RHS 040 - Micah Salas on How to Win the Insurance Game

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Speaker 4 Hello, everyone, and welcome back to the show. Happy to have you here.
It is a great pleasure to bring you today's guest.

Speaker 4 It's someone who I actually first found on LinkedIn, and then I heard him on Cass's podcast, and was just completely taken by the way that

Speaker 4 Micah Salas, I was completely taken by the way that he approaches commercial insurance, and in particular,

Speaker 4 his process and idea of

Speaker 4 he works to get hired as the agent for an account. He's not working to sell that account insurance.

Speaker 4 And that may sound like a nuanced difference or, you know, sales trainery lingo, but Michael's a producer. I mean, this is how he approaches it.
And that methodology and mentality of

Speaker 4 you are going to hire me and I will be your agent versus I'm going to be the person who sells you insurance. That's a big difference.
I think with it comes self-respect.

Speaker 4 I think with it comes an air towards quality,

Speaker 4 towards

Speaker 4 becoming a trusted advisor. I think all the things that we hope to be as insurance professionals, that simple

Speaker 4 change in thought process and language can be very very meaningful to that. And in this episode, we break it all the way down and talk about

Speaker 4 how Micah puts it into practice. And just really,

Speaker 4 I'm very happy to be able to share Micah with you guys.

Speaker 4 I think he is an absolute

Speaker 4 tremendous resource for our industry. And as much additional exposure as we can get on him and what he's doing and how he operates, I think is a good thing for everyone who puts into practice

Speaker 4 this type of methodology.

Speaker 4 Before we get there, I want to give a big shout out to David Carruthers. His new book, The Extra Two Minutes, is absolutely tremendous.
A few episodes ago, I had interviewed David.

Speaker 4 Hopefully, you listened to that. If you haven't, go back and check it out.

Speaker 4 But I've had a chance to read the book now, and it's just, it's just, it's just a, it is a guidebook. It is a step-by-step guidebook on how to separate yourself from the competition.

Speaker 4 And it all centers around this idea of the extra two minutes. I think that this is a must-read.
You can get it on Amazon. You can go to

Speaker 4 extra to the number two minutes.com and get a signed copy. That's what I have.
I got a signed copy from David. Obviously, I'm a member of his killing commercial

Speaker 4 program and have found that to be really

Speaker 4 a game changer for me in so many ways. And I just can't speak highly enough of David's work and just this book.
So if you're not going to spend and invest in the course and the program,

Speaker 4 then I certainly think that grabbing a copy of the extra two minutes is worth it.

Speaker 4 I just think it is.

Speaker 4 I also, before we go on, I just want to give a big shout out to Tarmica. Tarmica

Speaker 4 is really changing the game for commercial producers such as myself when it comes to small business. I'm focused on larger, small, and middle market accounts, but small business accounts do come in.

Speaker 4 And I know that maybe the standard methodology is to say, you know, you're not a good fit and pass on that piece of business, or, or maybe that's what people like to say they do.

Speaker 4 I don't even like to say they do that. I want to help everybody, everyone who I can help and wants to be helped.
Maybe that's a better way to put it. And Tarmka allows me to do that.

Speaker 4 I go in, I get quotes from, you know, five to seven different carriers. In my case,

Speaker 4 it's six carriers in the state of New York. In other states, it's more.
It depends on carriers per state. Like, I don't have a QED in New York.

Speaker 4 So, you know, there are, you know, tremendous carriers. You're able to punch in small business risks.

Speaker 4 There's like 300 class codes plus and more class codes coming almost every single day, it seems like. And you're able to

Speaker 4 find out where the best rate is for that small business, put the information in once, get that person taken care of, get that account taken care of, and move on and spend time on accounts that take a little more of your bandwidth.

Speaker 4 And Tarmica is that solution. T-A-R-M-I-K-A.com.
T-A-R-M-I-K-A.com.

Speaker 4 Go get a demo today.

Speaker 4 You should at least know that Tarmica exists if you decide that now is not the right time, but this is the tool that is changing the game for agencies that focus on small commercial. It absolutely is.

Speaker 4 Okay, with that, let's get on to Micah Salas. You're going to love this episode.

Speaker 6 So I appreciate you coming on and chatting with me.

Speaker 6 I became familiar with your work.

Speaker 6 I've seen you a little bit on LinkedIn, and then

Speaker 6 Cass had you on his podcast, and I was very enamored by your uh perspective and

Speaker 6 and then i've been a fan of of the stuff that you've been doing on linkedin ever since

Speaker 7 thank you man yeah um

Speaker 7 yeah linkedin's been interesting um it's really been

Speaker 7 something i just i think i posted my first video was like i did one probably a year and a half ago or so

Speaker 7 almost two years I was at a war memorial and I was like, oh, this is kind of a cool, it wasn't even about business.

Speaker 7 It got a ton of views. And I wasn't even trying to really, really, I wasn't thinking about that.
But then I do it, didn't do anything for about three, four months.

Speaker 7 And then last year, I was like, you know what, I should start doing this a little bit more, more consistently. And

Speaker 7 yeah, it's, it's been, it's been good. It was, uh, it was fun to be on Cass's podcast.
That was my first time ever being on a podcast. So that was a good, good learning experience.

Speaker 7 It was fun to get the exposure out there. Yeah, I, I, um,

Speaker 6 you know, I think it's, you know, I think anytime you can,

Speaker 6 I think the podcast thing is great for a lot of reasons. I think one,

Speaker 6 not necessarily so much the exposure, but I think just it opens you up to potential conversations with people that you probably wouldn't have met before.

Speaker 6 And that part of it has been

Speaker 6 so valuable to me and my career and its various iterations that there's literally no way for me to to quantify it. Like I could, I couldn't tell you

Speaker 6 like how much value I've derived from just having conversations with people on podcasts. Like it's it's insane to think about in truth.

Speaker 7 I, you know, I can totally feel you on that.

Speaker 7 I people ask with the video, they'll ask me all the time on LinkedIn, you know, throughout my agency and just other agencies, man, how many leads are you getting?

Speaker 7 Are you actually getting sales from it? And I'm like, you know what? I actually don't have any direct sales yet.

Speaker 7 I've had some kind of people ask, you know, reach out that weren't good fits, but I tell them, I'm like, you know, there's something weird that happened when I started doing the video.

Speaker 7 It says it instilled some like

Speaker 7 some confidence in me for some reason. I don't know why.
Just maybe putting yourself out there, whether it's, you know, like you said in a podcast and meeting people or just even video.

