As your business and life expand further and onto the internet, the more room there is in your client's lifecycle to experience your vulnerability.
It will ultimately become the separator of trust and will become a barrier to get it.
Given the current state of the union, it's hard to see now, especially with it still being early days in other industries as
That's what I talk to Olivia Schmitt, of TRICORE Insurance, about as she shares a few early lessons her vulnerability has taught her.
It's a debate that will never have a right or wrong answer, rather results of many different successful outcomes.
The common thread that will likely string them all together is consistency and confidence in the messages that you share.
The simple fact of owning the stories you tell instead of feeling obligated to share them will set you apart.
That's what I talk to Kim Wood, of Toby & Merrill Insurance, about her experience trying to get remembered.
If you don’t take the time to think about how, when and why someone is coming across your video and what they might want to do when they’re done, now would be a good time to start.
It’s those intentions that will help you craft the perfect message to be found at the perfect time for someone to take the perfect action.
That’s what I talk to Ryan Sautman, of Just4You Insurance, about as he retells tales of making people miss him.
Because one thing is for sure, it's not for a lack of ideas or suggestions, rather focus and execution.
It's easy to suggest, it's easy to listen, it's easy to consume and it's certainly easy to get distracted.
There aren't special (see better) ideas waiting around the next corner, there are just different ones.
That's why I wanted to start one of your last Monday's of 2018 off with a little reminder of what you already have.
The underwriting process is arguably the most important part of insurance no one knows about.
Having the ability to look deeper at the whole story could dramatically change the current process.
Because currently, very few people are able or willing to tell it.
That's what I talk to Amber Wuollet, of Explore Insurance, about as she shares her experience starting the conversation.
Because there's something that got you to where you are right now that's uniquely different than everyone else.
If you’re lucky enough to figure it out you’ll have an advantage most won't be able to overcome.
However, the hardest part is being patient enough and realize that it's something you won't be able to assemble overnight.
That’s what I talked to Jessica Burch, of Bryce Point Insurance, about as she recalls her path to building her own insurance secret weapon.
Making sense of that realization can be a little sobering and leave you questioning your insurance life.
It all starts by understanding that you start and build relationships with anyone all the time.
Which opens your agency up for the opportunity to grow in a way you never thought possible.
That's what I talk to Tom Minkler, of Clark Mortenson Insurance, about the value of his habits.
Don’t miss your chance to learn from Jeff at Elevate 2019, get your ticket now!
Instead, educate your client to a better experience so they don’t have to worry about taking every last dollar on the table.
Understanding the value as it relates to the savings is a service that can be hard to come by.
It's also an experience that agents are sometimes strangely afraid to provide.
That’s what I talk to Billy Van Jura, of Stissing Insurance, about his discipline to explain value.
That's really the default reaction most people have when it comes to allowing personal brands to develop inside an agency.
Those concerns are usually masked in the form of Facebook pages and separate websites.
However, if properly supported and coordinated your agency can take advantage of the most relevant prospecting real estate.
That's a question I answer today as we look at "a problem" one agency is having deciding what to with agent's and their Facebook pages.
That deal usually includes taking an active and engaged roll in your community.
It also requires a serious commitment to operating as a true risk manager instead of an apples to apples order taker.
However, not every insurance agent with an active license can live up to that standard.
That's why it's important to weed out those agents who can't or won't deliver that experience.
That's what I talked to Pat West, of Hedgequote, help understand his vision of a more streamlined shopping future.
Instead needs to become a deeper, more specific, understanding of who they are and why they need to buy insurance.
That's when you truly start to make decisions based on the group of people you will finally be able to call your niche.
Otherwise, you'll end up assuming a sale that might not be coming from a person who only values the one thing you do really well.
That's what I talk to Sean Halpin, of MJH Insurance, about his realization of just how far he had to go.
It's certainly a question and answer you shouldn't want to wait around to find out.
Going on the offense with the tools and technology your agency deploys to get attention is a pretty solid idea.
Regardless of the medium, you have the ability to weave your personal story and build relationships at an unimaginable scale.
That's what I talk to Jeff Teschke, Founder and CEO of Forge3, about his experience getting agents excited about making an impact.
Don't miss your chance to learn from Jeff at Elevate 2019, get your ticket now!
It's a shortsighted problem we bring on ourselves by overvaluing and misjudging the real owner of the relationship.
If we're all operating with enough confidence, it shouldn't matter because there'll be enough to go around and send the best possible message.
Instead of creating a culture that deters success and scarcely hordes business in spite of abundance.
