May 24, 2024 • 18 mins
Today we hear from Christian Wirght about challenges he faces early in his insurance career and how we overcame them and went on to become a Preeminent Producer.
...
Are you a commercial insurance producer struggling to stand out from the competition? Do you find it challenging to grow your book of business and create a fulfilling career?
Then welcome to The Preeminent Producer Podcast! Each week, we'll be tackling important topics, sharing proven strategies and insights from successful producers that are in the trenches and have traveled the journey to becoming a Preeminent Producer.
You'll discover what it really takes to become Preeminent & build your book of business, in a way that isn’t being taught anywhere else. Our hosts are experts in the field and have built thriving businesses by becoming the most trusted adviser to their clients. Welcome to your journey to becoming a Preeminent Producer.
Let’s dive in!
Ready To Grow Your Book Of Business?
For More Information go to:
https://www.thepreeminentproducer.com/
Also, check us out on Youtube: / @thepreeminentproducer
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
What's going on, everybody, and welcome to
another episode of thePreeminent Producer Podcast.
Today we are going to be divinginto Christian Wright sharing a
story about some hardships thathe faced, some challenges he
faced in his early days ofproducer.
You've also, in recent podcasts, heard from Matt, as well as
(00:21):
Rick and some nouns, christian'sturned so.
With that being said, let'sdive in and hear Christian's
story.
Speaker 2 (00:29):
Are you a commercial insurance producer struggling to
stand out from the competition?
Do you find it challenging togrow your book of business and
create a fulfilling career?
If so, then welcome to thePreeminent Producer Podcast.
Each week, we'll be tacklingimportant topics, sharing proven
strategies and insights fromsuccessful producers that are in
the trenches and have traveledthe journey to becoming a
(00:51):
preeminent producer.
You'll discover what it reallytakes to become preeminent and
build your book of business in away that isn't being taught
anywhere else.
Our hosts are experts in thefield and have built thriving
businesses by becoming the mosttrusted advisor to their clients
.
Welcome to your journey tobecoming a preeminent producer.
Let's dive in.
Speaker 3 (01:13):
So I started in the insurance business 30 years
almost to the day, and I wasright out of school, was right
out of school, I had spent sometime in Sun Valley, idaho,
skiing and bartending to pay formy lift ticket to the top of
(01:34):
the mountain and found myself ata point where I was getting
some pressure from my parentsand also from my own wallet to
get real and get a real job.
So I came back to Maryland andinterviewed oh my gosh, all over
the place, really thought I wasgoing to go into the banking
(01:56):
world and actually I hadaccepted a position with a bank
in North Carolina and I was justabout ready to accept it when I
was at my parents' home and myfather walked in who's not part
of the agency and said he sitson our board and said we just
(02:16):
hired so-and-so who was achildhood friend of mine.
Then I said well, wait a minute.
What about me?
And my father?
I remember he looked at me andhe said you want to get into
insurance?
And I said sure, I don't know.
I mean, right now I'munemployed, you spend a lot of
money on my education and Iprobably should do something
(02:37):
that's more productive than whatI've been doing so.
Anyway, long story short, Ijoined the agency.
Anyway, long story short, Ijoined the agency, started at
the bottom, started back whencomputers were just a thing and
everything was done basicallymanually with paper and carbon
copies and all kinds of thingsand fax machines.
So I had to build a book ofbusiness.
(03:00):
I was not given any hand upsimply because I am and I am the
now I'm the owner of the agency.
My grandfather, orgreat-grandfather, started it,
but, as I said, my father wasnot a part of it.
So I think that actually workedagainst me and that when I
started I wasn't, they didn'twant to give me any privileges
(03:21):
that I didn't earn and andfrankly I thought that was
actually looking back on it nowit was probably a good thing.
So I just buckled down andlearned a lot.
I remember filling up bigmachines worth of paper
prospects.
I would spend hours and hoursjust looking for prospects and
(03:44):
then figuring out a path to callon them, follow up with them,
ask for expiration dates, askfor opportunities, and I just
started pushing through and Ihad some success, although my
first account I wrote was inanother town.
In fact, I wasn't evenpermitted to work in the same
(04:06):
town.
I think the powers that bethought maybe I would screw up
the reputation of our firm.
So I went to another townacross the state border and I
wrote a little bridal shop.
