November 3, 2023 • 19 mins
Which is better when it comes to communicating with your prospects and clients... Texting or calling?
That is what our coaches are discussing in this episode of The Preeminent Producer Podcast.
...
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!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
In today's day and age, where technology rules,
what are the rules when it comesto strategic communication with
our prospects and customers?
That's what we're talking aboutin today's episode of the
Pre-Imagant Producer Podcast,where we pick up where I have
just asked the coachesspecifically when it comes to
communication, when should Itext message?
When should I call?
(00:20):
When should it be an in-personmeeting?
Because, you think about it,today's day and age, everyone
wants to just text message and,depending on what age group you
fall in, some of you may saytext messaging is completely bad
.
Others will say no, it's thething to do.
That's what the coaches aregoing to tackle in today's
episode of the Pre-ImagantProducer Podcast.
Let's dive in.
Speaker 2 (00:54):
Each week, we'll be tackling important topics,
sharing proven strategies andinsights from successful
producers that are in thetrenches and have traveled the
journey to becoming a preeminentproducer.
You'll discover what it willtake 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
(01:14):
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):
Well, what a great question.
And this is going to be a funpodcast for a couple of reasons.
Number one by design.
We don't get these questionsuntil just before the podcast to
make them a little moreextemporaneous, to make them
more just off the cuff and end.
From our experiences and youcan imagine if you're a young
(01:46):
producer watching this podcastand you're talking about how to
communicate with people, how toreach out to your prospects and
your clients, you're not goingto be surprised that I'm going
to say you need to do it inperson.
This technology that we havetoday is not conducive to the
way I was selling insurance.
(02:07):
The way I sell insurance now.
It sort of sounds like backwhen I was a youngster.
We didn't do that and that'skind of what it is.
We're living in a changingworld and I understand that.
I know that it is.
I'm being drugged through thatworld and you are too.
You're being drugged back byguys like me and I'm being drug
forward by guys and gals likeyou, and that's okay.
(02:33):
I do feel and I'll give you mytwo cents worth and I know Matt
will do the same thing that I'vesaid all the time that I think
it's very difficult to create arelationship over video.
I think you can maintain one,but I think it's a little more
difficult to create a newrelationship.
I also talk all the time thatrelationships trump everything.
(02:58):
I've retained clients based onlong term relationships, not on
video calls and not on lowestpremiums, but handshakes,
knowing their business, walkingthe aisles of their warehouses,
getting dirty, having lunch,pressing the flesh, as we used
(03:19):
to call it, shaking hands andbuilding a strong relationship
not only with the principle ofthe company but with the other
key members that are decisionmakers or influencers.
And again, I think that's verydifficult to do in this modern
day and age.
It's sort of like if I get anemail from somebody, I will, of
course, email them back.
(03:39):
We still do lots and lots ofemails and text messages, but if
it's important, and certainlyif I have bad news or even good
news, I need to do that inperson.
I need to strengthen thatrelationship.
I need to not be afraid todeliver bad news to a client.
They deserve that and that'skind of the way I feel about
(04:01):
this.
So I don't know, it's kind of away I feel.
Matt, what do you think?
Speaker 4 (04:07):
It really is a good question because it's a real
phenomenon.
It's really, things have reallychanged with technology and
communications.
In some ways for the better, Ithink, but in many ways not.
And some of this, I think,really my observation is that
(04:32):
some of this really acceleratedwith the advent of COVID three
years ago or whatever it wasright.
All of a sudden, you know, Ifound clients that told me no,
don't come out here.
And some of that hasn't changed.
You know, they've gotten usedto communicating more, of course
(04:53):
, by email rather than in personand texting For me.
Anyway, more and more of myclients text me because it's so
instantaneous and whatnot, andthere's part of me that says
maybe I shouldn't fight it.
This is the way they want to doit.
(05:13):
But I always try to make myselfavailable, you know, but I
guess in some cases I'm carefulnot to force myself upon them.
