Because it's the one thing that's hard to quantify and even harder to control.
Yet, it's the first thing you demand of someone or something when approaching them about your agency.
Expecting a front line vendor or entry-level employee to expertly apply it to the most important parts of your business.
That's what I talk to Michele Linca, of Linca Insurance, about how she can put a value on hers.
That's certainly one of the first and most important sales habits and insurance professional needs to master.
It doesn't matter if it's in person or a compelling piece of content, that valuable introduction should open to door for continued education.
The best part, if you're successful people will relax and possibly even enjoy the insurance buying process you're going to provide.
That's what Sydney Roe talks to Kelly Donahue-Piro, of Agency Performance Partners, about the five vital sales habits you need to close more business.
Don't miss Kelly returning the stage for Elevate 19, grab your ticket now.
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Because no matter what the internet can do, you still remember and feel different about the people you meet in person.
It's also become such a tough thing to successfully pull off, anyone who does will certainly stand out to the people looking.
At the end of the day, that's all everyone is trying to do, it's just a matter of finding the right thing.
That's what I talk to James Castell, of Castell Insurance, about the number of people he meets.
Creating that separation requires time and planning that will make the entire mission more successful.
However, regardless of the amount you invest in the journey, it is still going to take much longer than most are prepared for.
If you can endure the time it takes to reach that destination you'll find a new world of insurance opportunities.
That's what I talk to Adam Czerwinski Sis, of Sidebar Insurance Solutions, about how he got his career off the ground.
It's hard to see most of the time because it requires a level of dedication that's normally accessed.
But if you can find it along with a healthy amount of patience, you'll be around a lot longer.
The next wave of challenges standing between success will require an entirely different level.
That's what Gary Vee talks about in his closing keynote from Agent 2021.
That's certainly a very common occurrence when agents are getting started with digital marketing.
Of course, you want everything to be perfect because things live forever on the internet.
But, you'll never have all the answers or be able to predict how your marketing conversation can change.
That's what I talk to Ryan Anderson, of Alliance Insurance, about a few areas he might be thinking too much about.
The opportunity that comes from distributing information consistently on the internet is amazing.
That opportunity is equally rewarded everytime you provide it with more dedication and resources.
Which culminates in a joyful marketing celebration of activities and skills only you are uniquely qualified to do.
That's what I talk to Alex Dopazo, of Dopazo & Associates, about his journey and how he plans to get there.
It's long been the secret currency a select few have learned how to spend after organizing and sharing conversations other people can benefit from.
It also allows you the opportunity to hone your communication ability in a razor-sharp environment that demands improvement.
You never know what method or medium you'll find your message most effective and why you should try as many as you can.
That's what Sydney Roe talks to Bradley Flowers and Scott Howell, of The Insurance Guys Podcast, about what podcasting has done for their insurance career.
It's this final step in the process that demands the most effort for something they shouldn't have to think twice about.
Because there really isn't a more pressing need to reduce friction than during the final financial exchange.
If we don't get serious about offering a payment experience consumers not only expect but demand, it might be too late.
That's what I talk to Todd Sorrell, of ePayPolicy, about how much money you might be wasting trying to collect it.
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Because people are always going to care about their problem first and how you can help them solve it.
Once you've demonstrated your ability to that multiple times then it becomes more important for them to hold on to something other than insurance.
It's this combination that allows you to create an attachment point so strong they won't want to do business with anyone else.
That's what I talk to Taylor Garcia, of Jackson & Jackson Insurance, about how it happened to him.
How great would it feel if you could control this coveted activity on command adjusting it to fit exactly what your agency could handle?
If it sounds like magic, it most certainly is not, rather it's the deadly combination of target paid advertising and education content.
That's all it really takes to get a message in front of prospects that compels them to pick up the phone and want to do business with you.
That's what I talk to Jerry Nicklow, of Huff Insurance, about how dialed in his process is to make sure the phone's always ringing.
If you haven't already, grab your ticket to Elevate 19 because Jerry is going to take you on Google Ads deep dive.
