It's a sobering fact for sure, that your skill doing "the thing" has absolutely nothing to do with teaching it.
Really it might be a liability more than anything, because part of that success could have been a result of natural skill others lack.
If you're unable or unwilling to close that awareness gap you won't find many people following you anywhere.
That's what Ryan talks to Brent Kelly, Executive Coach for the Sitkins Group, about as tries to make your people are behind you.
If you want to see Brent live, get your ticket to Elevate 18 today before it sells out!
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Your ability to find a way around any challenge or obstacle is something that will set you miles a part.
Combine that with an ability to make decisions on purpose about how your agency does things and most people won't know how to act.
That's how crazy important both are and the power you'll possess if you combine them.
I talked to my good friend Dani Kimble, at The O'Neill Group, how she found a way within their culture.
We cover it all, video proposals, virtual assistant outsourcing, blogging, referral partner networking and even advanced Facebook marketing.
If you want to know how all of these ideas are being approached inside a millennial husband and wife owned agency then today is your lucky day.
Sydney Roe and I surprised Nicole Johns, of The Johns Agency, the other day to get our hands dirty with what she was working on her agency.
That's a fair and slightly provocative question that isn't easily answered.
In fact, there's so many moving parts that it took Ryan Hanley over a week to research this topic and 26 minutes plus to break it all down.
This is certainly a polarizing decision your agency will face, but simply dismissing it without fully understanding what's at stake isn't a good idea.
Ryan delivers a super deep dive to help you with such an understanding.
If you really think about it some more, a lot of insurance companies are good at making people hate them for life.
Sometimes it's completely justifiable, but most of the time, it feels like they just can't get out of their own way.
The really big question becomes, what can they (and you) do about to start telling a different story that doesn't involve someone throwing darts at your face on a wall?
That's what I wanted to talk to my longtime friend Gini Dietrich, CEO of Arment Dietrich and Grand Wizard at Spin Sucks, about to see if she could help us.
Connect with Gini
If you agency struggles with this basic form of communication, you're fighting a steep uphill battle.
We have to be better at answering the phone, because it doesn't just impact your agency, it effects all independent insurance agents.
That's what you'll hear first hand from calls that went wrong. I was simply looking for an interesting agent to talk to and found something entirely else instead.
More then likely it's a deficiency in the processes and procedures within how you operates.
The more efficiency you can mix in the better experience you'll deliver and ultimately increase your margins.
Because the longer you hold on to a personal touch that takes too long, the faster your clients will start looking for someone else.
That's what Ryan talks with Nicholas Ayers, Owner of i80 Insurance and co-found of IAOA, about the grove his agency is in.
If you want to see Nick live, get your ticket to Elevate 18 today!
Connect with Nick
Maybe the problem is the term has changed and we haven't aliened ourselves with what it actually means today?
Just because you aren't attracting and closing business the way the previous generation did, doesn't mean you lack natural sales skills.
It could just mean you've figured out a way to connect and communicate with prospects that make sense for today's business entertainment.
That's what I talk to my buddy Mike Crowley, of Crowley Insurance, about as he confronts his lack of natural sales ability.
I know, it sounds ridiculous, but that's what happens when you have videos flying out of your agency in every direction.
Combine that with the ability for clients to always get a hold of you (perceived or real) there's no stopping you.
The combinations are endless finding new ways your agency can stay in front of clients.
These are just two of the tools and tactics Mike Crowely, of Crowely Insurance, is using to always bring value.
The most successful agents were able to interrupt their pattern of desperation to achieve success they never thought possible.
Continuing to find more desperate people who can thrive in this industry is a constant challenge.
However, it's one Matt Sapaula, of The PHP Agency, has repeatedly taken to infuse a whole new level of talent into the industry.
If you want to see Matt live, get your ticket to Elevate 2018 today!
Connect with Matt
Even though it's really hard at the time, your ability to do it will set you apart from more people than you think.
Sadly, too often people in the insurance industry act like they've never heard of such a thing.
If we can all stop trying to talk our way out of doing it,
That's what I talk to Nancy Nicklow, of Huff Insurance, about as she knows what happens when you do.
Agencies are getting bought like crazy because the investment is so attractive.
Even better, people want to give you money to help reinvest in that agency.
You combine that with the InsurTech movement that has been sweeping across the industry and it becomes up to you if you want to be left behind.
