October 27, 2023 • 12 mins
We have something special for you in today's episode of The Preeminent Producer Podcast. We are going to be hearing from Rick Gregson, master of BOR Selling. He is walking us through his teams & operation in how he has built a smooth running machine.
...
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
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Welcome everybody to another episode of the
Preeminent Producer podcast.
This episode is sponsored byBusisher, and Busisher was kind
enough to give us a clip from asix part series that they did
with one of our coaches, rickGregson.
Now you know, rick is a masterat BOR selling and that's what
this whole training was about.
But specifically today we'regoing to be diving into a
(00:21):
portion where Rick basicallydives in and shares strategies
about how he runs his day usingteams and operations.
How does he structure the team?
What does the team do?
Very insightful, so sit back,relax, grab a pen and paper,
because this is going to bejam-packed with gold.
Let's dive in.
Speaker 2 (00:41):
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
(01:03):
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 (01:24):
So here's what we do.
Mondays are a tough day foreverybody in the agency.
We try to load as many meetingsas we can into Monday.
We start out with an all-staffmeeting for all of our folks.
That looks like right now,again in new times.
We have a few people here inthe office and then we have an
awful lot of remote employees,so everybody is on the call on
(01:47):
Monday.
We kind of bring them up todate with what's going on in the
agency.
A typical meeting that maybeyou have to start the day off.
It's a fairly brief meeting.
We try to get in and out fairlyquickly.
Then on Monday I've got a teammeeting.
So this is Rick's team meeting.
It's me and the support staffthat I have.
We meet at 10 o'clockreligiously every Monday and
(02:08):
Friday.
We'll get to Friday in a minute.
That's a meeting where I bringin my schedule and I talk about
my week and what I need fromthem.
I'll say I need this your.
A's and B's are already set up.
My appointments are already setup by Madeline.
My week is already determinedand it will be filled in, of
(02:30):
course, by me and by otherpeople as the week goes by.
But my week is set up for noappointments with clients, if at
all possible on Monday orFriday afternoons.
Monday is a tough day.
They don't want to see us.
Plus, monday, I'm getting readyto play the game with my staff,
the game being for the rest ofthe week.
So we'll have a team meeting onMonday where we'll review my
schedule and what I need from myteam for that week.
(02:53):
Then they will tell me whatthey need from me that week.
So that way, when we leave,they know the meetings I have.
They have got copies of my.
They have access to my calendar.
They can see what's going onAfter that.
I rarely talk to them in person,not the you know hi how you
doing over the coffee pot, butI'm not going to ever go down
(03:14):
and really, or almost never,interrupt their workflow.
I'm going to send them an emailand they're going to do these
tasks as they can Every now andthen they're going to come down
to my office and ask me aquestion, but I've found they
appreciate this more than I do.
I don't.
I'm just not always in theirworkflow, interrupting their day
.
Other agency meetings couldhappen on Monday.
(03:34):
I'll have producer meetings,I'll have other internal
meetings.
So we really sort of destroyMonday with internal meetings,
leaving Tuesday, wednesday andThursday ready to play the game
hard.
In other words, I also don'twant meetings in the agency
between nine and about three 30.
Let's leave that for prime time.
Selling nine to four, somethinglike that is good, because
(03:57):
that's when we want to spendtime either with clients or
prospects.
That's prime selling time.
Speaker 4 (04:02):
And this this is without question now major, not
life, family more predictable,but a lot more fun, because
Monday's your inside with theteam here.
Tuesday, wednesday, thursday,you're out and about.
Speaker 3 (04:15):
I'm doing what I love to do.
I'm out seeing people.
Remember, I've given a servicehandoff so I'm not hiding behind
service.
The service that needs by theseclients of mine are being done
by my team and they're beingdone better than if I would do
it myself, leaving me anopportunity to go have those
quarterly meetings.
Leaving opportunities startcreating new relationships with
people, developing centers ofinfluence, things that are
(04:39):
really kind of the factoryinstalled equipment of a
producer.
Speaker 4 (04:42):
And I would imagine also that from a stress level
standpoint you know I rememberso often that the the big quote
of the week, big account thatyou had the renew or just a
meeting, a brand new account forthe first time, when perhaps
you did not think you had walkaway power I would imagine
Tuesday through Thursday nowfeels completely different
(05:05):
because the pressure is off.