I was super excited about it.
Came back within that firstweek the client calls and says I
hate to tell you this but wehave to.
(04:26):
We're moving our insurance.
So my first policy, I think Iwrote it for like three or four
days.
Their local agent gave themgrief that they would even think
about moving their insuranceout of town.
So anyway.
So I learned quickly that thisbusiness is not for the faint of
heart.
You can write a piece ofbusiness and there's no
guarantee that you're going tokeep that even if you don't mess
(04:49):
up.
So Kind of fast-forwarding alittle bit.
I met my wife here locally.
We got married and started afamily and I remember when my
son was born, just kind of theoverwhelming sense of
responsibility that I felt.
(05:09):
I mean I was obviously veryhappy but I just felt like, oh
my gosh, now I'm supporting himand my wife.
I mean it was enough just tosupport myself and now I'm
supporting my wife and now Ihave a child.
So the bills started comingfast and furious and, quite
frankly, I was still rotodialingand trying to figure out how to
(05:33):
build a book of businessrotodialing and trying to figure
out how to build a book ofbusiness.
Then we had our daughter in 2002, and she now is 20-couple years
old.
She's super sweet.
She suffers from a severelearning disability or, excuse
(05:54):
me, a learning difference to bepolitically correct but
nonetheless it's a very rarething that she has, and at the
time that she was born we didnot know, but from day one there
was always seemed to besomething different, and so we
spent a lot of time meeting withdifferent physicians, driving
(06:14):
down the road to Baltimore andDC in hospitals, and just you
know, it was kind ofoverwhelming.
It was overwhelming to be inthe position of starting a young
family, having a child thatneeded some additional
assistance and trying to figureout what the heck was going on
with her.
So it was a.
It was really a struggle tofind the balance between work
(06:37):
and my personal life and peoplewho are starting out in this
business, especially youngproducers or salespeople.
If you're feeling anything likethat, just know you're, you're.
You're not alone.
It is part of life.
It is, you know, one of thosethings that I look back on it
and I truly believe and this isnot to be trite, but what
(07:00):
doesn't kill you makes youstronger.
And every time I've had asituation where it's just I felt
like I'm at my wits end or youknow, this is just too much,
much.
Quite, frankly, I've justbuckled down and said I have no
other options, but I'm going topush through like a bull.
I'm just going to do it.
I'm going to keep going, put myhead down, work harder and come
(07:24):
out the other end.
And right now, my daughter's incollege.
We never even thought she'd goto high school, but she's in
college now.
It's just, it's wonderful.
But back in the day, when youknow, when we were, when she was
very young, it was, it's just,it's wonderful.
But back in the in the day, whenyou know, when we were, when
she was very young, it was, um,it was a strain on my, on my
marriage too, and not to mentionmy professional life.
I remember just feeling at theend of the day, I am so drained.
(07:46):
And then and then, with my wifetrying to uh, work together
with her to figure out asolution, and what the issues
were was just, it was daunting,and I don't know, honestly, how
we survived, other than wedecided that as a team we would
do anything and everythingpossible for our daughter.
(08:08):
And I remember telling my wifeeven if I have to take another
job and stack groceries in agrocery store, I'll do it.
And I meant that it didn't haveto come to that.
But believe me, when my otherfriends were earning incomes and
buying sports cars and doinggreat things you know I was I
(08:29):
couldn't do that.
I mean, I just had to stay trueto myself and my wife and my
children and just keep workinghard.
Now, hopefully that's not toodepressing because again, coming
out the end, it's quiteenjoyable to look back on those
days and know what we'veovercome.
This business is incredible Ifyou stick with it and you're
(08:55):
willing to learn and you'rewilling to treat other people
kindly.
And I would say also, not gettoo hung up on the fact that
there's always a winner andalways a loser and you can't win
every time.
So when you win a piece ofbusiness, someone else loses it.
(09:15):
You know, when I was younger Icompeted a piece of business
someone else loses it.
You know, when I was younger Icompeted a lot in tennis.
That was my sport and I hatedto lose, like any athlete, you
know, just hated to lose.
But I was quickly over itbecause, you know, sometimes you
win, sometimes you lose, and ininsurance it happens and you
have to move on.
I always would tell myself Imean, this is just, and I still
(09:38):
do it to this day.
You know, when I lose an account, it's the end of the world to
me.