Speaker 7 for me it just instilled a lot of confidence and even when i'm meeting with prospects person to person i just feel like i felt like a different person

Speaker 7 so i don't know it's hard to like you said i I can't quantify it, but it's, I've told my friends, I'm like, I don't know what it's done, but it just feels, I just feel different. So

Speaker 7 yeah, I, I completely, I completely get that.

Speaker 6 You know, I do, um,

Speaker 6 you know, I do a lot of video too.

Speaker 6 And one of the ways that I taught myself insurance, you know, all those years ago was just talking about it on video and like researching articles that I'd want to write.

Speaker 6 And it would force me to calibrate my mindset around how I wanted to talk about this topic, the stories that I wanted to tell. And it also forced me to just dig into the coverages.

Speaker 6 And it's one of the reasons that I went and got my CIC, which I may go get again, mostly just because I want the information. I don't actually care about the letters or whatever.

Speaker 7 But

Speaker 6 I think it really forces you to dial in your mindset. And

Speaker 6 that

Speaker 6 practice is really powerful.

Speaker 7 Yeah, yeah, yeah, because when you're making a video, the last thing you want to do is misspeak on, you know, on a coverage or I don't know. That's just me personally.

Speaker 7 But yeah, so you're going to do the extra research and you don't need to know everything, but in a video, you want to know enough to, it's kind of like you're talking to your, you know, you'd be talking to a prospect, essentially.

Speaker 7 You're just broadcasting it. So yeah, I think it can really help with that for sure.

Speaker 6 Yeah, that's cool. So, you know, one of the things, the reason I wanted to have you on the show and

Speaker 7 share

Speaker 6 really just basically, it gives me a reason to pick pick your brain for free but um you know i i i wanted to share your mindset and this what what what

Speaker 6 has grabbed me is this five video series that you did um which i don't know if this is the official title of it but i just wrote down as i was watching them you know how to win the insurance game and

Speaker 6 um not not necessarily win from the agent's perspective but win from the client's perspective and then ultimately if you're helping your client do these things the assumption is

Speaker 6 then as an agent, you'll win. But

Speaker 6 I found these five videos to be so incredibly valuable.

Speaker 6 They,

Speaker 6 you know, and one of the terminal pieces of terminology, and I want to get to this because I'd love for you to break at least some of them down. And I want to talk through them.

Speaker 6 I think there's a lot of agents, at least a lot of agents that I've started to hang out with more and more, who are thinking the way that you talk in these videos, right?

Speaker 6 The way that you're talking about

Speaker 6 working through an account, the way that you're talking about adding value to a client,

Speaker 6 it feels like,

Speaker 6 and it just feels like there's a lot of people interested in this right now as smaller business accounts and personalized accounts become more and more commoditized.

Speaker 6 this middle market larger small you know enterprise level accounts um that that range uh this is this is an approach that everyone is looking for.

Speaker 6 And I wrote down, and then I'd love for you to just talk, maybe talk a little bit about how you develop this, but what I wrote down is

Speaker 6 step one, due diligence, step two, hire an agent, step three, create competition among carriers, step four,

Speaker 6 give yourself time or timing and the importance of that. And step five,

Speaker 6 tell a good story about your business or present your account in a flattering way to underwriters.

Speaker 6 You know, where did you, what is the genesis of your development of

Speaker 6 those five steps?

Speaker 7 Yes, man, that's a great question.

Speaker 7 So

Speaker 7 when I got into insurance, I was working for a direct writer at first. So I had to quote everything because all I could offer was that one product.

Speaker 7 And when I moved across the country down to Texas, it was, you know, MMA, you're an independent agency.

Speaker 7 And I was always told by the director I worked for, they said, you know, if you go become an independent agent, you good luck trying to get it into the doors. And, you know, everyone's the same.

Speaker 7 You all have the same products to offer. And so you kind of hear this.
And then, you know, I get down here. And

Speaker 7 actually, I credit a lot to the CEO at the time. I got here, and his first thing to me says, we don't quote.
And it totally threw me off because that's all I knew how to do.

Speaker 7 I led my region in quoting activity and, you know, was always trying to get indoors that way.

Speaker 7 But once I actually listened to the reasons of why it made sense to not quote, I'm like, my gosh, this makes complete sense. I bought in 100%.
I didn't listen to the older,

Speaker 7 no offense, but the older generation of producers that were like, good luck, you know, getting into construction accounts if you don't quote or whatever the case may be.

Speaker 7 So that's kind of how I started to first think about things. And then,

Speaker 7 you know, from there, I realized I'd be going on these prospect meetings and

Speaker 7 just

Speaker 7 so many buyers of insurance didn't have an understanding of how the game worked. I call it the game, you know, the distribution model, whatever you want to call it.

Speaker 7 And there was a lot of frustration because of that, but it seemed like no agents were really telling them how it worked.

Speaker 7 Their incumbent agent would be saying things like, you know, don't talk with any other agents, it'll screw things up, which there was some truth in that statement, but they didn't really tell

Speaker 7 their clients, they weren't telling their clients why, right? So

Speaker 7 I kept getting in these meetings, and people would,

Speaker 7 if I realized if I could help the business owners just understand, and I would even tell them, like, even if you don't work with me, if I own a business, here's what I would do.

Speaker 7 And that was kind of my mindset going into these calls and these meetings. And

Speaker 7 so I just think taking that approach of educating them first and just saying, this is what's the best way to handle the insurance based on how things work.

Speaker 7 And then that from there, I built out, you know, the framework of that five-part series.

Speaker 7 And just kind of, I just went back and thought, okay, what are the things that I, you know, that I've been able to do and take my new clients, what process have I taken them through that has helped them improve their overall experience and ultimately, like I say, win the insurance game.

Speaker 7 And

Speaker 7 yeah, that's that's really how I came up with that model.

Speaker 6 Which so the one that immediately stood out to me

Speaker 6 was

Speaker 7 hire an agent.

Speaker 6 And that idea,

Speaker 6 although I've started to hear it creep up in other conversations, the first place that I heard it was from you. And the idea that,

Speaker 6 you know, I think a lot, there are many agents who I think operate in that mindset. I really, in all my conversations until very recently, and this could be because they're all stealing it from you

Speaker 6 when you had that conversation with Cass.

Speaker 6 But the idea of you're not, I'm not selling you insurance. I'm not quoting or bidding out or putting in an RFP.

Speaker 6 You're deciding to hire me as your agent and trusting that I'm going to go out and do a good job for you. And

Speaker 6 then,

Speaker 6 you know, that idea.