You know, to come out in person, but I don't think overall that
that's a good thing, you know,because I think you do lose that
relationship building that youwere talking about.
(05:34):
You know, rick, and that kindof dovetails into a comment that
I wanted to make, which, withany change, there's often
opportunity, if you can find itand something we talk about on
these podcasts and then ourpreeminent producer coaching
program for our members andwhatnot.
We're always talking aboutdifferentiating differentiating
(05:59):
in ways that are meaningful tothat insurance buyer or prospect
or client, and to the extentthat we can break out of this
kind of faceless whatevercommunication syndrome excuse me
that we're in with the textingand the emails, the
non-personalized stuff to theextent we can break out of that
(06:22):
successfully, I think wedifferentiate ourselves.
So that's kind of the keyopportunity.
You know that, I see.
But I'm curious, rick, have youhad experience the same thing
with?
I mean, I've actually hadclients that have said, even
though the renewals coming upand we're going to do our
regular meetings and stuff saidno, no, don't come out, just
send it to me.
Speaker 3 (06:43):
Yeah, yeah, yeah, yes , absolutely.
There are a couple of thingsthat you said, matt, I think,
that are right on.
And the other thing that we allneed to remember older guys, as
well as read the room, ask thequestion to the client how do
you want to be, how do you wantour communications to be?
(07:04):
And that's after we have them.
As a client or even as aprospect, I don't do that with a
prospect as much as I do with aclient.
Now that you're a client ofours, how is the best way to
communicate with you?
Because I think, matt, if I'mdelivering news, I'm only
delivering numbers, you know.
And then I just like everybodyelse in the world and you know,
(07:25):
we talk a lot about obtainingclients through broker of record
letters, bors.
That's done by demonstratingour ability to be different,
that's, finding out what theyare not getting now that's
important to them and being ableto provide that service.
Otherwise, I'm sending them aproposal and I might even not be
(07:50):
sending it to thedecision-maker.
I may be sending it to somebodyelse and I've said to somebody
else I won't do that.
You're not going to be mypresenter.
I can do a much better job ofpresenting than you can, because
the principal is going to giveyou three minutes to propose
something that's criticallyimportant.
Speaker 4 (08:11):
Yeah, absolutely a couple of things you brought up
there Just want to kind ofhighlight great idea at the
beginning of that relationshipwith the prospect to establish
how they want to communicate.
You know, let's find out theirexpectation and meet it.
You know, Bad news you broughtup a couple of minutes ago
(08:32):
Something I learned really earlyon.
I've shared the story before, Ithink.
But the bottom line is Ilearned very early on in my
producing career when you've gotsome bad news, just deal with
it immediately and communicateit immediately to the client.
You know, they believe it ornot, they appreciate that, even
(08:55):
though we might want to kind ofavoid that, naturally.
And then, Paul, either you orRick, one of you guys brought up
that thing and I don't want toharp on it because it's been
kind of beat to death, but Ijust want to comment on it
briefly.
There is an age difference, ageneration difference that I
think we have to recognize.
I mean, guys like Rick and I,you know we were around when the
(09:18):
fax machine, they invented fire.
Speaker 3 (09:20):
I think yeah, yeah, yeah.
Speaker 4 (09:22):
And then the wheel shortly thereafter.
Exactly those were great days.
Yeah, I remember when the faxmachine came out and this was
like miraculous, right.
That might, that just mighthave been the tiny little slow
start of this change incommunication vis-à-vis
technology, you know.
(09:43):
But I guess my only commentbeing okay, look, you know,
obviously I'm in my 60s.
I've been doing this for 40plus years and it's changed a
lot during that time.
If I'm dealing with a prospector a client who's in their 20s
or 30s, yeah, they may haveslightly different expectations
(10:05):
and really they I don't knowthey may not want to see me, you
know, face-to-face, four timesa year.