It takes me probably three daysto get over the fact that I
lost a client and then I findmyself working twice as hard to
replace that or place more.
And when I lost my biggestclient I know I've talked about
that before I thought I was doneand since then I think it took
(10:02):
me two years, maybe three yearsI doubled that.
So this business is reallyendless.
I know we talk about it a lot,but it can provide you with
financial freedom, it can helpyou with your family and your
personal life, be able to takevacations, buy things, but none
(10:29):
of that happens without hardwork.
I mean, it just doesn't fall inyour lap.
So that's my story.
I don't know, uh, you know,rick, if you want to chime in on
anything but, um, yeah, that'smy reflection.
Speaker 4 (10:47):
It's a great story and one of the things I was
thinking about is, if you're ayoung producer and you're
watching this, that you've heardmy story, you've heard Matt's
story and now you've heardChristian's story.
You may not have a story yet,but you will.
Nobody gets through this lifeunscathed.
(11:08):
Nobody gets through this lifewithout facing challenges, and
it's how you face thosechallenges that really defines
you.
And, as you just heard fromChristian, he soldiered through.
I read a book some time agocalled Grit, which is passionate
.
Persistence, I believe, is whatit was and that's what it takes
(11:30):
.
I mean, life is not fair,circumstances aren't fair.
This business is not fair, mostbusinesses aren't fair, it's
just business and it keeps you.
Matt kept Christian, keptmotivated, kept moving forward
and just didn't let it defeathim.
Speaker 3 (11:51):
Yeah, and I would say , Rick, you know it's not.
I'm trying to reflect on whatgot me through the hard times
and really pushing throughfinancially to get to financial
freedom, and I think it wasreally a decision that I wasn't
(12:14):
going to give up.
I mean, I was not.
I had people that relied on me,my family, my little daughter,
who needed me more than anything, more than anything.
And I remember just you know,thinking and meditating on the
fact that you know it's maybenow is not my time to relax,
there will be a time, but shedeserves it.
(12:38):
So I'm just going to give it myall and I just kept pushing.
I mean, there's no secretgolden bullet here, no secret
pill to take.
But having said that, lookingback on it, it was those things
that I think helped me to becomebetter than my competition.
I feel like I can go up againstanyone.
(13:00):
I'm not going to win all thetime, but I'm going to go up
against them and I'm going tothink it through before I go,
I'm going to strategize before Igo and I'm going to beat them.
And if you go into going afterbusiness that you're not going
(13:20):
to succeed, then you really justshouldn't be in it.
I mean, you got to have a senseof I'm going to win, I'm going
to win, I don't have a choice,I'm going to win.
And when you figure out why youwant a piece of business, just
grab that and try to repeat it,and try to repeat it, and repeat
it.
But again, I'd never forgetthat you know there's a winner
(13:44):
and a loser and you know, asmuch as I'd like to write
business, I feel sorry for thepeople that I lose business to
and when I'm on the losing endit really, really hurts.
It hurts me deep in my core andthat's something I've never
been able to push aside.
I did have an underwriter who,when I lost that biggest, the
(14:04):
biggest account I ever wrote,and I lost it on a broker of
record change, I was headed outof my driveway on vacation with
my young family and they told methey moved it, moved it midterm
, not even at the expiration.
Done Nothing.
We did I just I mean I was Ithink my wife told me I turned
(14:26):
white, I was wanting to vomitthe whole eight hour trip that
we had.
Um, and it was just.
You know, oh my gosh, I calledmy underwriter, who they kept it
with, and he's very nice guybut very shalottingly said well,
there's winners and losers.
Sometimes you win, sometimesyou lose.
And I thought I mean Ioriginally thought I'm going to
(14:47):
jump to the phone at it, but Ithought you know that it is what
it is.
There's nothing more I can doabout it, except try to come
back stronger.
So when I came back from thatvacation, I mean I just I just
worked harder and harder andharder.
So to all my competitors, whenyou take a piece of business
from me, just know I'm comingback twice as hard and I'm going
(15:07):
to replace it with betterbusiness and more business.
So be that a warning.
Speaker 4 (15:14):
I think that's the attitude you have to have,
christian it is.
I mean, if you lose an accountthat you really like I mean I've
lost accounts every now andthen that I'm glad I lost them,
because I lost them before Ifired them.
