Tesh Chhachhi Recruits for the Best Candidates
Tesh Chhachhi was named RESP Sales Representative Rookie of the Year in 1983; only five years later, he was promoted to Enrolment Director at Heritage RESP Agency #381 in Vancouver. The year 2001 marks the sixth consecutive year that Agency #381 has won the Peter Wright Trophy for highest annual net RESP unit sales. It's fair to say that Tesh's agency, which has now grown to over 300 RESP Representatives, has touched tens of thousands of Canadian families.
When asked to explain his agency's sustained success, Tesh hesitates to settle on a single factor. But in conversation he consistently returns to the importance of "attitude" - whether he's talking about recruiting new representatives, presenting to prospects, or striving to be number one..
Tesh's senior managers make sure new team members start off in the right state of mind. He says that the longevity of his Representatives - many have been with him for ten or even fifteen years - "gives new people something to believe in. From the moment they walk in the door, they sense that this is the place to work, that ours is a product to grow with." Tesh also makes sure his people are consistently recognized for their good work. The result: friendship, loyalty, and teamwork. So what about successfully selling the Heritage RESP? Again, says Tesh, it's all about attitude. "Our perspective has always been "Focus on the big picture. No nickel and diming. And our RESP Representatives really adhere to that." When asked whether current market conditions are having a negative impact on his business, he suggests just the opposite. Our product s investment motto - 'No speculation' - reassures people that, no matter what, their money's going to be there for their children. So when market conditions are bad - and we've seen several recessions over the years - we actually do even better."
As for goals for 2002, Tesh says that writing a big number on a piece of paper isn't what works best for him. "If you want to be number one, you have to try to improve every aspect of your business, constantly. It's all in the attitude. If you are doing two appointments per day, try to do three. If you're able to do a little bit better in many areas, it adds up." When Tesh meets with other senior managers, he makes the same recommendation: Growth takes a lot of reinvestment in terms of money, but also in terms of attitude." That spirit of reinvestment has made Agency #38 1 the most successful in Heritage history. I have been very fortunate with the kind of people I have around me," concludes Tesh. It s been an easy journey."
Contact Tesh Chhachhi at his Vancouver office.