When that happens it normally means you forgot to refill that clients value bucket at some point.
Because the fuller you keep the less you have to worry about anything going wrong.
The easiest way to keep if full is by constantly being proactive and maintaining the relationship in the most convenient way possible.
That's what I talk to Kim Wood, of Toby & Merril Insurance, about her new mission to stay ahead of everything.
Dramatically reducing the time it takes to process an insurance transaction is one of the biggest changes to the game we can make.
Because there's been so much friction for so long there's been little expectation the process could feel any different.
Now that it does it's our job to mold our agencies around it instead of fighting against it.
That's what I talk to Founder and CEO Inaki Berenguer and Vice President Michael Konialian at CoverWallet about they've changed insurance from start to finish.
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Because if one thing is certain, we have a hard time getting out of the way to let it in.
Because when you do get out of your own way it allows you to focus on the highest and best activities you're uniquely qualified for.
It's in those activities where the greatest ROI lives and demands specialized experience to get it.
That's what I talk to Roe and Don Roe Polczynski, of RD Advisory Group, about how anyone can have CFO expertise.
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Of course, every word in that sentence is easier said than done and ends of getting the best of most insurance marketing efforts.
That's not to say it's impossible, rather help set the proper expectations for the vast array of skills needed to pull off a successful launch.
Because even the slightest miscalculation can send your intentions spiraling down to earth no matter how close it gets.
That's what I talk to Sean Halpin, of MJH Insurance, about how he managed to do and what could have made it better.
It might seem like an obvious secret, but there is a lot you can do in your agency to strengthen your obsession.
Because when you really stop to think about it, so much of your daily activity is designed to take it away from you.
But if you double down on that passion, you'll be able to outwork everyone who doesn't care as much.
That's what I talk to Chris Greene, of floodinsuranceguru.com, about how much he's embraced his.
That could be true for literally almost anything in life, but especially true when deciding on/if your agency needs to cluster up some companies.
The interesting part about the whole thing is how the insurance companies themselves are the ones giving all the power to
That is of course instead of loosening their grip on the appointment process and reduced their accumulated leverage.
That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about the details of his deal.
Because you can only wait so long before that unattained success starts to permanently slow you down.
Once you're free it's about dedicating yourself to creating enough helpful content a specific industry can't ignore.
Then it's just a matter of sticking around long enough see the value you built continue to grow.
That's what I talk to Eric Goldstein, of G5 Insurance, about his recent departure and the success that's followed it.
Of course, you're serious about them, but is there a completely different level of attention you can give them?
In all the but the most extreme circumstances, the answer is going to be yes, because most agents do different things.
Or is just constantly trying to help them at every turn enough for them to see how much you care?
That's what I talk to Shaun Gavaghan, of Gavaghan Family Insurance, about how serious he wants to get.
Then you'll truly be able to gauge the level of impact you can have and if that will translate to the bottom line.
If both of those things don't become true statements then that's a good indication your not thinking big enough.
Because it's okay to think big as long as you've done the work to fulfill it.
That's what I talk to Jared Bellmund, of AllChoice Insurance, about as he gets serious about finding his.
Time might be running out for some as 2019 might finally be the year people start looking for those returns on that investment.
It will be interesting to see what happens when they have a hard time finding it and what we'll be left with for the ones that can.
For a company like TechCanary, there isn't a lot to worry about because the returns easy to see everywhere.
That's what I talk to Reid Holzworth, CEO and Founder of TechCanary, about as he tries to build to the real stuff agents needs.
Also, don't miss Reid at Elevate 19 in our super mega AMS showdown. Grab your tickets now!
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It might seem obvious, but it's certainly one of the easiest things to overlook and potentially be unaware of.
Because without the proper incentive the only thing you're doing is piling on work that doesn't matter.
If you're hoping to scale your agency to the next level that work needs to come with a reason to accomplish it.
That's what I talk to Landon Bentham, of Calahan & Rice Insurance, about who and how he wants it done.