THE GLEANER’S FLAIR MAGAZINE • TUESDAY, MARCH 8, 2022 I {FLAIR 22 F.ADVERTORIAL WHAT DISTINGUISHES a sales organisation like Guardian Life Limited, one of Jamaica’s largest and, by extension, part of the Caribbean’s leading financial services groups, from its peers? The meaningful difference is a sales adviser like Laslene Topey. Topey admits, “I will walk on water for my clients, just to ensure that their needs are met and their expectations are surpassed.” She embodies what sales excellence is all about: commitment, authenticity, a sincere and holistic interest in clients’ needs, integrity, and a genuine desire to promote organisational efficiency. But where did these traits stem from? Her unhesitating response to that question came with a smile, “My dad, my best friend.” Growing up in Greenwich Town, then moving to the Molynes/Three Oaks area, Topey came from humble beginnings, but explained that her dad, with whom she lived, and her mom, though residing overseas, together ensured she had a first-class upbringing and sound parenting. “It was my dad who instilled in me certain values and [attitudes] that have now become my moral compass in both my professional and personal dealings.” From her dad, she learnt not just by his telling, but by him modelling the importance of several behavioural traits, such as being gracious and kind to others; how being organised fuels productivity; the need for setting a high standard for self; discipline in all you undertake; cultivating a mindset of a winner; being nonjudgemental; having good manners; and making sure that you are always accountable. These qualities have been her orientation and are now imprinted in her. We all can acknowledge that sales success requires the right engagement model with customers, and the right relationships within your own company; and putting in the needed time and energy is a prescription for great performance. Topey has obviously mastered all the above. As one of Guardian Life’s outstanding performers, she has qualified for the Million Dollar Round Table every year since joining Guardian Life Limited some 10 years ago, winning Rookie of the Year in her first year of sales; and having over 100 trophies is ‘proof perfect’ that she is no ordinary sales adviser. She will tell you that her continued success is no accident, or ‘buck-up’. Topey is truly customer-centric. For her, customer engagement doesn’t just mean spending time with customers. It means supporting their needs even outside of insurance products. “I am happy to use my other skills and experience as a previous banker to help my clients in many ways, if it means, for them, their business growth or personal development,” she pointed out. To many who know her, it comes as no surprise that even her weekends may be taken up spending additional hours with any one client, if the need arises. She views her clients as family, and for Topey, family is everything. Her son and her two nephews are her world, and “they know oh so well that they command a priority position in my life”. Her now-deceased parents used to gush about how super special they were made to feel, as she ensured that she gave them primary focus and care. “Sales is hard work, and as the saying goes, hard work must pay off,” she reaffirmed. Consistently, Topey, as one of Guardian Life’s top performers, puts it simply: “While I know that offering a broad portfolio can provide a powerful value proposition to customers in some situations, the real satisfaction and gratification for me is witnessing the difference I am able to make to the lives of many of my clients. For that, I am immensely proud.” FOR SHERALEY Anne Bridgeman, vice-president of customer experience and marketing for Property and Casualty at Guardian General , she was destined to be a marketer. By her account, the prerequisites were “preloaded in her DNA. I’ve always been creative, outgoing, with an eye for detail, [and] a knack for negotiation to successfully influence others.” At The Queen’s School, in her Kingston home town, she successfully rallied classmates around causes, helping to shape their world view. Today, she successfully leads a divergent regional team across more than 10 Caribbean territories, bridging gaps of culture, distance, language and values. “I afford team members the comfort of authentic self-expression as we chase our goals.” The ‘secret sauce’ to her success comes in three ‘flavours’. DETAILED Bridgeman converts cues from stakeholders into enhancements and corrective actions. “I hear every customer who reports a bad experience because that provides invaluable insights for future operations.” DEDICATED In a profession often misunderstood as superficial, Bridgeman cherishes integrity. “The most important brand is YOU; being authentic, [and] honouring your word are paramount.” Self-development feeds others. “I’m always just a phone call or message away. Whatever my responsibilities, I remain accessible to my family while acing my job.” DIVERGENT Bridgeman does not do ‘boxes.’ Sheraley Anne Bridgeman says she was destined to be a marketer. Laslene Topey: Guardian Life’s master of customer relationships Sheraley Anne Bridgeman Living life in 3D with marketing in her DNA Bridgeman’s fast four Money: “Motivation is intrinsic. Money’s a by-product of passion and hard work.” Ambition: “My accomplishments speak for themselves. There’s no limit to what my family can achieve.” Preferences: “I’m a jeans-andsneakers, domino-playing, musicmixing DJ kinda girl. Curry chicken, white rice, potato pudding. Don’t worry, I exercise regularly and meditate.” Dreams: “I’m currently living my dream life. I love my challenging career, based in a beautiful country with incredible people and a supportive, blended family. I’m truly grateful.” Laslene Topey embodies what sales excellence is all about.
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