December 8, 2023 • 10 mins
If you're ready to unlock the potential of personal branding and take your insurance career to new heights, don't miss this episode of The Preeminent Producer Podcast. Join us today and start building a strong personal brand that sets you apart from the crowd in the insurance industry.
...
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?
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https://www.thepreeminentproducer.com/
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
When you're on the journey of becoming a preeminent
producer, there comes a pointin time where you recognize and
realize that you are your brandnot the agency you're
representing, but you are yourbrand.
So today we're going to betalking and I'm actually going
to be putting some clipstogether in a conversation in
one of our mastermind groupswhere we covered very specific
(00:23):
personal brand questions to getthe juices flowing, where, if
you take the time to answerthese questions, you're setting
yourself up for success andactually being aware of you are
your brand.
So, if that's true which it isare you expressing your personal
brand the correct way, where itis bringing in real results,
building greater trust with yourcurrent clients as well as
(00:46):
creating better value for yourprospects?
So, guys, we're going to diveinto this quick conversation.
Just some clips put together ofsome very important personal
brand questions.
Let's dive in.
Speaker 2 (01:22):
You'll discover what it really takes to become
preeminent and build your bookof business in a way 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 1 (01:42):
My definition, anyway , of personal branding is
everything you say, everythingyou do, everything you don't say
, don't do, is all forming anopinion in the minds of those
around you and it is holding alevel of real estate in their
minds.
Now it might be a really smallpiece of real estate, or it
might be a really large piece ofreal estate, and so, with
personal branding, it really isimportant to ask yourself these
(02:06):
questions.
When you understand, I have apersonal brand, whether I like
it or not.
It makes sense, as aprofessional on the journey of
preeminence, that this is goingto play a key factor in how I
get to that preeminent place, tobeing the most distinguished
one, and so forth.
Speaker 3 (02:23):
The insurance industry has been maligned for
many, many years, and in somecases, rightfully so.
There are some people in thisindustry that are not the
greatest, they're notprofessional, and that goes
across so many other industries.
You know, what I tried tocreate here was an ultra
professional, ethical insuranceagency that put the client's
(02:45):
interests first, and the fastestway that you could get fired
from this agency was to dosomething unethical or
unprofessional, and that was thehallmark of what we do, and
it's hard to put that in a brandthat makes sense, because it's
(03:06):
like saying we give good service.
It's what everybody says, butit's just backed up with our
daily, everyday actions,everyday transactions that we do
with every client that we have.
Speaker 4 (03:16):
My personal brand is that I want to be known as and I
know we say this a lot, but asa trusted advisor, and you know
insurance is just one area thatwe excel at.
But you know our clients dependupon us for a lot of different
advice.
It may be about the insurancemarketplace.
(03:42):
I think it's important to havea brand that people know, that
we know, that I know what themarketplace is about so that I
can give them the proper advice.
But I work on my personal brand.
I don't want to say annually,but this time of the year I
(04:02):
always think, okay, what do Iwant to try to achieve next year
and how am I going to do that?
And try to visualize it, whicheven means thinking about how I
present myself, maybe how Idress, maybe how I speak to
others, try to be innovative.
So to me, a personal brand issomething that also can change
(04:27):
over time and probably shouldchange to keep it fresh and
different.
Speaker 3 (04:34):
But, tracy, you're a walk-and-talking billboard for
you and you're the president ofme incorporated in your book of
business as you build it.
I think anytime we presentourselves standing out in a very
professional way.
I know I made some investmentsin suits.
I looked at my competitorsyears ago and saw that they did
not dress very well.
(04:55):
I still am bummed out that tieshave gone by the wayside.
I gave 80 ties away about ayear ago and I still have a
bunch of them.
I was going to say some otherload of them, but I think it's
important to be that personalbillboard for you and you are
your own brand and standing outby, first of all, professional,
(05:15):
being on time, being prepared.
I had a friend of mine who wasand believe it or not, an opera
singer.
He was my roommate in college.
He had a very successful careeras a principal opera singer,
going around regional operas.
I said, ben, why are yousuccessful?
And he said simple.
He said I'm okay, talent-wise,I show up on time, I'm easy to
(05:40):
work with and I'm prepared.
And he said those three thingsget me hired time after time
because I have a reputation.
His brand is reliable, easy towork with, on time, knows his
parts.
Speaker 1 (05:54):
But that leads into the next question we're going to
hit, and that is how do I wantpeople to feel after
communicating with me?
Going back to the whole conceptof personal branding is the
position I hold in the minds ofpeople around me by the things I
say, don't say, do, don't do.
How do I want people to feelafter they have communicated
with me?
I think I mean, there'sdefinitely people that I can
(06:15):
think of where you just enjoytalking with these people
because of the fact of how goodyou feel after you talk to them,
whether it's encouraging ormotivating or inspiring.
Or then there's those peopleyou avoid because it's like, oh,
they're just, they're like alittle vampire and they suck all
the energy out of you.