Speaker 3 (05:07):
Well, the pressure is off and with renewals, the
renewal date should be justanother day.
In other words, this renewalshould be done now.
Producers, you need to watchthis because I will say to my
staff hey, it's 60 days beforethe renewal and it's done.
Well, it's done for me and it'sdone for the client.
The internal staff still has toissue certs, binders, id card,
(05:29):
all the stuff that goes with it,but but it really is done, most
importantly in the eyes of theclient.
So, really, for the producer,your time is done.
Now, as things go, you mightwant to deliver ID cards.
Do you need to deliver ID cards?
No, but you might want to againtouch relationship, those kind
of things.
So Tuesday, wednesday, thursdayshould be fun event for
(05:50):
producers lunches, buildingrelationships, meeting new
people, creating newopportunities Right, all right,
friday.
Friday is a little bit differentday.
There's another team meetingFriday at 10 o'clock.
They know to be here and we aregoing to talk about what
happened this week.
They're going to bring me up todate with things that my
clients did that I shouldprobably want to know about,
(06:10):
anything really important Iwould know about.
These could be other things,like saying hey, did you know?
Jerry opened up anotherlocation oh no, where that's
really cool, or or somethinggreat is happening, or something
on the other side is happening.
We're going to talk about that.
I'm going to talk aboutsomething really important with
them.
What are you doing this weekend?
It's a relationship buildingopportunity for me and my team.
(06:33):
Yeah, I want to know aboutwhat's going on fun in their
life.
I'm going to tell them what'sgoing on in my life.
I want to build that very, veryimportant relationship with
them.
There's very little that Iwouldn't do for them.
I mean, I don't look at this.
You're doing service workbecause you are beneath me.
You're doing service workbecause it's critically
(06:56):
important and that's what you dobest.
You do better than I do.
I can't live their life.
They don't want to live my life, and I think there's there's
that thing that has always beenthe internal staff and external
staff kind of rub where I get togo do all that fun stuff and I
do.
But it is work.
Building your relationships,creating new opportunities, is
(07:18):
the work that a producer shouldbe doing.
Do not get sucked into serviceor being drug into service.
Speaker 4 (07:27):
Let's talk about that .
You mentioned this a while agothat producers should only be
doing takeoffs in flight,emergencies and landing.
Speaker 3 (07:37):
That's right.
You write the business, yourenew the business and your
staff should bring you up todate on anything that would
jeopardize you retaining thataccount during the year.
Speaker 4 (07:48):
So what do you say to the producer right now?
I know it's going through yourmind and you're saying but I'm
the only one that can handlesome of these technical issues
for my account.
Speaker 3 (07:56):
What is what?
I'll steal something from yourSaku, source of all knowledge in
the universe.
I'm stealing that from an oldbuddy of mine You're the
important.
There's no one on your staffmore important, more
knowledgeable than you.
Oh, that's just bullshit.
You know that.
I mean, are you important inthat relationship?
Yes, if you have a good teamthat you trust, if you have a
(08:19):
good team that you help become areal team, you want them to
have that relationship.
Sure, I'm hard to track down.
If I'm doing my job, I'm out inthe community, I'm doing those
things and I tell my clientsthat I prepare them for the
service handoff and that's themost important thing you can do.
They never call me about aservice thing.
(08:40):
So what I'll hear all the timeis I'll sit down and say, jerry,
howard, things going othergoing great.
Hey, rick, before we get anyfurther, I want to let you know
Laura is doing a great job andI'll say, oh, it's good, I'm
glad you, how about me?
Yeah, we don't care about you,laura is doing a great job.
So I come into an all staffmeeting and say, well, it
happened again Now with theclient last week.
(09:00):
Jerry, how am I doing for it?
Well, you're okay.
But that Laura, or that D orthat Josh, they're killing it
and it makes me feel wonderful.
It makes it gives me theknowledge that you have a
relationship with me and youhave a relationship that is
deeper in the agency than justme.
Speaker 4 (09:18):
So if I'm a producer and I'm still struggling with
this because I think my skillset is I, that's how we brought
the client in with my knowledge,or whatever.
Sure, tell me how I shouldrationalize this, because, is it
, is it not true?
I can make a lot more moneywith that skill set that I have
if I limit my current servicework to take off landings and
(09:41):
emergencies.