That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about what it meant to him not losing everything.
The recruiting epidemic is a constant conversation throughout the industry so much so we might see a few support groups start forming.
Insurance has a problem attracting new, fresh, young talent, mostly because of the stereotypical image it currently carriers.
Maybe we've been going at it all wrong, instead of trying to find new people to make it different, maybe it's our job to make it specifically different first?
That's what I talk to Harrison Scheider, of Brown & Riding Insurance, about how he got so specific about his insurance.
What might seem like a harmless conversation to you could be a big deal to someone else.
Getting a handle on this type of behavior should be at the top of every agency owners list.
It could be as simple as creating an environment that is equipped and prepared to handle different opinions with respect.
That’s why I assembled some of the best leaders in the industry whose mission is to figure out the best way to include everyone.
The reason that's so important is that if it's not something specifically tailored to your needs the hard it'll be to achieve.
It almost doesn't matter what it is, as long as you can mathematically sell enough of it, to ultimately reach your sales goals.
The longer you delay making that identification and commitment, the longer you delay your potential expertise.
That's what I talk to Jared Bellmund, of Carolina Living Insurance, about as he starts to zero in on what's worked for him.
During that process, it should become clear what direction your agency should be running in.
Because when you consistently stay the course that lets your people experience that dedication to a vision.
While change is good, doing consistently and radically only weakens your teams desire to follow you.
That's what I talk to Matt Naimoli and Zack Gould, of G&N Insurance about as they continue to double down building a dynamic culture.
Don't miss your chance to learn from Matt and Zack live at Elevate 2019, get your ticket now!
Which might be an embarrassingly obvious statement, however, a larger number of agents still struggle with.
Just because there's a hand full of XYZ businesses around your area doesn't mean they will be the best bet moving forward.
Once you figure out who those people are, the faster you can move on to achieving those numbers.
That's what I talk to Landon Bentham, of Callahan & Rice Insurance, about his goals and how he can reach them.
Helping organize and execute community events is something that comes second nature to most insurance agents.
But how do you make sure people know you were there without taking the spotlight away from the reason people were?
The simple answer is, "Tell the story," but of course that's much easier said than done.
That's exactly why I wanted to call up my friends Adam Sheridan, of Reed Brothers Insurance, about the upcoming story he's struggling to tell.
Once you're exposed to the power of being there for someone on their worst day it makes it hard to want to do anything else.
Then your mission becomes finding new ways to do old things.
Which might involve sneaking some implied video authority from someone else.
That's what I talk to Scott Greene about his journey joining the industry with Elliott Insurance and
Don't miss Scott live at Elevate 19 sharing his secret to branding himself inside other businesses.
Getting someone else to handle the majority of the marketing duties is a huge step in the right direction.
The more important question should be focused on where they need to be handling them from?
Because the more things you need one person to do, the harder it is to find them.
That's what I talk to Michele Linca, of Linca Insurance, about her quest in finding such a valuable resource.
Focusing on what happens when you get in front of the camera instead of how to do it is a subtle mindset shift that can go along way.
Yeah, it's important for things to look and feel a certain way, but aren't the ultimate benchmarks to determine success.
It might all start with viewing video as part of your everyday work to continuously and consistently grab that attention.
That's what Sydney Roe talks Phil Nottingham, of Wistia, about how your agency can easily make those changes.
Don't miss your chance to learn from Phil live from the Elevate 19 stage, so be sure to grab you ticket today!
Also, make sure you connect with Phil:
It's definitely a difficult place to get to because just the idea of producing video consistently sounds daunting.
However, once you realize that all the power lies in starting instead of perfecting will have you never looking back.
The more efficient your process is the more you'll notice getting done, which will ultimately make the phone ring.
That's what I talk to Avery Moore, of ECI Insurance, about as she finally took her first step off the video ledge.
This needs to happen the entire time something bad is happening to your client.
Because it only takes one missed phone called to ruin the entire experience for everyone.
That means you better have relationships ready across all your carrier claims teams to make sure that doesn't happen.
That's what I talk to John Bachmann about as he shares his experience from the trenches to improve how you make bad things better.
Make sure to connect with John o LinkedIn.
They're always telling everyone what to do instead of asking what might be best.
It seems simple enough, but caring more about the outcome they want can seal the deal.
That combined with a mindset of positivity is all the power you need to punch above your weight.
That's what I talk to Ryan Collier, of Risk Placement Services (RPS), about as he shares where his disadvantages got him.
Also, be sure to connect with Ryan on LinkedIn.