. He displays his credentials as CLU, ChFC, and MFA on his website and LinkedIn profile. He has earned many other degrees and designations, yet he does not display them, only because he finds no need to overwhelm anyone. The bottom line is simply that he knows his stuff, and he exhibits that he does on a daily basis. He proves his authority through his media appearances, his #1 Best Selling books, and most importantly, his client results.
How Any Professional Can Build Credibility Faster Than Their Competition
You do not need to spend 48-months on credentials. You do not need to break records. You do need a plan. Robert J. Smith offers a simple three-step method in Everything You Always Wanted to Know About Increasing Business.
First, identify the credentials that matter most in your industry. Ask your mentors and successful peers. Do not waste time on certificates that no one respects. Focus on designations that signal real expertise.
Second, create an accelerated schedule. Break down the requirements into weekly tasks. Protect your study time like a client meeting. Do not let distractions steal your focus. Robert J. Smith treated his coursework as his highest priority, as his knowledge of his profession formed the foundation of his work. This is the same for any driven professional.
Third, apply what you learn immediately. Do not wait until you finish the program. Use each new concept with your current clients. This reinforces your learning and builds your confidence. Your clients will notice your growing expertise.
The Lifelong Return on Investment
Robert J. Smith earned his credentials decades ago. He still uses them every day. The letters after his name open doors that would otherwise stay closed. They signal to prospects that he belongs in the boardroom. They remind clients that they chose a true expert.
The same can happen for you. Authority compounds over time. Every credential you earn adds to your reputation. Every year you practice your craft adds to your credibility. Start building your authority today. Do not wait for permission. Do not wait for the perfect moment. Follow Robert J. Smith’s example of a relentless work ethic.
The Bottom-Line
Robert J. Smith transformed himself from a blue-collar “grease monkey” into a top one-percent financial advisor and a respected author. He did not take shortcuts. He earned his place through hard work and smart strategy. His book Everything You Always Wanted to Know About Increasing Business teaches you the same principles that made him successful. Authority is the foundation of all sales. Build your authority now. Your competition will not know what hit them.
Read Everything You Always Wanted to Know About Increasing Business by Robert J. Smith, MFA. Learn how to build your authority and increase your sales. Start your adventure from wherever you are today. Purchase your copy from Amazon or your preferred bookseller now.