Insurance In Your Words

One thing's for sure, it's probably not enough. 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. P.S. Agency Nation University is a pretty good place to learn the laws of insurance attraction.

No matter who you are or what you do, this question will always try to get the best of you. 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. P.S. Agency Nation University can help you be good enough.

Is really a lot more specific than you think. 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. P.S. Want to know about what videos should be where? Agency Nation University is your ticket. Listen to Part I here.

If you're not sure then you've got a big problem. Because the worst thing you can do is nothing and refuse to decide who should be listening. The crazy thing is that it's not always who you think it is. But taking the time to figure it out how to relate to that person will make them want to do what you say. That's what I talk to Becky Taylor, Marketing Manager at Ohio Insurance Agents Association, about as she figures out who should listen to them. P.S. Agency Nation University can teach you how to talk really good.

They don't want to read your insurance blog post, they need to read it. Once you realize that, creating the things your agency needs to organically attract clients gets a whole lot easier. It's the subtle and simple shift in mindset that will free your desire to create things to help people find you. It's with this freedom you'll be able to figure out who really wants to talk with you. That's what I talk to Terry Grier, of Strive Insurance, about as he comes close to doing it. P.S. There's a whole lot of talking into things Agency Nation University can do.

It should be at the same point every time. If we're getting even crazier, it should be as close to the bottom of the sale as possible. That is if you've provided your prospects with the ability to educate themselves to that point before they reach for the phone. That on demand education will help increase your efficiency and identify the hottest leads. That's what I talk with Eli Gillespie, of Gillespie Insurance Services, about as he tried to figure out his. P.S. Agency Nation University can help get your leads all the way to the bottom.

If no one is raising their hand you'll probably have to duke it out. These are the moments when it's not a whole lot of fun to work in a family business. The family part gets in the way of the business that needs to be done. Because it's not easy to pull your agency out of coast mode, but if you do you'll really enjoy the ride. That's what I talk to Mike Crowley, of Crowley Insurance, about how he took control. P.S. You can be the first one in your agency to go to Elevate 18 this year.

Before you say anything, it might not be that great after all. Because that better deal could come at a cost of your clients well being. What do you have to do to keep that person loyal during the toughest of times and should they even have to be? That’s what I talk with Nancy Nicklow, of Huff Insurance, about the severity of the better deal she often faces. P.S. Did you know the Agency Nation newsletter is amazing?

That’s a tough question that really depends on what you’re selling to who. There’s a lot to be said about not needing/wanting to know something. It’s liberating on a level you probably can’t imagine, but how practical is it? Does your ear need to be all the way to the ground or can you listen a few feet up? That’s what I talk to Bogus Handzel, of Handzel and Associates, about as he figures out how sharp it should be. P.S. Agency Nation University can sharpen all kinds of swords for you.

Just when you think it’s over, you realize it never ends. It’s a constant grind that is unforgiving and relentless in it’s consistency to be completed. Knowing what to do and where to start is going to depend on what you have at your disposal. Because you have to create something that goes far beyond the surface and includes something with a lot of depth and complexity. That’s what I talk about with Becky Schroeder, of Senior Vice President of Marketing for ITC, about the never-ending journey. P.S. If you need help to constantly keep going, Agency Nation University can help.

Even if you are, do you have enough people staying there? It’s a question many agency owners struggle and rarely want to face. It’s hard to do more when you have to do it all yourself. Figuring out how to find the right people becomes a critical thinking problem with no answer. That’s what I talk with Alex Dopazo, of D&A Insurance, about as he comes to grips with doing more of what he should. P.S. Learn with people like Alex how to do those things in Agency Nation University.

Because you'll never be able to catch up if you do. Realizing it's going to suck no matter when you start is your first major challenge.  Owing that embarrassment is the best thing you can to eventually make it turn out the way you want. That's when you'll get good enough to attract the business you weren't sure you could. That's what I talk to Woody Brown about, of The Rhoads Group, as he starts to put all the pieces together. P.S. Agency Nation emails might help limit how much embarrassment you face.