But if you lose an account youshould be angry, you should be
disappointed in yourself, youshould be disappointed in
everything and you should learnfrom that.
(15:35):
The worst thing in the world isto lose an account and not
learn anything.
Sometimes there's nothing youcan do.
I mean we know the life changebut yeah, you got to be angry
and you got to just double yourefforts and put your head down
and just replace that.
Speaker 3 (15:51):
So, really, my why in all of what I do is and again,
I don't mean this tritely it'sfor my family.
I mean I really why do I dothis?
I do it for them, I do it so wecan have a life where we can be
free and do certain things andbuy things.
And so you know all of that andthat's that's who I am.
(16:16):
I feel like there's a daysomeday where I'll be sitting on
an island, you know, feelinglike I'm relaxing.
I'll probably be bored, I'llprobably call you guys, but uh,
that's not today.
And it's not today because inreality, that's not me now.
I I am, I'm just going to makeit happen and keep pushing
through.
(16:37):
And um, I think that's a greatpoint, rick is when you do
happen to lose a client, takesome time and we've talked about
this before reflect on it.
What, what happened?
What did I do wrong?
What could we have done betteror did we do anything wrong?
And you know, always be awarethat someone's coming after your
(16:57):
business.
That's the other thing.
One thing about insurance isyou can't get too comfortable.
But, having said all that, it'sa great business to be in.
Speaker 1 (17:09):
Wow.
So there's definitely hardshipsand you know, the thing I
really like about the last threeepisodes really goes to show
that we all have our own story,we all are going through our own
stuff and it is important tonot give up too soon.
I think far too often we giveup too soon, right before
reaching success.
And so, guys, I just encourageyou, as you continue along this
(17:32):
journey of becoming a preeminentproducer, that you take the
time to really continue to stayfocused on the why, why you're
continuing to move forward, whyyou're continuing to press
through those hardships to theother side, and if you are
interested in being coached andhelped by these guys that you've
been listening to, I alsoencourage you to check out the
(17:54):
Preeminent Producer, check outour coaching programs, where you
can get coached by these guyswho have been there, done that
and continuing to do it andcontinuing to grow Book of
Business, because they arepreeminent.
So there you go.
See you in the next episode,guys, of the preeminent producer
podcast.
Speaker 2 (18:11):
Thanks so much for joining us on this episode of
the preeminent producer podcast.
If you're enjoying the show,please feel free to subscribe,
rate and leave a review whereveryou listen to your podcasts.
That helps others find the showand we greatly appreciate it.
Once again, thanks for joiningus and we'll catch you in the
next episode of the PreeminentProducer Podcast.
What's going on, everybody, and welcome to
another episode of thePreeminent Producer Podcast.
Today we are going to be divinginto Christian Wright sharing a
story about some hardships thathe faced, some challenges he
faced in his early days ofproducer.
You've also, in recent podcasts, heard from Matt, as well as
(00:21):
Rick and some nouns, christian'sturned so.
With that being said, let'sdive in and hear Christian's
story.
Speaker 2 (00:29):
Are you a commercial insurance producer struggling to
stand out from the competition?
Do you find it challenging togrow your book of business and
create a fulfilling career?
If so, then welcome to thePreeminent Producer Podcast.
Each week, we'll be tacklingimportant topics, sharing proven
strategies and insights fromsuccessful producers that are in
the trenches and have traveledthe journey to becoming a
(00:51):
preeminent producer.
You'll discover what it reallytakes to become preeminent and
build your book of business in away that isn't being taught
anywhere else.
Our hosts are experts in thefield and have built thriving
businesses by becoming the mosttrusted advisor to their clients
.
Welcome to your journey tobecoming a preeminent producer.
Let's dive in.
Speaker 3 (01:13):
So I started in the insurance business 30 years
almost to the day, and I wasright out of school, was right
out of school, I had spent sometime in Sun Valley, idaho,
skiing and bartending to pay formy lift ticket to the top of
(01:34):
the mountain and found myself ata point where I was getting
some pressure from my parentsand also from my own wallet to
get real and get a real job.
So I came back to Maryland andinterviewed oh my gosh, all over
the place, really thought I wasgoing to go into the banking
(01:56):
world and actually I hadaccepted a position with a bank
in North Carolina and I was justabout ready to accept it when I
was at my parents' home and myfather walked in who's not part
of the agency and said he sitson our board and said we just
(02:16):
hired so-and-so who was achildhood friend of mine.
