How to Write Bigger Accounts [interview with Man Phung]

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews one of his sales training clients, Man Phung. Man only started writing commercial accounts about three years ago but has been implementing the things Charles has been teaching, such as Thinking BIGGER, micro-niching down, utilizing the 12-Month Timeline of Services, etc. The result is that he's writing much bigger accounts today. Charles and Man share tips in this episode about what is working and what Man changed in order to be successful. Episode Highlights: Man shares his background story and how he got started in the industry. (6:35) Man shares that their agency has over one hundred commercial accounts both in Indiana and Texas. (8:58) Man talks about the two biggest accounts that they are writing, which are construction and manufacturing. (9:45)  Man explains that he does a little bit of everything as a business owner, from cold calling to social selling to managing a team. (11:49) Man shares understanding the size of the account and class of business helped him to choose the accounts that contribute to the success of his business. (13:08) Man talks about the first big account he had in his agency and what he did to be able to write that account. (20:33) Man advises everyone to believe in their perspective and never to hold themselves back. (23:52) Man shares how he was able to win a new account with a good broker of record, which was by accident. (26:06) Man advises listeners not to let themselves hold themselves back and to change the way they think about their limiting beliefs. (29:34) Key Quotes: "You can only write so many accounts. No matter how good you are, you can only write so many accounts." - Man Phung "We are our worst enemy. We hold ourselves back. And it's true. And I used to think the same way like I couldn't do it because I'm playing against the biggest broker in the world" - Man Phung "So if you're starting some something new like me three years ago, start high and and hone in. So, figure out the revenue and then figure out what markets you have." - Man Phung Resources Mentioned: Man Phung Linkedin Brightway Insurance Reach out to Charles Specht Permission Network Insurance Agency, Inc.