So you know that's the case.
If we can establish that at thestart of the relationship, I
think that's really good advice.
Speaker 3 (10:18):
Yeah, I think that's important and I wrote down
something here that then I'vehad experience with and you know
talked about age.
I'm only 35 years old, so lookwhat this industry has done to
me.
I mean, it's ravaged, my beardit's gray and my hair is gray
and I got bags under my eyes.
I've been doing this for a verylong time.
I've got a neighbor of mine whois a retired surgeon.
(10:39):
He lives part of the time inOhio and then part of the time
here in Arizona and Dick is 84years old.
He walks trails every day.
He could hike me under theearth.
He's just a very physically andmentally fit guy.
We're sitting around with abunch of women in our backyard
having a glass of wine one nightand Dick said, the first thing
(11:02):
I do when I talk to a patient isput my hands on them, put a
hand on them and everybody go.
Oh my God, you know.
And I go back to sitting in adentist chair having some oral
surgery and I happen to know thedentist, but not personally,
not doing really well, and I'msitting there and I'm really
really nervous and I'm not evensure.
(11:23):
I just kind of you know, I waswaiting for the nitrous oxide,
quite frankly.
And the guy walks in and heputs his hand on my shoulder and
he said Rick, this is going tobe a piece of cake, buddy.
I said, really, he goes, yeah,and he's tapping me on the
shoulder.
He said this is not going to bea problem, this isn't going to
take me very long.
And that physical touch and Iknow in this day and age that's
(11:48):
a whole different arena.
I'm not wanting you tophysically touch your client and
we can do a whole webinar onwhere that's going to take you.
But the idea of personalconnection is what it is and
that's what our surgeon buddy istelling me that there is a
personal connection here that wecan't get.
Imagine having something reallyimportant wrong with you and
(12:11):
you're sitting in front of yourdoctor on a video screen and she
can't see what you're reallytalking about.
And we're sort of businessdoctors.
We provide that oil that makesindustry go.
If you've got a $20 millionbuilding you're not thinking
about, I wonder if I shouldensure this thing.
If you've got $20 million well,I've said this before if you've
(12:33):
got $20 million in the bank,first of all, you're not
watching this video, you're outon your yacht someplace.
But if you do have $20 millionin the bank and you were
considering investing it,there's no way you're going to
invest those kind of assetswithout the product that we
deliver, which is insurance.
We're going to make you want torisk that asset and grow it and
(12:58):
nothing is going to happen toit while it's insured.
That we know we cover and thereare obviously some exclusions
there, but we make it safe toinvest money.
So we are very, very importantpeople in the lives of people's
businesses and as producers aspreeminent producers you really
need to understand.
(13:19):
You're not a vendor, you're notsomebody that delivers
janitorial supplies.
You are not somebody who justis passing through and I've said
this a lot too.
They will probably, ongood-sized businesses, spend
more money with you than they dotheir lawyer and their
accountant probably put together, unless they've had some
(13:40):
catastrophic thing happen.
You're critically important tothe success of a business.
Speaker 4 (13:46):
Yeah Well, yeah, that last point, that's very true,
and I've often thought that if aCPA makes within reason, makes
a certain mistake, it may not bethat big a deal.
If we make a mistake, it can bea pretty big deal.
The assets that they're tryingto protect can really be exposed
(14:10):
.
So that's one of the mindsetswe talk about in our coaching
program, mindsets from time totime, and that is one of the
mindsets that we think producersneed to have, that is, hey,
every bit is important.
As the most trusted counselorsto this particular business and
(14:32):
I wanted to comment really quickby the way, during our coaching
program and I'm sure Rick andChristian, who's not here today,
do the same thing I'm alwayspicking up little tidbits from
the other guys and from ourmembers who share information,
and one of the tidbits I jotteddown but then I had to cross it
off when you sort of retractedit, rick, was putting your hands
(14:53):
on the people.