Speaker 6 I guess, I guess, where did that come from? Because it's as simple and kind of intuitive as it sounds when you say it.

Speaker 6 I've been around for a long time and had tens of thousands of conversations and I had never heard of it until last year when I heard you on CAS podcast. So it's very interesting to me

Speaker 6 that you use that terminology.

Speaker 7 Yeah, so I think what happened with me and how I came across that is,

Speaker 7 you know, when I went to school originally for marketing, I kind of always think outside the box and try to think of different angles.

Speaker 7 And I think when, again, when talking with real life business owners out there, if you can use analogies or compare things to other ways of looking at a situation, it helps them get it, like just click faster.

Speaker 7 So one of the very first things I thought of was real estate, you know, and that's, and that's where it's like, it's, it's just a foregone conclusion.

Speaker 7 You know, I just bought a house last year and a couple, you know, bought another one a couple years before that. And it was like,

Speaker 7 I didn't think to go use three different agents to go bring me the buyers, you know, or to represent me. It's not even,

Speaker 7 no one even does it.

Speaker 7 So that was actually the very first kind of analogy I had thought of. And that's what I used all the time, probably that first year or two.

Speaker 7 Is that, you know, it's like, you just don't hire multiple real estate agents to sell your, you know, $300,000 home. It doesn't make any sense at all.

Speaker 7 And

Speaker 7 once I started thinking that way and explaining it to people of why it doesn't make sense, they're like, oh my God, yeah, that I get it.

Speaker 7 You know, and I would see the look in these business owners' eyes. And I'm like, okay, this is, I have some traction here.

Speaker 7 And I've kind of actually taken that same analogy and helped business owners think about selling their risk, same kind of concept. I tie it back to real estate

Speaker 7 and listing their home. I've kind of used that one in telling your story.
So I just felt the real estate agents got it. They're doing it the right way, right?

Speaker 7 They have a client that trusts them and hires them. They don't know who's going to get them the best price, but they put their trust in an agent beforehand.
Same I'm asking you to do on the insurance.

Speaker 7 And then, you know, later on, I think last year, I thought of the analogy of sports athletes and the

Speaker 7 same type of analogy. So now I've actually kind of gone back.

Speaker 7 I'll use both in a meeting, one or the other, but ultimately I think they just help drive the point home and help these business owners or executives just get it quicker.

Speaker 6 Yeah, I really liked the,

Speaker 6 you know, the Aaron Rodgers one, the sports one, you know, that, that, that connected with me. I mean, real estate does as well, but, you know, I think what I liked about it was,

Speaker 7 you know,

Speaker 7 you know, you are like the, the, you are the Aaron Rodgers of your own story, right?

Speaker 6 Like it, it makes sense to think, well, geez, you know, here's a guy whose livelihood is determined by his ability to sell himself and he puts his trust into one person.

Speaker 6 Same thing with a, you know, a female professional athlete, an MMA fighter, or a soccer player, you know, she's going to do the same exact thing. And,

Speaker 6 you know, it really is. And again, you know, part of this is my eyes opening to be an agency owner again, right? Like I sold for eight years.

Speaker 6 I never dove this deep into commercial. Here I am coming back into it after five and a half years.

Speaker 6 And, you know, my, my eyes are fully open, I guess you could say, where maybe they weren't my first time around.

Speaker 6 And,

Speaker 6 you know, it, it is crazy. Like you, you walk into these accounts and you talk to people.

Speaker 6 And I had a, I had a, actually had a, an AOR situation where I basically used, I mean, I'm sure I butchered it versus how you or some other people would approach it.

Speaker 6 But I basically said to them, you know, they had blocked a market that I had wanted, that I knew would be perfect for them. They were a woodworking and millworking manufacturer.
And

Speaker 6 I just knew that this particular market was exactly what they needed. And some agent who, you know, they weren't even really attached to

Speaker 7 had blocked blocked this market.

Speaker 6 And I just said to them, guys, you don't even know if he's going to present you with this company. Like

Speaker 6 you've now touched three agents. And I didn't, I actually, and again, I'm learning quickly, but I didn't know they had approached three agents.

Speaker 6 I thought I was only going against one other guy and I knew he didn't have this market. So

Speaker 6 I just got in there and I said to him, you know, you have to choose which one of the three of us you're going to hire.

Speaker 6 Don't even worry about the companies because the companies are all going to be around the same price.

Speaker 6 they're going to be around the same coverage some better than others they're going to be around the same claim service some better than others but like who are you going to work with like which agent is the one that's going to get you to the promised land ultimately they picked me um which was great but um congrats yeah yeah well you know i it wasn't the account wasn't setting the world on fire but it keeps the lights on um

Speaker 6 the idea being that

Speaker 6 I walked away from that. And actually, I talked to my wife about the conversation that you had had on Kai's podcast.
And I just said, I call my wife Shorty.

Speaker 6 I just said, Shorty, like, there's this guy on LinkedIn. He talks about this stuff.

Speaker 6 Like, this situation that I was just part of was bananas, like absolutely nuts that, that there's three agents jockeying for carriers.

Speaker 6 Like, you know, how the hell do they know that they're going to get the best deal or if they're even going to get taken care of? I mean, it's crazy that this is how we operate.

Speaker 7 It really is, man.

Speaker 7 And, and, and that's why even before I get into using the analogies on, you know, the sports agent or anything, I guess it was helped drive the point home, but I always like to still educate the buyer on, I'll ask the question a lot of times, do you know how the insurance game works?

Speaker 7 And,

Speaker 7 you know, not even talking about agents or any of that. And then they'll kind of say, I don't know, maybe, but why don't you tell me?

Speaker 7 You know, and then that gives me the opportunity to either draw a little depiction of kind of how the market blocking works

Speaker 7 and just walk them through that whole process. So there's a couple of things that are interesting with that.
Because I'll take the, I'll kind of play devil's advocate too.

Speaker 7 I'll say, you know, you want to get another quote from another agent, which makes sense, but what if your current agent is just trying to do their damn job? You know what I mean?

Speaker 7 They're they're just shopping, they're not even blocking. So, then it kind of creates that thing that's like, you really got to just trust your agent ultimately.

Speaker 7 But, um, you know, so I kind of walk them through, and they're like, oh, yeah, maybe you're right on that. So, it's like, how do you know?