Then I said well, wait a minute.
What about me?
And my father?
I remember he looked at me andhe said you want to get into
insurance?
And I said sure, I don't know.
I mean, right now I'munemployed, you spend a lot of
money on my education and Iprobably should do something
(02:37):
that's more productive than whatI've been doing so.
Anyway, long story short, Ijoined the agency.
Anyway, long story short, Ijoined the agency, started at
the bottom, started back whencomputers were just a thing and
everything was done basicallymanually with paper and carbon
copies and all kinds of thingsand fax machines.
So I had to build a book ofbusiness.
(03:00):
I was not given any hand upsimply because I am and I am the
now I'm the owner of the agency.
My grandfather, orgreat-grandfather, started it,
but, as I said, my father wasnot a part of it.
So I think that actually workedagainst me and that when I
started I wasn't, they didn'twant to give me any privileges
(03:21):
that I didn't earn and andfrankly I thought that was
actually looking back on it nowit was probably a good thing.
So I just buckled down andlearned a lot.
I remember filling up bigmachines worth of paper
prospects.
I would spend hours and hoursjust looking for prospects and
(03:44):
then figuring out a path to callon them, follow up with them,
ask for expiration dates, askfor opportunities, and I just
started pushing through and Ihad some success, although my
first account I wrote was inanother town.
In fact, I wasn't evenpermitted to work in the same
(04:06):
town.
I think the powers that bethought maybe I would screw up
the reputation of our firm.
So I went to another townacross the state border and I
wrote a little bridal shop.
I was super excited about it.
Came back within that firstweek the client calls and says I
hate to tell you this but wehave to.
(04:26):
We're moving our insurance.
So my first policy, I think Iwrote it for like three or four
days.
Their local agent gave themgrief that they would even think
about moving their insuranceout of town.
So anyway.
So I learned quickly that thisbusiness is not for the faint of
heart.
You can write a piece ofbusiness and there's no
guarantee that you're going tokeep that even if you don't mess
(04:49):
up.
So Kind of fast-forwarding alittle bit.
I met my wife here locally.
We got married and started afamily and I remember when my
son was born, just kind of theoverwhelming sense of
responsibility that I felt.
(05:09):
I mean I was obviously veryhappy but I just felt like, oh
my gosh, now I'm supporting himand my wife.
I mean it was enough just tosupport myself and now I'm
supporting my wife and now Ihave a child.
So the bills started comingfast and furious and, quite
frankly, I was still rotodialingand trying to figure out how to
(05:33):
build a book of businessrotodialing and trying to figure
out how to build a book ofbusiness.
Then we had our daughter in 2002, and she now is 20-couple years
old.
She's super sweet.
She suffers from a severelearning disability or, excuse
(05:54):
me, a learning difference to bepolitically correct but
nonetheless it's a very rarething that she has, and at the
time that she was born we didnot know, but from day one there
was always seemed to besomething different, and so we
spent a lot of time meeting withdifferent physicians, driving
(06:14):
down the road to Baltimore andDC in hospitals, and just you
know, it was kind ofoverwhelming.
It was overwhelming to be inthe position of starting a young
family, having a child thatneeded some additional
assistance and trying to figureout what the heck was going on
with her.
So it was a.
It was really a struggle tofind the balance between work
(06:37):
and my personal life and peoplewho are starting out in this
business, especially youngproducers or salespeople.
If you're feeling anything likethat, just know you're, you're.
You're not alone.
It is part of life.
It is, you know, one of thosethings that I look back on it
and I truly believe and this isnot to be trite, but what
(07:00):
doesn't kill you makes youstronger.
And every time I've had asituation where it's just I felt
like I'm at my wits end or youknow, this is just too much,
much.
Quite, frankly, I've justbuckled down and said I have no
other options, but I'm going topush through like a bull.
I'm just going to do it.
I'm going to keep going, put myhead down, work harder and come
(07:24):
out the other end.
And right now, my daughter's incollege.
We never even thought she'd goto high school, but she's in
college now.
It's just, it's wonderful.
But back in the day, when youknow, when we were, when she was
very young, it was, it's just,it's wonderful.