First I thought, hey, that's agreat idea, but maybe that
doesn't work with an insuranceproducing quite like it would
with a dentist.
Speaker 3 (15:00):
But that's a great story, I mean he sounds well, it
is, but I could say that that'sprobably an entirely different
podcast.
Just what happens after you putyour hands all over somebody.
That's a possibility, but yeah,yeah, that's the real deal.
Speaker 4 (15:16):
One quick thing I wanted to comment on is and this
is probably universal to all ofus insurance guys I'm always
concerned about, I'm a littleparanoid about it Am I really
keeping in touch with my currentclients the way I should be?
Now, just share a quick storywith you guys.
It doesn't have to be thatdifficult.
Quick story.
Had a client once called me upand say, matt, you know what I
(15:40):
just wanted to let you know.
I really appreciate the waythat you call me from time to
time.
I typically do it with most ofmy clients and he shared with me
.
What impressed me is thatsometimes you call me and you
tell me you don't have anyparticular reason really for
calling other than just say hiand how's it going.
You know he said I reallyappreciate that, you know.
(16:02):
So I guess my point is it canbe that simple.
Just, you know, amongst yourother communications with your
clientele, once or twice a yearcall them up and just say, hey,
bob.
You know, matt, hey, I'm justwondering.
No real reason for my call.
I just kind of wondered how'sit going.
And you know, like a formerpartner of mine told me once,
when you ask that kind ofquestion and you let them
(16:23):
respond.
Sometimes it's interesting whatyou'll find out.
Well, I'm starting a new now.
I'm, you know, a manufacturermountain bikes in addition to my
barber shop, or whatever youknow.
Sometimes you find out stuffthat's important, but it can
make an impression and it can bejust that simple.
Speaker 3 (16:39):
Yeah, Matt, you something else in, without
getting too too much longer inthis thing.
You know you talk about beingdifferent, which we talk about a
lot on here, and beingdifferent is very, very
important not being a part ofthe herd.
And you know, if you're sittingthere, you're a young man or
young woman who's a producer,and you're 25, 28 years old, or
35, 38 years old, whatever youare, and you go.
(17:01):
Well, these guys are crazy.
I mean, my world is a digitalworld now.
We live in emails, texts, allof this kind of stuff.
We live in LinkedIn.
We communicate this way.
What are these dinosaurstalking about?
Well, the idea here, then, is bedifferent.
Don't live in that world.
Set yourself apart from theother people your age group of
(17:25):
your profession, and do it oldschool even to other people your
age.
It will set you apart in adifferent way, and I don't think
it's going to be a negative way.
It's a very positive way.
A good friend of mine is ayoung realtor.
He's only been in the businessfor a few years, he is very old
school and he is setting salesrecords.
I get handwritten thank younotes.
(17:45):
Who does that anymore?
Especially if you're a youngprofessional?
I get phone calls all of thetime from him.
He stands out in a verydifferent way, and he does this
not only to his older clients,but he does it to his new and
younger clients too.
He is different in verypositive ways.
Speaker 1 (18:03):
All right, I hope you enjoyed that.
I hope it was thought provoking.
In how you are currentlycommunicating with your clients
as well as prospects.
I think the biggest takeawayhearing that is it really comes
down to knowing who you aretalking with.
If that prospect or that clientis all about text messaging and
they're gonna get annoyed by aphone call, you gotta know that.
(18:25):
But if you don't know that, isit better to err on the side of
caution and just pick up thephone, Know who you're talking
with and be strategic in yourcommunication.
And this is all just anotherstepping stone in the journey of
becoming a preeminent producer.
If you enjoyed that, I'dappreciate you.
Like subscribe.
Leave a comment, leave a review.
Let us know how we're doing andany topics that you would love
(18:47):
to hear about in upcomingepisodes.
And until next time, guys,we'll see you in the next
episode of the PreeminentProducer Podcast.