Speaker 7 And how do you know if your agent's blocking or are they actually shopping and doing their work? So, um,

Speaker 7 that all kind of just drives the point home of needing to hire one agent and really just trust them

Speaker 7 ultimately. And that's what I think a lot of people just have a hard time grasping that initially because it feels like

Speaker 7 it just goes against their human nature. You know, they feel like I'm going to get screwed over if I just trust one agent or what if I get burned.
And that's people's biggest concern.

Speaker 7 And I think once you can help them get past that,

Speaker 7 ultimately, really, it makes the process just a lot easier going forward.

Speaker 6 Yeah. And you also have from the agent side, you know,

Speaker 6 you want to have a shot at everything you walk into.

Speaker 6 I mean, that's the kind of standard methodology is like, oh my God, we act as if, and I am as guilty of this, especially early on as anybody, we act as if,

Speaker 6 you know, every account that we walk into and have a chance at is the last account we're ever going to walk into and have a chance at. And that creates this lowest denominator game.

Speaker 6 Like, you know, and ultimately it creates negative situations.

Speaker 6 The guy that, that I actually presented the agent of record against, um, you know, wrote this nasty gram back to the guy about how I'm a one-man shop and won't be able to service them and all this kind of stuff.

Speaker 6 And,

Speaker 6 you know, why would you ever choose a one-man shop over,

Speaker 6 you know, we've been in here business for 20 years, you know, all that nonsense.

Speaker 6 And,

Speaker 6 you know, and I, I have a, I have a perfectly fine response to that, which, so it wasn't an issue. And again, I still got the AOR.
But now you have this negativity in the system. And

Speaker 6 that situation,

Speaker 6 I went back and watched your video series again after that happened. This is because I wrote this account like last week.
And I just said to myself, like,

Speaker 6 there are so many accounts in the world. There's so many just in my local space, let alone if I extend out.

Speaker 6 100 miles, let alone if I reach into Vermont and Massachusetts and Connecticut, which are less than 20 miles from where I'm sitting.

Speaker 6 So like there, there are plenty, there's plenty of business for me to take care of my family. Like every account is not the last account I'm ever going to walk into.

Speaker 6 And

Speaker 6 this idea of

Speaker 6 being hired versus just bidding to me is a much more,

Speaker 6 it has much more sustainability, I guess, and establishes the type of relationship you want from the beginning. Okay.

Speaker 6 So my question to you then is, what is the biggest piece of pushback that you get to that idea? So, you sit down, you explain to them how the insurance game works, this idea of hiring an agent.

Speaker 6 You either, you said this the other day in one of your videos, you're like, you either trust your agent or you don't.

Speaker 6 And,

Speaker 6 like, what is besides just, hey, we trust our agent, we're good, like, what kind of pushback or questions do you get about this process that maybe,

Speaker 6 you know, like, what are the most common questions you get?

Speaker 7 Yeah, I mean, obviously, besides the, hey, we're happy thing,

Speaker 7 and besides that one, I would say one of the most common ones is,

Speaker 7 you know,

Speaker 7 I'm not signing anything.

Speaker 7 I've done that in the past. I've been burned.
So that's, again, like you said, there's just such a bad stigma around BORs. Actually, I was just talking with a client yesterday.

Speaker 7 I had wrapped up a renewal that I won four years ago.

Speaker 7 This is our fifth renewal. And he said, man, I get people coming in here all the time.
And he's like, I really appreciate you.

Speaker 7 But I always tell him, I'm not signing anything. And I said, well, I got you to sign something for me.

Speaker 7 and he kind of laughed um you know he had a 25-year relationship i broke up where he was completely happy but again once i kind of diffused the situation i think because he had such a bad taste about he had signed a bo are in the past and got totally burned um

Speaker 7 so i think to diffuse that it's i in my i'll look him right in the face i'll be like i don't even know if I want to ask you to be hired at this point. This is our first meeting, right?

Speaker 7 That's, and that kind of goes to my series where I talked about due diligence, but um, I don't want to get ahead of myself, but essentially, that's that's the very first thing.

Speaker 7 It's like, I'm not even saying I want to ask for a BOR, I don't even know if it makes sense. Your program might be in a great spot, you're telling me the service is excellent already, you know.

Speaker 7 So, um, that's that's a huge one. It's just that just a bad experience and they and trusting.

Speaker 7 And then it's just from there, the other kind of objections would be, you know, be like, well, how can I, if I don't know a price, how can I,

Speaker 7 how can I just eventually, you know, let's say you come back and you present things, and and you don't show me a price, how can I just move to you? So, that's the second one.

Speaker 7 And I say, diffuse that one.

Speaker 7 One, there's a couple ways. One way is, you know, worst-case scenario, I come back, I show you have some major issues, and let's say you want to hire me.

Speaker 7 Worst case scenario, you can stay with the same carrier, and your price won't get any worse. There's no real downside, but your coverage can go up and better, and all that stuff.
Um,

Speaker 7 and and also, I let them know that technically, by the book, if you switch agents, a carrier can't just jack up their price because you switched agents, right?

Speaker 7 So that kind of helps diffuse that.

Speaker 7 I'll also diffuse that one by saying, you know, you can, if, if I, you hire me, um,

Speaker 7 I haven't showed you a price yet.

Speaker 7 I come back, I present something, you're totally just unhappy with what I've came back with, or you think I've done, not done a good job, you can fire me, you know, right then and there.

Speaker 7 And so that's always an option as well. You can fire me just as quick as you're hiring me.
So those are some ways to kind of diffuse that.

Speaker 7 The second one, which is, you know, how can I just trust you without seeing an actual price? But

Speaker 7 one thing I like to show a lot is,

Speaker 7 you know, I think I have, I don't know, 35 clients or something, but over the last five years,

Speaker 7 everyone who's hired me, I keep a before price and after price, and also kind of the coverage enhancements or service improvements. I'll kind of show them.

Speaker 7 Here's a list of all the people who've hired me over the last five years. Here's what their premium was the year before.
Here's the premium after they hired me.

Speaker 7 And actually, most of them have gone down.

Speaker 7 Some stayed flat, some went up due to exposures, or we had to increase coverage. But I think the power in showing them that is to let them know that, like, you know,

Speaker 7 when I come back and present to be hired, I do a benchmark analysis. I review the coverages and I kind of tell them, I'm saying,

Speaker 7 hey, I know 99% sure that we can save you the $20,000 I'm saying I can save you based on

Speaker 7 what I see in the market, but I never promise it. So that's,

Speaker 7 I guess that's kind of the two biggest things I would say ultimately are the, I'm scared, I've been burned in the past. And the second is, how can I trust you without seeing a price?