Speaker 3 (09:42):
Well, if you look at the photo that we have right
here, that pilot's not going tobe serving coffee.
It's really not what he does.
Well, we don't want him servingcoffee, we want him driving
that little airplane down theroad and we want to make sure
that the and I talk about thisall the time.
When I get on an airplane, Iwant to look left as I get in.
I want to see a guy or a galwith gray hair going don't worry
(10:05):
, gregson, I've done this for 30years and I'm going to bring us
in and then, on the right seat,I want to see a guy or a gal
with dark hair that's young andsaying and if this guy drops
over, I got you, so I got youwith an experience.
I want people doing what theydo best.
So if I brought this account inbased on my technology, my
expertise, my education, by allthose things, it's already here.
(10:28):
I need to go get another one.
And that's how I make money.
Don't fall into the trap,producers, that you want to make
$100,000 a year.
That's not good.
Don't fall into comfort.
Don't fall into.
I've never made more money thanthat.
Put your eye out there a long,long way.
It's a great career.
(10:48):
It's a great opportunity.
You can make a lot of money andhave a lot of happiness at the
same time.
Money is not happiness, but youcan create a wonderful life.
My life has exceeded itswildest dreams and I tell you
that from the heart, because ofthe insurance industry,
surrounding myself with talentedpeople and letting the flight
(11:09):
attendant, this servers serveand the pilots fly and the
ground crew take care of theplane.
Speaker 1 (11:17):
Alright, guys, I hope you enjoyed that.
That was a clip from a six-partseries, like over six and a
half hours of trainings over onBOR selling that Rick did.
I got permission from Visisherto do something very special.
If you would like access to theentirety of that training
whereas jam packed, where Rickdives into the nitty gritty and
(11:37):
into nuts and bolts of BORselling we're going to be able
to give this to you absolutelyfree by simply joining the
preeminent producer coachingprogram.
So check us out atthepreeminentproducercom, find
out more about what we offerinside of our coaching program,
and we're going to give youaccess to the entirety of that
BOR training as our way ofsaying thank you and as an
(11:59):
awesome bonus.
Check us outthepreeminentproducercom and
we'll see you in the nextepisode of the Preeminent
Producer Podcast.
Speaker 2 (12:08):
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.
Welcome everybody to another episode of the
Preeminent Producer podcast.
This episode is sponsored byBusisher, and Busisher was kind
enough to give us a clip from asix part series that they did
with one of our coaches, rickGregson.
Now you know, rick is a masterat BOR selling and that's what
this whole training was about.
But specifically today we'regoing to be diving into a
(00:21):
portion where Rick basicallydives in and shares strategies
about how he runs his day usingteams and operations.
How does he structure the team?
What does the team do?
Very insightful, so sit back,relax, grab a pen and paper,
because this is going to bejam-packed with gold.
Let's dive in.
Speaker 2 (00:41):
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
(01:03):
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 (01:24):
So here's what we do.
Mondays are a tough day foreverybody in the agency.
We try to load as many meetingsas we can into Monday.
We start out with an all-staffmeeting for all of our folks.
That looks like right now,again in new times.
We have a few people here inthe office and then we have an
awful lot of remote employees,so everybody is on the call on
(01:47):
Monday.
We kind of bring them up todate with what's going on in the
agency.
A typical meeting that maybeyou have to start the day off.
It's a fairly brief meeting.
We try to get in and out fairlyquickly.
Then on Monday I've got a teammeeting.
So this is Rick's team meeting.
It's me and the support staffthat I have.
We meet at 10 o'clockreligiously every Monday and
(02:08):
Friday.
We'll get to Friday in a minute.
That's a meeting where I bringin my schedule and I talk about
my week and what I need fromthem.
I'll say I need this your.
A's and B's are already set up.
My appointments are already setup by Madeline.
My week is already determinedand it will be filled in, of
(02:30):
course, by me and by otherpeople as the week goes by.
But my week is set up for noappointments with clients, if at
all possible on Monday orFriday afternoons.
Monday is a tough day.
They don't want to see us.
Plus, monday, I'm getting readyto play the game with my staff,
the game being for the rest ofthe week.
So we'll have a team meeting onMonday where we'll review my
schedule and what I need from myteam for that week.