Speaker 2 (18:54):
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.
Огрouping serpot of a fewmoments in action算TheFedcast.
In today's day and age, where technology rules,
what are the rules when it comesto strategic communication with
our prospects and customers?
That's what we're talking aboutin today's episode of the
Pre-Imagant Producer Podcast,where we pick up where I have
just asked the coachesspecifically when it comes to
communication, when should Itext message?
When should I call?
(00:20):
When should it be an in-personmeeting?
Because, you think about it,today's day and age, everyone
wants to just text message and,depending on what age group you
fall in, some of you may saytext messaging is completely bad
.
Others will say no, it's thething to do.
That's what the coaches aregoing to tackle in today's
episode of the Pre-ImagantProducer Podcast.
Let's dive in.
Speaker 2 (00:54):
Each week, we'll be tackling important topics,
sharing proven strategies andinsights from successful
producers that are in thetrenches and have traveled the
journey to becoming a preeminentproducer.
You'll discover what it willtake 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
(01:14):
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):
Well, what a great question.
And this is going to be a funpodcast for a couple of reasons.
Number one by design.
We don't get these questionsuntil just before the podcast to
make them a little moreextemporaneous, to make them
more just off the cuff and end.
From our experiences and youcan imagine if you're a young
(01:46):
producer watching this podcastand you're talking about how to
communicate with people, how toreach out to your prospects and
your clients, you're not goingto be surprised that I'm going
to say you need to do it inperson.
This technology that we havetoday is not conducive to the
way I was selling insurance.
(02:07):
The way I sell insurance now.
It sort of sounds like backwhen I was a youngster.
We didn't do that and that'skind of what it is.
We're living in a changingworld and I understand that.
I know that it is.
I'm being drugged through thatworld and you are too.
You're being drugged back byguys like me and I'm being drug
forward by guys and gals likeyou, and that's okay.
(02:33):
I do feel and I'll give you mytwo cents worth and I know Matt
will do the same thing that I'vesaid all the time that I think
it's very difficult to create arelationship over video.
I think you can maintain one,but I think it's a little more
difficult to create a newrelationship.
I also talk all the time thatrelationships trump everything.
(02:58):
I've retained clients based onlong term relationships, not on
video calls and not on lowestpremiums, but handshakes,
knowing their business, walkingthe aisles of their warehouses,
getting dirty, having lunch,pressing the flesh, as we used
(03:19):
to call it, shaking hands andbuilding a strong relationship
not only with the principle ofthe company but with the other
key members that are decisionmakers or influencers.
And again, I think that's verydifficult to do in this modern
day and age.
It's sort of like if I get anemail from somebody, I will, of
course, email them back.
(03:39):
We still do lots and lots ofemails and text messages, but if
it's important, and certainlyif I have bad news or even good
news, I need to do that inperson.
I need to strengthen thatrelationship.
I need to not be afraid todeliver bad news to a client.
They deserve that and that'skind of the way I feel about
(04:01):
this.
So I don't know, it's kind of away I feel.
Matt, what do you think?
Speaker 4 (04:07):
It really is a good question because it's a real
phenomenon.
It's really, things have reallychanged with technology and
communications.
In some ways for the better, Ithink, but in many ways not.
And some of this, I think,really my observation is that
(04:32):
some of this really acceleratedwith the advent of COVID three
years ago or whatever it wasright.
All of a sudden, you know, Ifound clients that told me no,
don't come out here.
And some of that hasn't changed.
You know, they've gotten usedto communicating more, of course
(04:53):
, by email rather than in personand texting For me.
Anyway, more and more of myclients text me because it's so
instantaneous and whatnot, andthere's part of me that says
maybe I shouldn't fight it.
This is the way they want to doit.
(05:13):
But I always try to make myselfavailable, you know, but I
guess in some cases I'm carefulnot to force myself upon them.
