1. IG MAGAZINE >
Hattrick
“People often fear, not that they will fail,
but that they will be successful
beyond their imagination. Success is all
about confronting that fear.”
—Shafik Hirani—
Hirani
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2. IG MAGAZINE >
AUGUST 2009
ometimes, a leader emerges whose charisma inspires,
whose motivation leads to success, and whose style
allows for his team members to fulfill each one of their
goals. We can find these qualities among many Investors
Group directors but one has recently stood ever so
slightly taller, winning both the National T.O.P Leader
award and the National Division Director of the Year
award three years in a row. That person is Shafik Hirani
from Calgary South.
Shafik leads a mighty team, 38 Consultants strong.
A member of Shafik’s large division, Consultant Alex
Senkiw says that from the first moment he met his
Division Director he could tell he would be different
from other managers. “I have had many bosses since
leaving school 10 years ago but none have had as much
impact on me as he has. His work ethic and enthusiasm
alone have inspired me to always put in the extra effort.”
Shafik’s leadership approach is what Alex appreciates the
most. “He has an open door policy and is always willing
to spend time showing people how to fish but he will
never actually give you the fish. This is definitely one of
the main reasons for my success in my first year,” says
the Pillar Award winner.
In 2008, Shafik’s division was number one in Canada
with $82 million in New Business Credits (NBC). In fact,
his team has been number one in Canada since 2005 –
no small feat. Under Shafik’s leadership, Consultants in
his division have won 10 Pillar Awards and he has
promoted one Division Director from his division this
year. This overwhelming success has led to countless
client referrals and many awards for him and Consultants
in the division.
“Our success comes from a combination of factors,” he
says. “Like a good golf swing, your stance is one aspect,
your grip is another, your back swing and follow-through
are important, as well as your positioning and eye
contact… but when you put them all together, you have a
perfect shot. It’s all about the combination of factors we
get from our team.”
In spite of his division’s great success, Shafik insists that
he tries not to focus too much on results, just hard work.
“People often fear, not that they will fail, but that they will
be successful beyond their imagination. Success is all about
confronting that fear,” explains Shafik. A caring mentor, he
always asks his team what differences exist between their
current situation and their ideal future. “If there are big
differences, then we identify the gap and look at why the
gap exists. Then we must find the discipline to improve.”
It is this kind of mentorship that has made Shafik’s team
overwhelmingly responsive to his leadership.
“Shafik has managed to create a culture in our division
where we are able to rely on one another for ideas,
motivation and assistance,” says Daniel Wan, Consultant
from Calgary South. “We learn and adapt faster through
the empathy that Shafik has taught us.”
Consultant Tom Gilman agrees. “Shafik is very perceptive
about the emotional state of clients and his staff. He
interprets them well and goes beyond the scope of a
manager to ensure the overall happiness of those who
surround him.”
These skills are reflected in the success he’s enjoyed in his
personal practice. Shafik’s personal practice was second
in Canada in 2008, bringing in almost $27 million in
NBC. He has also been the top director in personal
production for the past seven years and the only director
ever to make President’s Elite and T.O.P., which he has
done three times.
Consultant Steven Bello believes that Shafik’s
intelligence and passion are the hallmarks of his
success. “These qualities become sophisticated tools of
leadership when they are appropriately applied to the
management of a team,” he explains. “Shafik’s qualities
serve as an unquenchable source of inspiration and
strength to many in an industry full of challenges.”
How do you continue to charge ahead when you’re
already at the top? Shafik continues to persist and
shows no signs of slowing down. “The Japanese have a
term called kaizen. It basically means continuous
improvements,” he says. “There are a lot of areas in our
practice and systems that need development. Now, it’s
time to sit back, reflect upon these things, and make
plans for the future.”
For the third year in a row, Calgary South
Division Director Shafik Hirani accepts
both the National Division Director of the
Year and National T.O.P. Leader awards.
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