Speaker 7 I just can't, I can't do that.

Speaker 6 Yeah. So when you first meet with a client, you just said, you know, you may even tell them, like, I don't know that this is something.
that I even want to do.

Speaker 6 Like you're kind of giving them a little bit of that scarcity of, you know, you have 35 clients and

Speaker 6 you don't necessarily need to add them, right? I mean, whether that's true or not, that is the perception that you're giving them.

Speaker 6 And what you're really trying to look for is a good fit for your book of business, for your agency, for what, you know, you're

Speaker 6 trying to do.

Speaker 6 What are you looking for when you go back and you do your due diligence? So they buy in, they haven't hired you yet, but they are willing to allow you to do your due diligence on their account.

Speaker 6 What kind of things are you looking for for them? Like, are you, do you have certain triggers?

Speaker 6 Is it, you know, what

Speaker 6 thing, and it doesn't have to be everything because I don't want you to give away all your secrets, but like, is there a particular piece of an account that you look at and you're like, this kind of, this shows me, this, this aspect of their business shows me that this is somebody who I can work with and that will be a good account and that we can actually provide value to?

Speaker 7 Yeah, so you're, you're not, I just want to make sure I'm answering this. You're not asking like, what do I look for in terms of policies?

Speaker 7 What you're asking, what am I looking for kind of in terms of culture or just overall feel from the account, right?

Speaker 6 Or either. If there's a, if there's a cultural aspect that immediately says yes or immediately says no, or, you know, what would be,

Speaker 6 you know, one of the top three triggers that you'd say, you bring this back, you'd look through it, and you'd go, you know what? These guys are checking the box.

Speaker 6 This feels like something I want to work with.

Speaker 7 So this is going to seem so counterintuitive, but number one is loyalty. And when I know a guy like a client has or a prospect has been with their agent for 20 years, I love that.

Speaker 7 And I tell them that I'm like, dude, you are my dream client because you've shown loyalty to your agent. That's awesome.
You get it from that standpoint.

Speaker 7 So then when I tell them the story, it maybe helps them get it even a little bit more. And they're like, okay, yeah, I am kind of doing the right thing.

Speaker 7 They didn't even know it, but they kind of just were happening stantally.

Speaker 7 So loyalty is a big one. If I come across someone that, yeah, last year we looked, the year before that, we looked, you know, I bring in five people every year.
I'm like, instant red flag.

Speaker 7 I don't even know if I really, you know, I'll try to educate them, but I'm not getting my hopes up.

Speaker 7 Or at one meeting, I just literally walked out after I show up and the guy was like, yeah, here's, here's, here's the packets, here's everything. I'm like, no.

Speaker 7 And I said, well, let's take a step back before we get down that trail.

Speaker 7 And he just was like, no, we can't really do that. I said, well, then I think we're done here.
I just don't have a whole lot. I can do for you.
You're better served by someone else.

Speaker 7 So, yeah, so that's that's number one is just, have they been loyal to their agent? Do they, you know, and then, you know, number two for me is kind of,

Speaker 7 I have a, I have a weird cus client base. You know, some people are kind of blue, hardcore, blue collar, some are more white collar, but at the end of the day, they're ultimately, they want to find,

Speaker 7 again, it kind of goes back to the loyalty, but they want to find like someone like, that's my guy, right? Or that's my girl. Like, I got a real estate guy.
I got an insurance guy.

Speaker 7 And like, yeah, I do hold them accountable from time to time or I do maybe talk with other other people, but ultimately, unless they really screw up, that's my guy.

Speaker 7 You know, they kind of have that mentality and that kind of ties into that, you know, that agent, right? So

Speaker 7 those two factors I really like. And then the third maybe is just

Speaker 7 kind of an intelligent buyer, I guess you could say, from the standpoint of they get it that

Speaker 7 you're going to make mistakes as an agency, right? You're going to maybe

Speaker 7 your service team maybe is going to drop the ball from here, you know, over once in a while, but they get it, right? They get that in business, things happen, they make mistakes, we make mistakes.

Speaker 7 Obviously, not I'm not talking about you know blowing coverage or anything major, but just that kind of

Speaker 7 they view it as a relationship.

Speaker 7 And in a relationship, they know it's not perfect, but they know that ultimately you have their best interest at hand, that you care, that you constantly communicate with them, and that and they value those things, you know, that advisement and the attention that you give them.

Speaker 6 Yeah, I think

Speaker 6 I think

Speaker 6 to me, that, again, it's that scarcity mindset that, you know, you're never going to have that account again, that you just run through all the stop signs. And

Speaker 6 y'all was telling, do you know David Carruthers?

Speaker 7 I actually, I actually heard about him through you, following you, and then I've connected with him recently.

Speaker 7 And yeah, I do like his killing commercial, right?

Speaker 6 Yeah, yeah. So I'm part of that program and I really like his methodology.
And

Speaker 6 I called him one day. I ran through these stop signs so bad.

Speaker 7 And like,

Speaker 6 it was, it was such a great learning experience because you just like, when you go back and you, and if, you know, if you, if you actually take the time to dissect, you know, each account that you tried to

Speaker 6 to quote on, right?

Speaker 6 Which I, which I do,

Speaker 6 I take a, try to take a minute at the end of the day and say, okay, hey, why did this work? Why didn't it work?

Speaker 6 And I looked at this account. I just like, it was like, one, the guy knew every piece of information that I needed off the top of his head, like almost as I was asking the question.

Speaker 6 Like that should have been like red flag number one. Like he's done this too many times.
Like no one should know, you know, exactly what I'm asking before I even ask it. And

Speaker 6 then, you know, number two, wouldn't send me his policies.

Speaker 6 Number three, you know, and I'm just like, bang, bing, bing.

Speaker 6 And this was like real early on when I started the agency. So I just, I was like, screw it.
You know, like, hey, it's an opportunity. I need some work to do.
Why not? Right. Why not waste my time?

Speaker 6 And I got to the end and obviously, you know, nothing happened. And, you know,

Speaker 6 some agent.

Speaker 6 Some agent ended up quoting like a quarter of the revenue. The price is way down.
I'm trying to explain to him like, bro, you're going to be audited at the end of of the year.

Speaker 6 Like, it's not like you just get away with not paying that premium because he was, you know, I'm doing air quotes. You can't see me, like, smart enough to

Speaker 6 put 25% of the sales in, you know, like, come on. And

Speaker 6 didn't care about any of that. So, so good, you know, I'm actually glad that he's not the account, but I was like, man, I was operating from such a position of like

Speaker 6 just,

Speaker 6 I was so willing to sell my soul to get that account to blow through stop sign after stop sign.