You know, to come out in person, but I don't think overall that
that's a good thing, you know,because I think you do lose that
relationship building that youwere talking about.
(05:34):
You know, rick, and that kindof dovetails into a comment that
I wanted to make, which, withany change, there's often
opportunity, if you can find itand something we talk about on
these podcasts and then ourpreeminent producer coaching
program for our members andwhatnot.
We're always talking aboutdifferentiating differentiating
(05:59):
in ways that are meaningful tothat insurance buyer or prospect
or client, and to the extentthat we can break out of this
kind of faceless whatevercommunication syndrome excuse me
that we're in with the textingand the emails, the
non-personalized stuff to theextent we can break out of that
(06:22):
successfully, I think wedifferentiate ourselves.
So that's kind of the keyopportunity.
You know that, I see.
But I'm curious, rick, have youhad experience the same thing
with?
I mean, I've actually hadclients that have said, even
though the renewals coming upand we're going to do our
regular meetings and stuff saidno, no, don't come out, just
send it to me.
Speaker 3 (06:43):
Yeah, yeah, yeah, yes , absolutely.
There are a couple of thingsthat you said, matt, I think,
that are right on.
And the other thing that we allneed to remember older guys, as
well as read the room, ask thequestion to the client how do
you want to be, how do you wantour communications to be?
(07:04):
And that's after we have them.
As a client or even as aprospect, I don't do that with a
prospect as much as I do with aclient.
Now that you're a client ofours, how is the best way to
communicate with you?
Because I think, matt, if I'mdelivering news, I'm only
delivering numbers, you know.
And then I just like everybodyelse in the world and you know,
(07:25):
we talk a lot about obtainingclients through broker of record
letters, bors.
That's done by demonstratingour ability to be different,
that's, finding out what theyare not getting now that's
important to them and being ableto provide that service.
Otherwise, I'm sending them aproposal and I might even not be
(07:50):
sending it to thedecision-maker.
I may be sending it to somebodyelse and I've said to somebody
else I won't do that.
You're not going to be mypresenter.
I can do a much better job ofpresenting than you can, because
the principal is going to giveyou three minutes to propose
something that's criticallyimportant.
Speaker 4 (08:11):
Yeah, absolutely a couple of things you brought up
there Just want to kind ofhighlight great idea at the
beginning of that relationshipwith the prospect to establish
how they want to communicate.
You know, let's find out theirexpectation and meet it.
You know, Bad news you broughtup a couple of minutes ago
(08:32):
Something I learned really earlyon.
I've shared the story before, Ithink.
But the bottom line is Ilearned very early on in my
producing career when you've gotsome bad news, just deal with
it immediately and communicateit immediately to the client.
You know, they believe it ornot, they appreciate that, even
(08:55):
though we might want to kind ofavoid that, naturally.
And then, Paul, either you orRick, one of you guys brought up
that thing and I don't want toharp on it because it's been
kind of beat to death, but Ijust want to comment on it
briefly.
There is an age difference, ageneration difference that I
think we have to recognize.
I mean, guys like Rick and I,you know we were around when the
(09:18):
fax machine, they invented fire.
Speaker 3 (09:20):
I think yeah, yeah, yeah.
Speaker 4 (09:22):
And then the wheel shortly thereafter.
Exactly those were great days.
Yeah, I remember when the faxmachine came out and this was
like miraculous, right.
That might, that just mighthave been the tiny little slow
start of this change incommunication vis-à-vis
technology, you know.
(09:43):
But I guess my only commentbeing okay, look, you know,
obviously I'm in my 60s.
I've been doing this for 40plus years and it's changed a
lot during that time.
If I'm dealing with a prospector a client who's in their 20s
or 30s, yeah, they may haveslightly different expectations
(10:05):
and really they I don't knowthey may not want to see me, you
know, face-to-face, four timesa year.
So you know that's the case.
If we can establish that at thestart of the relationship, I
think that's really good advice.