But back in the in the day, whenyou know, when we were, when
she was very young, it was, um,it was a strain on my, on my
marriage too, and not to mentionmy professional life.
I remember just feeling at theend of the day, I am so drained.
(07:46):
And then and then, with my wifetrying to uh, work together
with her to figure out asolution, and what the issues
were was just, it was daunting,and I don't know, honestly, how
we survived, other than wedecided that as a team we would
do anything and everythingpossible for our daughter.
(08:08):
And I remember telling my wifeeven if I have to take another
job and stack groceries in agrocery store, I'll do it.
And I meant that it didn't haveto come to that.
But believe me, when my otherfriends were earning incomes and
buying sports cars and doinggreat things you know I was I
(08:29):
couldn't do that.
I mean, I just had to stay trueto myself and my wife and my
children and just keep workinghard.
Now, hopefully that's not toodepressing because again, coming
out the end, it's quiteenjoyable to look back on those
days and know what we'veovercome.
This business is incredible Ifyou stick with it and you're
(08:55):
willing to learn and you'rewilling to treat other people
kindly.
And I would say also, not gettoo hung up on the fact that
there's always a winner andalways a loser and you can't win
every time.
So when you win a piece ofbusiness, someone else loses it.
(09:15):
You know, when I was younger Icompeted a piece of business
someone else loses it.
You know, when I was younger Icompeted a lot in tennis.
That was my sport and I hatedto lose, like any athlete, you
know, just hated to lose.
But I was quickly over itbecause, you know, sometimes you
win, sometimes you lose, and ininsurance it happens and you
have to move on.
I always would tell myself Imean, this is just, and I still
(09:38):
do it to this day.
You know, when I lose an account, it's the end of the world to
me.
It takes me probably three daysto get over the fact that I
lost a client and then I findmyself working twice as hard to
replace that or place more.
And when I lost my biggestclient I know I've talked about
that before I thought I was doneand since then I think it took
(10:02):
me two years, maybe three yearsI doubled that.
So this business is reallyendless.
I know we talk about it a lot,but it can provide you with
financial freedom, it can helpyou with your family and your
personal life, be able to takevacations, buy things, but none
(10:29):
of that happens without hardwork.
I mean, it just doesn't fall inyour lap.
So that's my story.
I don't know, uh, you know,rick, if you want to chime in on
anything but, um, yeah, that'smy reflection.
Speaker 4 (10:47):
It's a great story and one of the things I was
thinking about is, if you're ayoung producer and you're
watching this, that you've heardmy story, you've heard Matt's
story and now you've heardChristian's story.
You may not have a story yet,but you will.
Nobody gets through this lifeunscathed.
(11:08):
Nobody gets through this lifewithout facing challenges, and
it's how you face thosechallenges that really defines
you.
And, as you just heard fromChristian, he soldiered through.
I read a book some time agocalled Grit, which is passionate
.
Persistence, I believe, is whatit was and that's what it takes
(11:30):
.
I mean, life is not fair,circumstances aren't fair.
This business is not fair, mostbusinesses aren't fair, it's
just business and it keeps you.
Matt kept Christian, keptmotivated, kept moving forward
and just didn't let it defeathim.
Speaker 3 (11:51):
Yeah, and I would say , Rick, you know it's not.
I'm trying to reflect on whatgot me through the hard times
and really pushing throughfinancially to get to financial
freedom, and I think it wasreally a decision that I wasn't
(12:14):
going to give up.
I mean, I was not.
I had people that relied on me,my family, my little daughter,
who needed me more than anything, more than anything.
And I remember just you know,thinking and meditating on the
fact that you know it's maybenow is not my time to relax,
there will be a time, but shedeserves it.
(12:38):
So I'm just going to give it myall and I just kept pushing.
I mean, there's no secretgolden bullet here, no secret
pill to take.
But having said that, lookingback on it, it was those things
that I think helped me to becomebetter than my competition.
I feel like I can go up againstanyone.
(13:00):
I'm not going to win all thetime, but I'm going to go up
against them and I'm going tothink it through before I go,
I'm going to strategize before Igo and I'm going to beat them.
And if you go into going afterbusiness that you're not going
(13:20):
to succeed, then you really justshouldn't be in it.
I mean, you got to have a senseof I'm going to win, I'm going
to win, I don't have a choice,I'm going to win.
