As the insurance world continues to get more specialized (see niche), it becomes a bigger challenge to properly balance everything you do.
The best part about the whole experience is the level of expertise you can build with a very specific group of people.
Especially when that newly found proficiency starts to continually build momentum that easily starts a sales conversation.
That's what I talk to Kelsey Alcorn, of Alcorn Insurance, about how she's handling the challenge inside her family agency.
Of course, that can happen in many different ways, but you'd be surprised at how a little education can go a long way.
Most of the time your referral partners are savvy enough insurance consumers to know which policy provides the best value.
All you need to do is help them understand that in the easiest way possible, hopefully in an automated fashion.
That's what I talk to Sean Mooney, of Mooney Insurance Brokers, about how he's looking to find more consistency.
Because it's easy to get restless with the thing you're good at and get distracted by something you're not.
That something is twice as dangerous when there isn't enough premium to go around.
The scariest liability is allowing it significantly distract from the business you know how to sell.
That's what I talk to Brian Blakely, of Stonebridge Insurance, about the niche he's eyeballing.
I thought it would be interesting to breakdown a worthy video I randomly came across in the depth of YouTube.
The only requirement was that I didn't want it to be a video I had previous knowledge of and appeared to have some traction.
Other than that, everything else was fair game and as a result, produced the first real-time reaction.
This is just one of a handful of topics discussed six months ago that are still as relevant as the day it happened.
It doesn't matter if it's video marketing, technology integrations or perpetuation.
The insurance industry doesn't have a shortage of issues that could use a little more urgency mixed in.
That's what I talk to Mike Crowley, of Crowley Insurance, about how he's handling all of them.
That's why it's insanely beneficial if/when you can provide them countless conversation entry points.
Not only will it be much easier to start those conversations, but it will also give you more stable (common) ground to stand on.
Most of the time, the more you know about someone the more comfortable you end up feeling around them.
That's what I talk to Alex Salmon, of The Salmon Agency, about how he recently figured out how easy it is to start his.
What might be more important than building that consistent relationship is properly setting communication expectations.
That's what really has a good chance to destroy any relationship your agency has regardless of how long you've had it.
The same is also true cross-selling other lines and properly managing the possibilities and limitations each offer.
That's what I talk to James Castell, of Castell Insurance, about how long his agency holds on to their relationships.
That type of behavior has traditionally been known as buy-in and it often hard to come by.
You'll dramatically improve your chances if that buy-in earns an unfathomable level of operational freedom.
It that type of environment your best people are able to dedicate most of their time to high impact activities.
That's what I talk to Leigh Zellmer, of Blackwell Insurance, about how big of a game changer her dedicated time frames have been.
Because it's easy to reach down and pick up all the nickel and dimes that are getting thrown at your feet.
No matter what, after a while, that bag is going to get heavy and not be worth nearly as much as you thought it would.
That's a tough place to be because you can only hear the same thing so many times without doing something about it.
That's what we spend a little time talking through one-on-one today because a little reminder never hurts.
That luck generally leads to an endless stream of wasted opportunities that never received proper consideration.
Of course, there are a couple of easy things you can do to prevent it from happening.
However, they generally involve a few tough decisions most agencies don't want to make.
That's what I talk to John Stuart, of Bill Quickel's Insurance Plus, about the ones he's facing.
At least that's ussually what happens when we run into clients we should run the other way from.
Because somewhere along the way we'll talk ourselves into the idea of wanting to do business with them.
In reality, we should have listened to our instinct by drawing a line in the sand.
That's what I talk to Alex Dopazo, of Dopazo & Associates, about a few of the things he looks for.
Because there's a good chance you might be the first person to give it a try.
The really exciting part is realizing that expertise can be leveraged to reach other lines of business.
The most surprising part is how little technology you need to get started.
That's what I talk to Aaron Farmer, of California Flood Insurance, about how he started making his.
They both also rely heavily on challenging the status quo and taking risks to effectively drive change.
However, amazing things start to happen when new people are exposed to the opportunities the insurance industry provides.
Also, consumers have the potential to build deeper relationships on the agent level when those individual brands are allowed to shine.
That's what I talk to Deidre Wright, of Business Insurance, about as she pushes both topics forward.
That means providing a solid example of what a good one looks like and help encourage and coach the rest of the staff to give it a try.
Of course, sometimes there aren't enough examples or encouraging words in the english language to compel some people to get in front of the camera.
Then you might be faced with the difficult choice of leaving the individual agent behind to push the agency forward.
That's what I talk to Taylor Garcia, of Jackson & Jackson Insurance, about how he's making video proposals happen in his agency.
Not just because the person I had the honor of interviewing is so awesome.
Carey Wallace, CEO of IntellAgents, shares how she and her team are laying the groundwork to help independent agents lead The Fourth Industrial Revolution.
Today, it looks like this…
Through the aggregation of IA-specific data, they’re able to benchmark an agency’s performance and provide detailed consulting on where and how to sharpen their business.
But IntellAgents isn’t here for the short-game.
They’re in this for the long-game.
They see how impactful data will be in the future for business insights, providing a richer customer experience and staying competitive.
This is as good of a time as any to take a chance and try to sell insurance in a way you never have before.
When you do that it's important to remember it's not a race to what generates more leads, but instead more revenue.
That's really when you know if your promoting the right thing on your website, even if it's different than what you've always done.
That's what I talk to Kim Wood, of Toby & Merrill Insurance, about her potential promotion choices.
If not, the one thing at risk is leaving a possibly vital problem unsolved for an extended period of them.
There's a good chance, under normal circumstances, that "new" solution could already be out of date again.
No matter how much we want technology to solve our problem, it's still a human solution that makes the most sense.
That's what I talk to Jen Flaitz, of MongoDB, about her desire to help put the puzzle together.