Speaker 6 And

Speaker 6 I just feel like too many of our brothers and sisters in arms in this industry do that.

Speaker 6 And, you know, what being someone who doesn't operate in that space, and maybe you have some advice here, maybe you don't, like, what?

Speaker 6 How do you work through some of that? Because I'm sure you get anxious when you're sitting in front of account.

Speaker 6 You know, maybe yours are slightly larger than some other people's, but the mentality isn't different.

Speaker 6 Like, how do you work through some of of that anxiousness when there's an account you really want or that feels like it's lining up really well, but maybe there's some red flags?

Speaker 6 Like, how do you control yourself versus maybe someone who's listening to this and is constantly feeling guilt for blowing through stop signs on a sale?

Speaker 7 Yeah, I mean, I think it's easy to sit here on a podcast and say, oh man,

Speaker 7 I never go after accounts I shouldn't go after because we all see those premium dollars or the commission, you know, the revenue start adding up in our head.

Speaker 7 I mean, if you're going to deny that, you're probably a liar, I would say,

Speaker 7 or you're very disciplined. And so I'm guilty, just like you are still.

Speaker 7 You know, I've been doing this

Speaker 7 10 years, and there's probably people listening that have been doing it 30 years and you know, or one year, but I think everyone kind of can get sucked down that path.

Speaker 7 What I've found has helped me the most, though, kind of stay from chasing is

Speaker 7 well,

Speaker 7 one, it's always having a full pipeline and having people that you're talking to. Like, like this year, I've had an amazing start to my year.

Speaker 7 My revenue is, you know, crushed halfway through the year already. And so that puts me in a whole different position.
I'm not out there chasing prospects.

Speaker 7 So I think that's a, that's a really big one is just to always have other people you're talking to.

Speaker 7 That, that really,

Speaker 7 for me, helps a lot.

Speaker 7 And I totally just lost what I was going to say. I was going to say another point on that as well.
But,

Speaker 7 oh, here's what I was going to say. That's where the due diligence piece helps so much.
Because let's say I'm in that first meeting and I'm kind of getting some red flags. And they're like, you know,

Speaker 7 I don't know. I'm just unsure.
But it, to me, doing due diligence doesn't take that much time. And that's why I love that model versus quoting.

Speaker 7 I think it's a win-win all around because now instead of having to make that commitment to quoting, because we all know it takes a lot of effort for not only us, but if we have a marketing team or a sale, you know, account management team, I see their pain they go through and the frustration and how annoyed they get trying to gather all that information.

Speaker 7 With due diligence, I can say, hey, here's the, you know, let's take the next step. Let me see if there's anything I can do to help.

Speaker 7 And all I need is copies of your policies and I can do a full-blown analysis and I'll let you know. And, you know,

Speaker 7 that doesn't take me a whole lot of time to review policies at this point in my career.

Speaker 7 For some younger people, it might, but still, bringing someone in your office or someone through LinkedIn you've met to help you out that would be willing to mentor you and kind of walk you through how to audit policies in a fairly timely fashion.

Speaker 7 And I actually kind of an insurance nerd at heart, so I kind of like looking at people's programs, even if it's like you know, I might learn something anyways.

Speaker 7 So, that those two things

Speaker 7 that I think can

Speaker 7 really help.

Speaker 5 you there, Ryan.

Speaker 6 Yeah, you cut out for a sec. We lost, yeah.
Those two things can really help.

Speaker 7 Oh,

Speaker 7 yeah, I would say those are the two things that keep me on track: is the due diligence because it doesn't take a whole lot of time. And

Speaker 7 for me, that's been a good way to,

Speaker 7 I guess, you learn more about them through that then, too, because then if I say I need policies, and let's say they send me the policies, but the policies are whited out, the premiums are whited out.

Speaker 7 Well, it's like, man, I'm not even trying to quote. I'm just trying to do some due diligence.

Speaker 7 And then, you know, if it's, it's, if that's a headache, just trying to get insurance policy, that might even be another red flag. Something, you know,

Speaker 7 I'm just not, this is not really worth my time. And I'll just call them and say, not a good fit.

Speaker 6 So, so that was one of the things that I implemented in at Rogue. Now, again, I'm implementing it for myself since it's just me, but but

Speaker 6 that was one of the things that I implemented about two weeks ago was part of my

Speaker 6 checklist for a new piece of business is

Speaker 6 if they won't send me their current policies, I will not move forward with them.

Speaker 6 I just won't do it anymore because one, I don't have the time to, you know, as a single person shop, I do not have the time to practice quote or,

Speaker 6 you know, go off of information that is often incorrect

Speaker 6 you know it's it's things like that like if they're if they're not willing to give me the basic information and their policies that you need then I literally will not take the next step and I'll just I've and I've already told two people like I would love to work with you but if you're unwilling to take the two minutes to forward me your policies then I you know I just wait until you are and

Speaker 6 you know that that you know one of those people actually went back and got me all their stuff and it was perfectly fine and the other person was like ah you know know, give me whatever, and we're not going to do business this year.

Speaker 6 And that's also perfectly fine. But

Speaker 6 it's, it's, you know, this is what I learned from that restaurant account with the guy on the phone that I was telling you before. Like,

Speaker 6 he was unwilling to commit to the process. And if he was unwilling to commit to the process, then why would we commit to the process?

Speaker 6 It puts you in a position where you can't actually be of service to them. They haven't given you all the information that you need to do your job.

Speaker 7 100%.

Speaker 7 and i would add on this because the beautiful thing about insurance is that you know you sell a client hopefully you keep them for life and you get that residual component you know because they keep selling it's like being a real estate agent not to use analogies again but imagine being a real estate agent having a client that needs to buy a home every single year you know it's awesome right but the clients who commit to your process up front I found are so much stickier.

Speaker 7 Like I go into my renewals. I mean,

Speaker 7 I really, I'm high touch in terms of not out to see them every day, but just, you know, talking with my clients on a consistent basis, checking in with them mid-year, doing that, you know, the

Speaker 7 marketing strategy meeting every year. And I just find like the renewals, I'm not even really nervous about.
Sometimes the account manager is like, do you think they're going to shop?

Speaker 7 I'm like, no, if they do, you know, I have the direct talk with them. If they ask for loss runs, I'm like, here you go.
And I just remind them how the process works. Not a, never a bully.