And when you figure out why youwant a piece of business, just
grab that and try to repeat it,and try to repeat it, and repeat
it.
But again, I'd never forgetthat you know there's a winner
(13:44):
and a loser and you know, asmuch as I'd like to write
business, I feel sorry for thepeople that I lose business to
and when I'm on the losing endit really, really hurts.
It hurts me deep in my core andthat's something I've never
been able to push aside.
I did have an underwriter who,when I lost that biggest, the
(14:04):
biggest account I ever wrote,and I lost it on a broker of
record change, I was headed outof my driveway on vacation with
my young family and they told methey moved it, moved it midterm
, not even at the expiration.
Done Nothing.
We did I just I mean I was Ithink my wife told me I turned
(14:26):
white, I was wanting to vomitthe whole eight hour trip that
we had.
Um, and it was just.
You know, oh my gosh, I calledmy underwriter, who they kept it
with, and he's very nice guybut very shalottingly said well,
there's winners and losers.
Sometimes you win, sometimesyou lose.
And I thought I mean Ioriginally thought I'm going to
(14:47):
jump to the phone at it, but Ithought you know that it is what
it is.
There's nothing more I can doabout it, except try to come
back stronger.
So when I came back from thatvacation, I mean I just I just
worked harder and harder andharder.
So to all my competitors, whenyou take a piece of business
from me, just know I'm comingback twice as hard and I'm going
(15:07):
to replace it with betterbusiness and more business.
So be that a warning.
Speaker 4 (15:14):
I think that's the attitude you have to have,
christian it is.
I mean, if you lose an accountthat you really like I mean I've
lost accounts every now andthen that I'm glad I lost them,
because I lost them before Ifired them.
But if you lose an account youshould be angry, you should be
disappointed in yourself, youshould be disappointed in
everything and you should learnfrom that.
(15:35):
The worst thing in the world isto lose an account and not
learn anything.
Sometimes there's nothing youcan do.
I mean we know the life changebut yeah, you got to be angry
and you got to just double yourefforts and put your head down
and just replace that.
Speaker 3 (15:51):
So, really, my why in all of what I do is and again,
I don't mean this tritely it'sfor my family.
I mean I really why do I dothis?
I do it for them, I do it so wecan have a life where we can be
free and do certain things andbuy things.
And so you know all of that andthat's that's who I am.
(16:16):
I feel like there's a daysomeday where I'll be sitting on
an island, you know, feelinglike I'm relaxing.
I'll probably be bored, I'llprobably call you guys, but uh,
that's not today.
And it's not today because inreality, that's not me now.
I I am, I'm just going to makeit happen and keep pushing
through.
(16:37):
And um, I think that's a greatpoint, rick is when you do
happen to lose a client, takesome time and we've talked about
this before reflect on it.
What, what happened?
What did I do wrong?
What could we have done betteror did we do anything wrong?
And you know, always be awarethat someone's coming after your
(16:57):
business.
That's the other thing.
One thing about insurance isyou can't get too comfortable.
But, having said all that, it'sa great business to be in.
Speaker 1 (17:09):
Wow.
So there's definitely hardshipsand you know, the thing I
really like about the last threeepisodes really goes to show
that we all have our own story,we all are going through our own
stuff and it is important tonot give up too soon.
I think far too often we giveup too soon, right before
reaching success.
And so, guys, I just encourageyou, as you continue along this
(17:32):
journey of becoming a preeminentproducer, that you take the
time to really continue to stayfocused on the why, why you're
continuing to move forward, whyyou're continuing to press
through those hardships to theother side, and if you are
interested in being coached andhelped by these guys that you've
been listening to, I alsoencourage you to check out the
(17:54):
Preeminent Producer, check outour coaching programs, where you
can get coached by these guyswho have been there, done that
and continuing to do it andcontinuing to grow Book of
Business, because they arepreeminent.
So there you go.
See you in the next episode,guys, of the preeminent producer
podcast.
Speaker 2 (18:11):
Thanks so much for joining us on this episode of
the preeminent producer podcast.
If you're enjoying the show,please feel free to subscribe,
rate and leave a review whereveryou listen to your podcasts.
That helps others find the showand we greatly appreciate it.
Once again, thanks for joiningus and we'll catch you in the
next episode of the PreeminentProducer Podcast.
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