Today we’d like to introduce you to Tom Baker.
Thanks for sharing your story with us Tom. So, let’s start at the beginning and we can move on from there.
I began my adult career in the 1970s in retail management, including managing and owning women’s shoe stores. I learned a lot about people and management that I continue to use every day. One of the most significant thing I learned is that people tend to become who we expect them to become. This became the foundation for everything I have achieved in life.
After over 15 years in retail, I transitioned to marriage and family counseling. My wife and traveled the country hosting marriage and parenting seminars as well as relationship workshops. We had the privilege of working with some of the largest churches in Dallas and also hosted a live call in radio show on Dallas radio. The time in ministry continued to be a learning experience about relationships and empowering people to set a course for their life rather than settling for taking every day as it comes.
About 15 years ago, I had the opportunity of working with my brother in the insurance industry which led to the creation of Catalyst Systems. I found that everything I learned in retail and counseling applied to the needs of agency owners and their staff. Many agency owners understand something about management but very little about leadership. This is something I also had to learn along the way.
People need, and deserve, purpose, empowerment and recognition. These are qualities I built into Catalyst.
Catalyst Systems began in January 2009 with my son-in-law. Our purpose was to create a talent management system – Symphony.
Business owners are much like orchestra conductors. A conductor does not play in instrument. The actually don’t even make a sound, which is the purpose of the orchestra. According to Benjamin Zander who is conductor of the Boston Philharmonic Orchestra, “A conductor gains their power by empowering their musicians. The way they know if they have succeeded is by the light in the eyes of their people.”
Symphony is a true talent management system that empowers business owners to align staff compensation with how their organization does business. Staff even have the option to participate in revenue sharing in which they make more money when the business makes more money. Symphony is uniquely positioned to offer employees the objective target for success they deserve as well as provide owners with the objective measurement so they know what they are paying for in staff compensation.
We have seen compensation increase an average of 10% every year for employees in Symphony agencies. One individual actually doubled their income in five years – which is incredible!
Symphony continues to make a place in the insurance industry for a talent management system. One of the most exciting results is the most unique leadership philosophy an business owner can ask for.
Imagine telling your staff that as of today – No one has to come to work. Now has to do their job. In fact, no one has to do anything! In other words, owners make staff responsible for their future by providing the recognition and resources they need for success.
This strategy works because employees are offered two doors.
Door #1 has more money, less stress, greater satisfaction and the feeling of being in charge of their life.
Door #2 has less money, more stress, a lesser degree of satisfaction and the probability of being without a job.
The business owner is not responsible for choosing which door every employee will choose. Owners provide the leadership for those choosing Door #1 and the opportunity to seek success elsewhere for those choosing Door #2. Each employee makes the decision.
In the business classic, “Good to Great”, Jim Collins said that, “The purpose of a compensation plan is not to get the wrong people doing the right things, but to help get the right people on the bus and keep them there.” This is what we do every day with insurance agencies nationwide. It’s a great way to invest the day!
We’re always bombarded by how great it is to pursue your passion, etc – but we’ve spoken with enough people to know that it’s not always easy. Overall, would you say things have been easy for you?
Struggles have included working with owners who take the responsibility to enforce staff’s decisions about which door they choose. Agency owners are sales people who are often people pleasers. Making the decision to respect an individual’s choice to walk through Door #2 is a challenge.
We’d love to hear more about your business.
Catalyst Systems offers a true talent management system for the insurance industry We base the philosophy of the company on the idea of a “culture of ownership” presented by Jack Stack in “The Great Game of Business.” The idea is to equip employees with the knowledge of their job and how the business operates so they become personal stakeholders in the success of the organization.
Symphony offers a performance-based approach to compensation based on an employee’s hourly/salary income plus Performance and Revenue Sharing/Commission income.
Performance Income is based on scoring up to 100 points every quarter by achieving Key Performance Indicator (KPI) goals. These goals align compensation with how the agency does business. KPIs are created for every person in every position.
Contact Info:
- Email: tbaker@catalystinsurancesystems.com
- Phone: 972-961-4798
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