That's what Ryan dives deep on with Harrison Brooks, of Reagan Consulting, on as they break down where it's all going.
Connect with Harrison
This is a question that has haunted the industry for probably more than a decade now.
Why are more young people choosing to sell insurance? What has the world come to?
These are all fair questions that mostly feature unfair answers.
That's what I talk to Bogus Handzel, of Handzel and Associates, about as he try's to figure out where his is going to come from.
That empowerment is what most businesses are missing.
Leaving a bunch of tiny moments lying on the floor unseen by you or your staff.
Even if they did see one you would have had to bestow upon them the ability to make a difference.
It's in this difference most traditional agency's get lost.
Not Leigh Blackwell-Zellmer, of Swell Insurance, about she wants to pass down her amazing decision making ability so there is never a difference that's not made in her agency.
There are plenty of things we can and should be competing on in the insurance business, data just isn't one of them.
You know, valuable things like coverage, branding, marketing and claims service.
Are all worth competing over and allow for each agency individuality and strengths to shine.
That's one of the main points I talked with Jeff Roy about at IAOA's Innovation 18 in the rapid fire conversation.
We have to get over this ridiculousness overvaluing other agents and agency owners opinions.
Do they have a better chance of being more specifically applicable to your business? You bet.
But is it the only source of wisdom you should adhere to when trying something new? Absolutely not.
That's what I talk to Becky Schroeder, SVP of ITC, about how she is constantly pushing herself outside the industry.
Which is what they should be doing. Some of those questions might be the same thing you're struggling with in your agency.
This is a special keynote presentation Ryan gave to Roberts, Ryan & Associates last week in Milwaukee during their most recent producers meeting.
It was a energy filled presentation that didn't leave a feather unruffled or a head unturned.
Ryan covers everything from the bare minimum you need to get started with video, all the way to total niche domination.
There's definitely nothing wrong with obsessing over finding new clients, but it's also alright to want to get rid of some.
Sometimes it just doesn't workout, it's no ones fault, there's just a better insurance business relationship out.
Having a set of standards to look for in a client is a pretty easy way to make sure you're not getting taken advantage of in the relationship.
That's what I talk to Alex Dopazo, of Dopazo and Associates, about what he looks for in the perfect client.
This is definitely the thing we like to call ourselves the most but the first thing we throw out the window.
True "risk management involves actually making recommendations that might not always work out.
It's that last part that usually stops most risk managing dead in it's tracks.
That's what I talk to my longtime friend Brent Kelly, Executive Coach for the Sitkins Group, about as he tells you how to be one.
You would think after all this time we would have figured this out by now.
Not owning your life's work can really stand in the way of wanting to do it.
What if there was a way around all of that and all of that?
That's what I talk to Jason Bott and Dan Lau, from Robertson Ryan & Associates, about how they don't care how much you own.
The secret is, it never is.
Getting yourself to a place where good enough gets out the door is the only way to win.
The judgement you're afraid of rarely happens and is never worth avoiding.
That's what I talk to Woody Brown, of the Rhoads Group, about as he struggles with his effort.
A hospitality business focus on person to person connections and their soul defined concerned for the happiness of the people they serve.
Insurance companies should consider focusing on the quality of appointed agents rather than the quantity of appointed agents.
It's in the depth of those quality relationships that creates separation from everyone else.
That's the idea Ryan Hanley was recently stuck with by a young insurance carrier professional over a cup of coffee.
Delivering more information to a potential client is great.
Letting them see your face, when it's convenient for them is even better.
But, reaching a nirvana like state with video marketing and video proposals is something entirely different.
That's what I talk to my buddy Ryan Sautman, of Just4You Insurance, about as he breaks down is process.
It's possible it's been a long time since a marketing rep from one of your companies showed up and asked you what kind of business you wanted to write.
For too long they've made it about what they want and how we should try and give it too them.
What if there was a better way? What if carriers and agents came together to discuss strengths and weaknesses on both sides and how they can be maximized.
That's what I talk to Seth Zaremba, of Zinc Insurance, about this morning as he shares his collaboration secret.
It's not rocket science, sometimes the most powerful thing you can do is get out of the way.
Get out of the way of innovation, ingenuity and an overall desire to reject the status quo.
If you don't then there's a good chance you won't having anything left to get out of the way of.