(02:53):
Then they will tell me whatthey need from me that week.
So that way, when we leave,they know the meetings I have.
They have got copies of my.
They have access to my calendar.
They can see what's going onAfter that.
I rarely talk to them in person,not the you know hi how you
doing over the coffee pot, butI'm not going to ever go down
(03:14):
and really, or almost never,interrupt their workflow.
I'm going to send them an emailand they're going to do these
tasks as they can Every now andthen they're going to come down
to my office and ask me aquestion, but I've found they
appreciate this more than I do.
I don't.
I'm just not always in theirworkflow, interrupting their day
.
Other agency meetings couldhappen on Monday.
(03:34):
I'll have producer meetings,I'll have other internal
meetings.
So we really sort of destroyMonday with internal meetings,
leaving Tuesday, wednesday andThursday ready to play the game
hard.
In other words, I also don'twant meetings in the agency
between nine and about three 30.
Let's leave that for prime time.
Selling nine to four, somethinglike that is good, because
(03:57):
that's when we want to spendtime either with clients or
prospects.
That's prime selling time.
Speaker 4 (04:02):
And this this is without question now major, not
life, family more predictable,but a lot more fun, because
Monday's your inside with theteam here.
Tuesday, wednesday, thursday,you're out and about.
Speaker 3 (04:15):
I'm doing what I love to do.
I'm out seeing people.
Remember, I've given a servicehandoff so I'm not hiding behind
service.
The service that needs by theseclients of mine are being done
by my team and they're beingdone better than if I would do
it myself, leaving me anopportunity to go have those
quarterly meetings.
Leaving opportunities startcreating new relationships with
people, developing centers ofinfluence, things that are
(04:39):
really kind of the factoryinstalled equipment of a
producer.
Speaker 4 (04:42):
And I would imagine also that from a stress level
standpoint you know I rememberso often that the the big quote
of the week, big account thatyou had the renew or just a
meeting, a brand new account forthe first time, when perhaps
you did not think you had walkaway power I would imagine
Tuesday through Thursday nowfeels completely different
(05:05):
because the pressure is off.
Speaker 3 (05:07):
Well, the pressure is off and with renewals, the
renewal date should be justanother day.
In other words, this renewalshould be done now.
Producers, you need to watchthis because I will say to my
staff hey, it's 60 days beforethe renewal and it's done.
Well, it's done for me and it'sdone for the client.
The internal staff still has toissue certs, binders, id card,
(05:29):
all the stuff that goes with it,but but it really is done, most
importantly in the eyes of theclient.
So, really, for the producer,your time is done.
Now, as things go, you mightwant to deliver ID cards.
Do you need to deliver ID cards?
No, but you might want to againtouch relationship, those kind
of things.
So Tuesday, wednesday, thursdayshould be fun event for
(05:50):
producers lunches, buildingrelationships, meeting new
people, creating newopportunities Right, all right,
friday.
Friday is a little bit differentday.
There's another team meetingFriday at 10 o'clock.
They know to be here and we aregoing to talk about what
happened this week.
They're going to bring me up todate with things that my
clients did that I shouldprobably want to know about,
(06:10):
anything really important Iwould know about.
These could be other things,like saying hey, did you know?
Jerry opened up anotherlocation oh no, where that's
really cool, or or somethinggreat is happening, or something
on the other side is happening.
We're going to talk about that.
I'm going to talk aboutsomething really important with
them.
What are you doing this weekend?
It's a relationship buildingopportunity for me and my team.
(06:33):
Yeah, I want to know aboutwhat's going on fun in their
life.
I'm going to tell them what'sgoing on in my life.
I want to build that very, veryimportant relationship with
them.
There's very little that Iwouldn't do for them.
I mean, I don't look at this.
You're doing service workbecause you are beneath me.
You're doing service workbecause it's critically
(06:56):
important and that's what you dobest.
You do better than I do.
I can't live their life.
They don't want to live my life, and I think there's there's
that thing that has always beenthe internal staff and external
staff kind of rub where I get togo do all that fun stuff and I
do.
But it is work.
Building your relationships,creating new opportunities, is
(07:18):
the work that a producer shouldbe doing.
Do not get sucked into serviceor being drug into service.
Speaker 4 (07:27):
Let's talk about that .
You mentioned this a while agothat producers should only be
doing takeoffs in flight,emergencies and landing.