Speaker 3 (10:18):
Yeah, I think that's important and I wrote down
something here that then I'vehad experience with and you know
talked about age.
I'm only 35 years old, so lookwhat this industry has done to
me.
I mean, it's ravaged, my beardit's gray and my hair is gray
and I got bags under my eyes.
I've been doing this for a verylong time.
I've got a neighbor of mine whois a retired surgeon.
(10:39):
He lives part of the time inOhio and then part of the time
here in Arizona and Dick is 84years old.
He walks trails every day.
He could hike me under theearth.
He's just a very physically andmentally fit guy.
We're sitting around with abunch of women in our backyard
having a glass of wine one nightand Dick said, the first thing
(11:02):
I do when I talk to a patient isput my hands on them, put a
hand on them and everybody go.
Oh my God, you know.
And I go back to sitting in adentist chair having some oral
surgery and I happen to know thedentist, but not personally,
not doing really well, and I'msitting there and I'm really
really nervous and I'm not evensure.
(11:23):
I just kind of you know, I waswaiting for the nitrous oxide,
quite frankly.
And the guy walks in and heputs his hand on my shoulder and
he said Rick, this is going tobe a piece of cake, buddy.
I said, really, he goes, yeah,and he's tapping me on the
shoulder.
He said this is not going to bea problem, this isn't going to
take me very long.
And that physical touch and Iknow in this day and age that's
(11:48):
a whole different arena.
I'm not wanting you tophysically touch your client and
we can do a whole webinar onwhere that's going to take you.
But the idea of personalconnection is what it is and
that's what our surgeon buddy istelling me that there is a
personal connection here that wecan't get.
Imagine having something reallyimportant wrong with you and
(12:11):
you're sitting in front of yourdoctor on a video screen and she
can't see what you're reallytalking about.
And we're sort of businessdoctors.
We provide that oil that makesindustry go.
If you've got a $20 millionbuilding you're not thinking
about, I wonder if I shouldensure this thing.
If you've got $20 million well,I've said this before if you've
(12:33):
got $20 million in the bank,first of all, you're not
watching this video, you're outon your yacht someplace.
But if you do have $20 millionin the bank and you were
considering investing it,there's no way you're going to
invest those kind of assetswithout the product that we
deliver, which is insurance.
We're going to make you want torisk that asset and grow it and
(12:58):
nothing is going to happen toit while it's insured.
That we know we cover and thereare obviously some exclusions
there, but we make it safe toinvest money.
So we are very, very importantpeople in the lives of people's
businesses and as producers aspreeminent producers you really
need to understand.
(13:19):
You're not a vendor, you're notsomebody that delivers
janitorial supplies.
You are not somebody who justis passing through and I've said
this a lot too.
They will probably, ongood-sized businesses, spend
more money with you than they dotheir lawyer and their
accountant probably put together, unless they've had some
(13:40):
catastrophic thing happen.
You're critically important tothe success of a business.
Speaker 4 (13:46):
Yeah Well, yeah, that last point, that's very true,
and I've often thought that if aCPA makes within reason, makes
a certain mistake, it may not bethat big a deal.
If we make a mistake, it can bea pretty big deal.
The assets that they're tryingto protect can really be exposed
(14:10):
.
So that's one of the mindsetswe talk about in our coaching
program, mindsets from time totime, and that is one of the
mindsets that we think producersneed to have, that is, hey,
every bit is important.
As the most trusted counselorsto this particular business and
(14:32):
I wanted to comment really quickby the way, during our coaching
program and I'm sure Rick andChristian, who's not here today,
do the same thing I'm alwayspicking up little tidbits from
the other guys and from ourmembers who share information,
and one of the tidbits I jotteddown but then I had to cross it
off when you sort of retractedit, rick, was putting your hands
(14:53):
on the people.
First I thought, hey, that's agreat idea, but maybe that
doesn't work with an insuranceproducing quite like it would
with a dentist.