Speaker 7 But what I found is just the stickiness level of these accounts that you bring in this way.

Speaker 7 It's just so much,

Speaker 7 man,

Speaker 7 it's priceless.

Speaker 7 And of course, you keep that trust. You can't just burn it.
But that's a huge benefit to making sure they check the boxes up front because it's going to pay off building your book.

Speaker 6 Yeah.

Speaker 6 So I want to be respectful of your time. And I have two more questions that I want to run by you.
And this has been, this conversation has been very out of order, but I think that's perfectly fine.

Speaker 6 I think a lot of people who are listening to this,

Speaker 6 they hear that you have 35 accounts, that you work for Marsh, and they probably would say to themselves, like, you know, well, you know, how he gets business isn't how we get business or, you know what I mean?

Speaker 6 Or something, something silly like that. And, you know, so how do you go about finding the accounts that you want to work with? Like, are you out?

Speaker 6 cold calling? Are you networking? Are you, you know, how does that work for you? And in as much as you're willing to talk about that,

Speaker 6 you know, I think a lot of people are interested in how you go about

Speaker 6 finding these accounts that you sit down with and have these conversations with.

Speaker 7 Yeah, that's a great question. And

Speaker 7 I would tell people, anyone listening, I get them the same way you get them. It's out there.
And I'm old school.

Speaker 7 Every client that I've sold. has been through cold call,

Speaker 7 which maybe I should be ashamed of because I'm not getting a whole lot of referrals.

Speaker 7 I've suck at getting referrals. That's probably what I need to get better at,

Speaker 7 you know, especially because I have good relationships with all my clients. But

Speaker 7 I've gotten, I have gotten referrals. I just, usually they're a little smaller than makes sense for me.

Speaker 7 And that's kind of the struggle I've faced. But yeah, man, it's been cold calling.

Speaker 7 And my first year, I was, my goal is always about 40 to 50 cold calls a day because in my mind, I was just thinking, if I I can just have, and I didn't base it on meetings.

Speaker 7 I didn't care about meetings. I mean, yeah, that was awesome to get a meeting set, but I was based on conversations.
And I would make these cold calls.

Speaker 7 And my whole thing is, if I make 40 a day, I kept the statistics for my whole first year of being in the industry. I set 83 appointments in a year.

Speaker 7 And I knew statistically speaking, you know, and this bears out if you look at national numbers, but I kept my own.

Speaker 7 For every, I think it was 10 people or 11 people, I would talk to one.

Speaker 7 For every five people I talked to, I'd get one one meeting to one to two somewhere in that range um so i just kind of knew it was a numbers game for me and i know there's a lot of stuff on linkedin right now telling you know don't make it about numbers don't and that's fine you do whatever works for you but i'm just telling you what worked for me so um

Speaker 7 that and when i'd make these cold calls i'd have these conversations um

Speaker 7 i would really keep a list of the people that said, you know what? Yeah, I may be open. Let's call me back later.
And I counted that as a win. So I have my call me back later list.

Speaker 7 I created a specific list of people who said, call me back later. And then I also had a master X date list, which is, you know, everyone's done that in the industry probably.

Speaker 7 But so everyone I talked to went on the, you know, the warm lead list, I called it.

Speaker 7 And then I would just stay on those people and follow up with them. And how I found most of the people would be just Google, LinkedIn, you know, driving around.
town.

Speaker 7 I went to, I was in Houston my first five years. I'm living in Austin for the last year and a half, but still spent spent a lot of time in Houston.

Speaker 7 And I went to a lot of parts that a lot of people weren't going to of town. The east side, which is very industrial

Speaker 7 part of town, a lot of brokers just didn't go over there.

Speaker 7 Well, I was, I found some really nice accounts kind of on some side streets that, you know, they had a lot of employees, a lot of risk, and they paid a lot of money.

Speaker 7 So I was going into those areas of town.

Speaker 7 I wasn't afraid to get

Speaker 7 up in there. And

Speaker 7 also, one resource I used was Factiva, which which is a done and Brad Street kind of deal, which you can just kind of search by by zip code.

Speaker 7 So then you just type in a zip code industry size and it pulls every business in that in that zip code. So those were

Speaker 7 that's really how I've done it. I've tried networking.
I do network still. I mean, I go meet with people.

Speaker 7 Being in my young 30s, I think this is a challenge probably a lot of us face is that a lot of people we know and friends we have, maybe they're in in the finance department, but they're not making the decisions yet.

Speaker 7 So

Speaker 7 I still think networking is important. I'm doing it, but I'm not relying on that.
And then last year, I started LinkedIn, and

Speaker 7 that is a long-term play for me. I think,

Speaker 7 yeah,

Speaker 7 CFOs, I don't know if they're hanging out there, business owners, I don't know if they're spending tons of time on LinkedIn yet, but

Speaker 7 I think eventually they will be.

Speaker 7 I think as buyers get a little bit younger, they will be on there. And I still think it builds that credibility factor.
So that's pretty much everything I'm doing.

Speaker 6 Yeah. I mean, I hope everyone listening just

Speaker 6 kind of really dialed in or maybe even just hit the like 15 second back button a couple of times, however long that answer was.

Speaker 6 This is exactly what I've found and how I've gotten business. at real risk.
Like I launched this agency to be this digital hybrid.

Speaker 6 And there are aspects of it that are because I had this vision and what I'll tell you is that vision is very possible but you got to spend a lot of time and effort building funnels and landing pages and ads and you're gonna have to test ads or you gotta hire people and even those people and and that is a whole game that that takes the same amount of time and effort as it does to what Mike is describing and I'll tell you that in many regards, what I've found is that the business I'm writing here at rogue i that's how i'm getting it i'm cold calling people i do some cold email i don't know if you do a lot of cold email but but i do a lot of cold email too and uh hold on one sec dude the kids have decided to start

Speaker 6 um

Speaker 6 so i i just i just hope the i hope the people listening at home because i think i i feel i've run into so many agents that are like all right i was talking to an agent the other day and he's like how you getting your business what's going on and i was like i'm i've been cold calling and and and cold email doing a lot of cold cold emails, some cold LinkedIn outreach.

Speaker 6 And that started some conversations.