How do you, when it comes toyour personal brand, how do you
(06:38):
want people to feel aftercommunicating with you?
Speaker 4 (06:40):
I want people to like me and that may sound trite,
but they don't have to love me.
But I want them to like me as aprofessional, even in my
personal life, but really havean experience with me that I've
walked into meeting them.
If it's a prospect, I've donemy research.
(07:04):
So it's not so I'm showinginterest in them, but I do.
When I leave the meeting, Iwant them to like me and somehow
respect me as an insuranceprofessional and because I think
, if obviously the easy answeris that they don't like me, I
don't think we're going anywhere.
And again, that's one of thebenefits of our industry
(07:30):
Surround yourself with peoplethat you like, be it employees
and customers, and life isn'teasy, but it's a heck of a lot
better than being surrounded bypeople that you don't like and
don't like you.
Speaker 3 (07:45):
And the question I think you're right on, I know
it's not that I'm the onlyinsurance broker in a city of a
million people.
There are a lot of us andpeople don't like to do business
with people they don't like,and I think that being likable,
I think that's it.
I think the other thing I tryto pride myself on is being
simple.
In other words, we live in avery complex environment here in
(08:06):
the insurance contracts and theinsurance industry.
I try to use two syllable words.
I try to use examples thatmaybe are from their industry or
similar to things in theirindustry, so they get it and try
to have empathy for them inwhat they're dealing with.
So I think all of those thingsare are important.
Speaker 1 (08:25):
All right, I hope these thoughts were really
thought provoking for you and Ireally truly hope you don't just
turn off this podcast and don'tthink about it again.
You have to put in the work.
You have to be able to put inthe time to really sit yourself
down, distraction free, andwrite these questions out.
And write your answers out soyou can start getting clear on
what am I actually expressingand do with the results that I
(08:48):
am currently getting.
Prove that I am expressing theright thing, the value, the
feelings, how do people feelafter they have a conversation
with me All these things arereally important to think about.
We've done some deep dives onthese topics inside of our Gold
Coaching program as well asinside of our Platinum Coaching
program, and if you would likeaccess to those recordings, as
(09:11):
well as an entire year's worthof trainings and recordings, I
would recommend and encourageyou to check out our Preeminent
Producer Coaching programs.
They are different tiers youcan choose from and we have deep
dives into the conversations.
If you've enjoyed what you'veheard on this podcast, these
podcasts are just skimming thesurface of the depth and the
(09:32):
topics that we dive into insideof the coaching program, so we
would love to have you a part ofthis, and it will only
streamline your success as youbecome a Preeminent Producer.
So, guys, until next time.
We'll see you in the nextepisode of the Preeminent
Producer.
Speaker 2 (09:46):
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.
When you're on the journey of becoming a preeminent
producer, there comes a pointin time where you recognize and
realize that you are your brandnot the agency you're
representing, but you are yourbrand.
So today we're going to betalking and I'm actually going
to be putting some clipstogether in a conversation in
one of our mastermind groupswhere we covered very specific
(00:23):
personal brand questions to getthe juices flowing, where, if
you take the time to answerthese questions, you're setting
yourself up for success andactually being aware of you are
your brand.
So, if that's true which it isare you expressing your personal
brand the correct way, where itis bringing in real results,
building greater trust with yourcurrent clients as well as
(00:46):
creating better value for yourprospects?
So, guys, we're going to diveinto this quick conversation.
Just some clips put together ofsome very important personal
brand questions.
Let's dive in.
Speaker 2 (01:22):
You'll discover what it really takes to become
preeminent and build your bookof business in a way 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 1 (01:42):
My definition, anyway , of personal branding is
everything you say, everythingyou do, everything you don't say
, don't do, is all forming anopinion in the minds of those
around you and it is holding alevel of real estate in their
minds.
Now it might be a really smallpiece of real estate, or it
might be a really large piece ofreal estate, and so, with
personal branding, it really isimportant to ask yourself these
(02:06):
questions.
When you understand, I have apersonal brand, whether I like
it or not.
It makes sense, as aprofessional on the journey of
preeminence, that this is goingto play a key factor in how I
get to that preeminent place, tobeing the most distinguished
one, and so forth.
Speaker 3 (02:23):
The insurance industry has been maligned for
many, many years, and in somecases, rightfully so.
There are some people in thisindustry that are not the
greatest, they're notprofessional, and that goes
across so many other industries.
You know, what I tried tocreate here was an ultra
professional, ethical insuranceagency that put the client's
(02:45):
interests first, and the fastestway that you could get fired
from this agency was to dosomething unethical or
unprofessional, and that was thehallmark of what we do, and
it's hard to put that in a brandthat makes sense, because it's
(03:06):
like saying we give good service.
It's what everybody says, butit's just backed up with our
daily, everyday actions,everyday transactions that we do
with every client that we have.
Speaker 4 (03:16):
My personal brand is that I want to be known as and I
know we say this a lot, but asa trusted advisor, and you know
insurance is just one area thatwe excel at.
But you know our clients dependupon us for a lot of different
advice.