Speaker 3 (15:00):
But that's a great story, I mean he sounds well, it
is, but I could say that that'sprobably an entirely different
podcast.
Just what happens after you putyour hands all over somebody.
That's a possibility, but yeah,yeah, that's the real deal.
Speaker 4 (15:16):
One quick thing I wanted to comment on is and this
is probably universal to all ofus insurance guys I'm always
concerned about, I'm a littleparanoid about it Am I really
keeping in touch with my currentclients the way I should be?
Now, just share a quick storywith you guys.
It doesn't have to be thatdifficult.
Quick story.
Had a client once called me upand say, matt, you know what I
(15:40):
just wanted to let you know.
I really appreciate the waythat you call me from time to
time.
I typically do it with most ofmy clients and he shared with me
.
What impressed me is thatsometimes you call me and you
tell me you don't have anyparticular reason really for
calling other than just say hiand how's it going.
You know he said I reallyappreciate that, you know.
(16:02):
So I guess my point is it canbe that simple.
Just, you know, amongst yourother communications with your
clientele, once or twice a yearcall them up and just say, hey,
bob.
You know, matt, hey, I'm justwondering.
No real reason for my call.
I just kind of wondered how'sit going.
And you know, like a formerpartner of mine told me once,
when you ask that kind ofquestion and you let them
(16:23):
respond.
Sometimes it's interesting whatyou'll find out.
Well, I'm starting a new now.
I'm, you know, a manufacturermountain bikes in addition to my
barber shop, or whatever youknow.
Sometimes you find out stuffthat's important, but it can
make an impression and it can bejust that simple.
Speaker 3 (16:39):
Yeah, Matt, you something else in, without
getting too too much longer inthis thing.
You know you talk about beingdifferent, which we talk about a
lot on here, and beingdifferent is very, very
important not being a part ofthe herd.
And you know, if you're sittingthere, you're a young man or
young woman who's a producer,and you're 25, 28 years old, or
35, 38 years old, whatever youare, and you go.
(17:01):
Well, these guys are crazy.
I mean, my world is a digitalworld now.
We live in emails, texts, allof this kind of stuff.
We live in LinkedIn.
We communicate this way.
What are these dinosaurstalking about?
Well, the idea here, then, is bedifferent.
Don't live in that world.
Set yourself apart from theother people your age group of
(17:25):
your profession, and do it oldschool even to other people your
age.
It will set you apart in adifferent way, and I don't think
it's going to be a negative way.
It's a very positive way.
A good friend of mine is ayoung realtor.
He's only been in the businessfor a few years, he is very old
school and he is setting salesrecords.
I get handwritten thank younotes.
(17:45):
Who does that anymore?
Especially if you're a youngprofessional?
I get phone calls all of thetime from him.
He stands out in a verydifferent way, and he does this
not only to his older clients,but he does it to his new and
younger clients too.
He is different in verypositive ways.
Speaker 1 (18:03):
All right, I hope you enjoyed that.
I hope it was thought provoking.
In how you are currentlycommunicating with your clients
as well as prospects.
I think the biggest takeawayhearing that is it really comes
down to knowing who you aretalking with.
If that prospect or that clientis all about text messaging and
they're gonna get annoyed by aphone call, you gotta know that.
(18:25):
But if you don't know that, isit better to err on the side of
caution and just pick up thephone, Know who you're talking
with and be strategic in yourcommunication.
And this is all just anotherstepping stone in the journey of
becoming a preeminent producer.
If you enjoyed that, I'dappreciate you.
Like subscribe.
Leave a comment, leave a review.
Let us know how we're doing andany topics that you would love
(18:47):
to hear about in upcomingepisodes.
And until next time, guys,we'll see you in the next
episode of the PreeminentProducer Podcast.
Speaker 2 (18:54):
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.
Огрouping serpot of a fewmoments in action算TheFedcast.
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