Is that they shouldn't be used inappropriately to be something they're not. It also shouldn't be the only type of video you do. Not to mention, the easier you make the more it will get done and the more that get done the more business you'll close. If you try to make it your only video strategy, you'll be spending way too much time making the same thing over and over again. That's what I talk to Ryan Sautman, of Just4You Insurance, as he shares his early adoption of proposing on video. P.S. Listen to the end to hear about the secret deal Sydney and I are offering at Innovation 18.

Is to create an experience that changes their perception of space and time as they know it. That's probably more than slightly exaggerated, however should not be understated in its importance. Yes, there's a lot of information available to help reinforce a logical decision about your marketing efforts. However, that logic sometimes isn't powerful enough to motivate action. Instead, it's a demonstration of the consistent experiences possible through your marketing efforts. That's what I talk with Becky Taylor, of Ohio Insurance Agents Association, about as she contemplates her marketing possibilities. P.S. If you need help using your newly bought tools and tasks, Agency Nation University is the place to do it.

You might want to think twice before you answer, because it's hard to do if you're not ready. Once you've allowed yourself to believe this idea can work, then it's up to you to make it happen. Creating the habits and identifying the times to consistently create it help that belief grow. But you can't always listen to everyone else, because what worked for them might not work for you. That's what I talk to Terry Grier, of Strive Insurance, about as his content faith gets tested. P.S. There's going to be a lot of believing going on at Elevate 18, you should come.

Because they know what's going to happen if they do. It's the previous mediocrity that has created an immunity to the thing you want them to do the most. You probably haven't done enough work to earn the request, because the requirement increases every year. If you take the time to build a detailed process that fulfills that requirement and walks them closer to the sale, everyone wins. You have to change the language, expectation and experience people receive to make a quote more request-able. That's what I talk about with Eli Gillespie, of Gillespie Insurance Services, as he tries to figure out his. P.S. Agency Nation University is the best place to learn how to full those requirements.

Sometimes you can't see it until it's too late. But seeing it at all is the only thing that will keep you from finding more. Just because your agency can do something, doesn't mean it always should. That might be the hardest part resisting a niche regardless how right or wrong it ends up being. That's what I talk with Mike Crowley, of Crowley Insurance, about as he comes to grips with his. P.S. Learn how to attract the right niche in Agency Nation University.

There's a pretty good chance that you are because you don't realize how long it takes. Believe it or not, your ability to show up and do the things you're supposed to is a very powerful differentiator. It's that simple difference that separates average agencies from great ones, because they can routinely do what others can't. Primary among those things is lengthy, consistent follow-up with unsold and lost customers. It's this segment of prospects that could deliver your best results if given enough attention. That's what I talk with Nancy Nicklow, of Huff Insurance, about as she breaks down how long it takes form them to give up. P.S. Did you Elevate 18 is going to be one of the crazy good places to be this summer?

Because the longer you wait the more opportunity you pass up that goes to someone else. It might sound a little crazy and potentially hyperbolic, but your ability to move faster than everyone else matters. It matters because they don't have the same fears and concerns as you do and aren't carefully surveilling your agencies every move. They are curious at best and indifferent at worst. Seeing someone new isn't going to sound as many alarm bells as you might think. That's what I talk with Bogus Handzel, of Handzel and Associates, about as he contemplates when are where they new faces should appear. P.S. Did you know Agency Nation University can help people find those new faces?

I don't know, maybe. Someone's got to do it though. If there was every a more appropriate chicken and egg occurrence it's this. Do you need to have the business to justify the marketing person or do you need the marketing person to justify the business? It's probably a little of both and no matter which side you fall on you'll have to take more of a risk making it happen then you want. At the very least you should know what tasks to take off your plate first to make your life easier and take your marketing to the next level. That's what I talk about with Becky Schroeder, SVP of Marketing for ITC, as she shares her suggestions on how to make it happen. P.S. Did you know we have deals on Agency Nation University and Elevate 18 happening now until the end of the year?