It may be about the insurancemarketplace.
(03:42):
I think it's important to havea brand that people know, that
we know, that I know what themarketplace is about so that I
can give them the proper advice.
But I work on my personal brand.
I don't want to say annually,but this time of the year I
(04:02):
always think, okay, what do Iwant to try to achieve next year
and how am I going to do that?
And try to visualize it, whicheven means thinking about how I
present myself, maybe how Idress, maybe how I speak to
others, try to be innovative.
So to me, a personal brand issomething that also can change
(04:27):
over time and probably shouldchange to keep it fresh and
different.
Speaker 3 (04:34):
But, tracy, you're a walk-and-talking billboard for
you and you're the president ofme incorporated in your book of
business as you build it.
I think anytime we presentourselves standing out in a very
professional way.
I know I made some investmentsin suits.
I looked at my competitorsyears ago and saw that they did
not dress very well.
(04:55):
I still am bummed out that tieshave gone by the wayside.
I gave 80 ties away about ayear ago and I still have a
bunch of them.
I was going to say some otherload of them, but I think it's
important to be that personalbillboard for you and you are
your own brand and standing outby, first of all, professional,
(05:15):
being on time, being prepared.
I had a friend of mine who wasand believe it or not, an opera
singer.
He was my roommate in college.
He had a very successful careeras a principal opera singer,
going around regional operas.
I said, ben, why are yousuccessful?
And he said simple.
He said I'm okay, talent-wise,I show up on time, I'm easy to
(05:40):
work with and I'm prepared.
And he said those three thingsget me hired time after time
because I have a reputation.
His brand is reliable, easy towork with, on time, knows his
parts.
Speaker 1 (05:54):
But that leads into the next question we're going to
hit, and that is how do I wantpeople to feel after
communicating with me?
Going back to the whole conceptof personal branding is the
position I hold in the minds ofpeople around me by the things I
say, don't say, do, don't do.
How do I want people to feelafter they have communicated
with me?
I think I mean, there'sdefinitely people that I can
(06:15):
think of where you just enjoytalking with these people
because of the fact of how goodyou feel after you talk to them,
whether it's encouraging ormotivating or inspiring.
Or then there's those peopleyou avoid because it's like, oh,
they're just, they're like alittle vampire and they suck all
the energy out of you.
How do you, when it comes toyour personal brand, how do you
(06:38):
want people to feel aftercommunicating with you?
Speaker 4 (06:40):
I want people to like me and that may sound trite,
but they don't have to love me.
But I want them to like me as aprofessional, even in my
personal life, but really havean experience with me that I've
walked into meeting them.
If it's a prospect, I've donemy research.
(07:04):
So it's not so I'm showinginterest in them, but I do.
When I leave the meeting, Iwant them to like me and somehow
respect me as an insuranceprofessional and because I think
, if obviously the easy answeris that they don't like me, I
don't think we're going anywhere.
And again, that's one of thebenefits of our industry
(07:30):
Surround yourself with peoplethat you like, be it employees
and customers, and life isn'teasy, but it's a heck of a lot
better than being surrounded bypeople that you don't like and
don't like you.
Speaker 3 (07:45):
And the question I think you're right on, I know
it's not that I'm the onlyinsurance broker in a city of a
million people.
There are a lot of us andpeople don't like to do business
with people they don't like,and I think that being likable,
I think that's it.
I think the other thing I tryto pride myself on is being
simple.
In other words, we live in avery complex environment here in
(08:06):
the insurance contracts and theinsurance industry.
I try to use two syllable words.
I try to use examples thatmaybe are from their industry or
similar to things in theirindustry, so they get it and try
to have empathy for them inwhat they're dealing with.
So I think all of those thingsare are important.
Speaker 1 (08:25):
All right, I hope these thoughts were really
thought provoking for you and Ireally truly hope you don't just
turn off this podcast and don'tthink about it again.
You have to put in the work.
You have to be able to put inthe time to really sit yourself
down, distraction free, andwrite these questions out.
And write your answers out soyou can start getting clear on
what am I actually expressingand do with the results that I
(08:48):
am currently getting.
Prove that I am expressing theright thing, the value, the
feelings, how do people feelafter they have a conversation
with me All these things arereally important to think about.
We've done some deep dives onthese topics inside of our Gold
Coaching program as well asinside of our Platinum Coaching
program, and if you would likeaccess to those recordings, as
(09:11):
well as an entire year's worthof trainings and recordings, I
would recommend and encourageyou to check out our Preeminent
Producer Coaching programs.
They are different tiers youcan choose from and we have deep
dives into the conversations.
If you've enjoyed what you'veheard on this podcast, these
podcasts are just skimming thesurface of the depth and the
(09:32):
topics that we dive into insideof the coaching program, so we
would love to have you a part ofthis, and it will only
streamline your success as youbecome a Preeminent Producer.
So, guys, until next time.
We'll see you in the nextepisode of the Preeminent
Producer.
Speaker 2 (09:46):
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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