Speaker 3 (07:37):
That's right.
You write the business, yourenew the business and your
staff should bring you up todate on anything that would
jeopardize you retaining thataccount during the year.
Speaker 4 (07:48):
So what do you say to the producer right now?
I know it's going through yourmind and you're saying but I'm
the only one that can handlesome of these technical issues
for my account.
Speaker 3 (07:56):
What is what?
I'll steal something from yourSaku, source of all knowledge in
the universe.
I'm stealing that from an oldbuddy of mine You're the
important.
There's no one on your staffmore important, more
knowledgeable than you.
Oh, that's just bullshit.
You know that.
I mean, are you important inthat relationship?
Yes, if you have a good teamthat you trust, if you have a
(08:19):
good team that you help become areal team, you want them to
have that relationship.
Sure, I'm hard to track down.
If I'm doing my job, I'm out inthe community, I'm doing those
things and I tell my clientsthat I prepare them for the
service handoff and that's themost important thing you can do.
They never call me about aservice thing.
(08:40):
So what I'll hear all the timeis I'll sit down and say, jerry,
howard, things going othergoing great.
Hey, rick, before we get anyfurther, I want to let you know
Laura is doing a great job andI'll say, oh, it's good, I'm
glad you, how about me?
Yeah, we don't care about you,laura is doing a great job.
So I come into an all staffmeeting and say, well, it
happened again Now with theclient last week.
(09:00):
Jerry, how am I doing for it?
Well, you're okay.
But that Laura, or that D orthat Josh, they're killing it
and it makes me feel wonderful.
It makes it gives me theknowledge that you have a
relationship with me and youhave a relationship that is
deeper in the agency than justme.
Speaker 4 (09:18):
So if I'm a producer and I'm still struggling with
this because I think my skillset is I, that's how we brought
the client in with my knowledge,or whatever.
Sure, tell me how I shouldrationalize this, because, is it
, is it not true?
I can make a lot more moneywith that skill set that I have
if I limit my current servicework to take off landings and
(09:41):
emergencies.
Speaker 3 (09:42):
Well, if you look at the photo that we have right
here, that pilot's not going tobe serving coffee.
It's really not what he does.
Well, we don't want him servingcoffee, we want him driving
that little airplane down theroad and we want to make sure
that the and I talk about thisall the time.
When I get on an airplane, Iwant to look left as I get in.
I want to see a guy or a galwith gray hair going don't worry
(10:05):
, gregson, I've done this for 30years and I'm going to bring us
in and then, on the right seat,I want to see a guy or a gal
with dark hair that's young andsaying and if this guy drops
over, I got you, so I got youwith an experience.
I want people doing what theydo best.
So if I brought this account inbased on my technology, my
expertise, my education, by allthose things, it's already here.
(10:28):
I need to go get another one.
And that's how I make money.
Don't fall into the trap,producers, that you want to make
$100,000 a year.
That's not good.
Don't fall into comfort.
Don't fall into.
I've never made more money thanthat.
Put your eye out there a long,long way.
It's a great career.
(10:48):
It's a great opportunity.
You can make a lot of money andhave a lot of happiness at the
same time.
Money is not happiness, but youcan create a wonderful life.
My life has exceeded itswildest dreams and I tell you
that from the heart, because ofthe insurance industry,
surrounding myself with talentedpeople and letting the flight
(11:09):
attendant, this servers serveand the pilots fly and the
ground crew take care of theplane.
Speaker 1 (11:17):
Alright, guys, I hope you enjoyed that.
That was a clip from a six-partseries, like over six and a
half hours of trainings over onBOR selling that Rick did.
I got permission from Visisherto do something very special.
If you would like access to theentirety of that training
whereas jam packed, where Rickdives into the nitty gritty and
(11:37):
into nuts and bolts of BORselling we're going to be able
to give this to you absolutelyfree by simply joining the
preeminent producer coachingprogram.
So check us out atthepreeminentproducercom, find
out more about what we offerinside of our coaching program,
and we're going to give youaccess to the entirety of that
BOR training as our way ofsaying thank you and as an
(11:59):
awesome bonus.
Check us outthepreeminentproducercom and
we'll see you in the nextepisode of the Preeminent
Producer Podcast.
Speaker 2 (12:08):
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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