Speaker 6 And he's like, oh, that makes me sad that you're cold calling. And I was like,

Speaker 6 and at the time, I just let the comment go, you know, at the time. But then I got off the phone and I was thinking about it.
And this is nothing negative against that agent. It just was like,

Speaker 6 I almost feel like the count,

Speaker 6 this is the only way to be targeted in who you write. Like, otherwise, you are kind of at the mercy of inbound.
And I'm not knocking inbound, but like

Speaker 6 inbound alone, you are kind of at the mercy of what comes in.

Speaker 6 When you're proactive, you can actually try to find the accounts that fit what you're trying to do. And

Speaker 6 I do think it's the secret weapon of some of the most successful agents in our industry. And I do think far too many agents, because it makes them uncomfortable,

Speaker 6 they don't do that. And

Speaker 6 I think it's a limiting factor to the upside of a lot of people's personal growth in the industry.

Speaker 7 I would agree 100%, man. It's almost like cold calling has a

Speaker 7 bad stigma to it. And I don't get it,

Speaker 7 especially in commercial, you know, where you're, hopefully you can sell some decent size accounts and get paid a little bit more. And you can be so much more targeted, like you had said.

Speaker 7 So yeah, I don't get why it does. People are just shocked when they're like, how do you get new business? And in various sales industries, I'll tell them, you know,

Speaker 7 cold calling calling, and they're like, What? Really? That still works.

Speaker 7 And, you know, so I, yeah, just, you know, be careful of everything you read on LinkedIn isn't, isn't true, you know, 100%, or it just might not be true for you, you know, but I definitely think cold calling still works.

Speaker 7 And I still think there is some aspect to it in terms of a numbers game,

Speaker 7 which sounds so old school, but

Speaker 7 it works.

Speaker 6 Yeah, no, it 100% works.

Speaker 6 I would be far more frantic and probably not doing this episode of the podcast if I hadn't, if I hadn't been cold calling, because I wouldn't be selling things because inbound marketing takes a long time.

Speaker 6 And I really think the answer over time, if you're looking over an agency, not just an individual producer, and really the LinkedIn is an inbound play for you. Like, I think

Speaker 6 it's really about having a set of tools. outbound, inbound, you know, doing some cold email, you know, different stuff like that.
You know, I actually started mailing out

Speaker 6 in addition to the targets that I I want to cold call, mailing out like some hard folders with some material in it that kind of describe our process and what I'm trying to do as a way to just warm some people up when they get the call.

Speaker 6 You know, just trying different things.

Speaker 7 You know, some of it will work, some of it won't.

Speaker 6 I may realize I don't need to send a, you know, it's basically $3.75 worth of hard material in the mail to someone to cold call them. That's very possible.
But

Speaker 6 I think it's testing. And, but for producers, man, individual producers, I just, I've been happily shocked at how, um,

Speaker 6 how relevant cold calling still is and how productive it still is.

Speaker 7 Yeah, exactly. And I would even encourage people,

Speaker 7 um,

Speaker 6 man,

Speaker 7 I guess I've, I've gotten into accounts paying $1 million, $2 million

Speaker 7 via cold calling, accounts with 1,000 employees, 2,000. employees via cold calling.
So it works at all. Is it tougher? Yeah, but you don't need as many of those accounts.

Speaker 7 Yeah.

Speaker 7 Exactly. And I would say the smaller businesses, your odds of cold calling working are even higher.
You know, small, medium-sized companies, you can catch the guy, the people a lot easier.

Speaker 7 Yeah.

Speaker 6 Well, man, I want to be respectful of your time. This has been a tremendous conversation.

Speaker 6 I'm actually going to leave a teaser for what you're doing on LinkedIn as what would have been my final question.

Speaker 6 I wanted to talk about, you know, telling a good story for the client, but I think you describe it so well.

Speaker 6 and um i'm actually just gonna tee it up anyone who's listening to this and wants to get to know what mic is doing more and just just be involved and and where he is and not that you need 10 000 insurance agents following all your stuff but uh if they hit that like button it spreads the message right and it's just good to mix and and get to know people more so um i i highly recommend uh following um what mike is doing on linkedin uh is that is that the best place for people to connect with you if they're interested

Speaker 7 Yeah, yeah. LinkedIn is by far the best for me.
I have my email on there, my cell phone. And I would say I do get messages from quite a few agents across the country that don't work

Speaker 7 for my company.

Speaker 7 And I'm always, most of the time, I'm willing to just have a quick phone call to talk with people. I really want to see young agents and all agents be successful.
And it can be a great industry.

Speaker 7 And I think the problem is there's just a lot of lack of direction when you get hired on or you get in this industry and it is, it has some nuances to it that make a little bit different than some other sales jobs you might have had in the past if you're coming from outside the industry.

Speaker 7 So, um,

Speaker 7 yeah, man, I'm all about helping people.

Speaker 6 Yeah, I highly recommend everyone do it. Dude, I think you are doing things the right way.
I love it.

Speaker 6 I love that you've started talking about it and sharing what you're doing, whether it's indirectly or directly on podcasts like this.

Speaker 6 I really think that the way you're approaching the business at your age is

Speaker 6 tremendous. It's a great sign for what the insurance industry could be, the value proposition that we present.

Speaker 6 And, you know, if we can, if we can build a next generation of agents who step away from that,

Speaker 6 who step away from that kind of quote bid crank mentality

Speaker 6 to more of a value proposition mentality, I think in general, we'll do a better job for our clients. And, you know, and ultimately we can help change

Speaker 6 some of the perspective that people have on our space right i mean how many times you run into somebody you tell them in your insurance and they give you the the the the the the janky eye you know and you're like

Speaker 6 uh you know so i i think we can change that um

Speaker 6 you know one client at a time and i just appreciate you man i'm glad that you spent this time on you willing to spend this time and and i wish you nothing but success and i hope that everyone listening connects with you Yeah, man, I appreciate you having me on.

Speaker 7 And, you know, hit me up anytime. I'd be happy to jump on another call with you, podcast with you.
And it's been a pleasure following you as well. So, I always like to learn from

Speaker 7 other agents out there, and that's the only way to grow is to kind of see what other people are doing, take a little bit of what they got, add it to your skill set, and keep moving forward.

Speaker 6 Absolutely, bud. Thanks, man.

Speaker 7 Hey, thanks, Brian. Take care, man.
Bye-bye.

Speaker 4 Close twice as many deals by this time next week. Sound impossible? It's not.
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Speaker 3 Hey, it's Parker Posey. How did I get here? I love improvisation when it comes to acting, but when it comes to a real-life plan, I stick to a script.
Cue the music.

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DIA is subject to risks similar to those of stocks.

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See your local Toyota dealer for hybrid battery warranty details.

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