WEBVTT
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Y'all this is right up there with a meeting that we had Friday morning that Mike was not in.
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And she says, Oh, so and so passed.
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And then he just kept going.
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And Holly and Robbie are thinking that one of our employees has just died and he's just kept going.
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I mean, she passed her license test.
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I mean, that she passed.
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And you could have been excited about it, but yet he goes, so and so passed.
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This is IA Forward, your playbook for success as an insurance agent.
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Now, to help you not get out of the ballpark, here's your host, Jane Tatum, Mike Basil, and Tanya Lee.
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Welcome to IA Forward and welcome to uh my favorite week of the year, the first week of college football.
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Now, I mean, I know we had a week zero, and this is the last year that we will have a week zero according to NCAA schedule changes.
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So thank you.
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But we had a cool week zero here in Pensacola.
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Our Argos of the University of West Florida won their very first Division I football game.
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Okay.
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Go Argos.
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Go Argos.
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That's nice.
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That's awesome.
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We should never have a have a week zero of anything.
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It's just dumb.
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I don't understand it.
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I'm glad there's a schedule change.
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I have a feeling I'm gonna be negative today, by the way.
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I can tell.
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I don't know why.
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I do have to tell everybody we had our uh home office third quarter family call with everybody within the integra organization, and I was having technical difficulties.
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So I actually watched the closed captioning in Teams that just to let you guys know does not speak East Texas.
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Well, let me add to that.
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I mean, buckle up, kids, because Shane only went 22 minutes this morning, so he's got a lot of words left.
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So he does.
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And actually, he went 23 and a half minutes because he started talking at 22 minutes about how he had only talked for 22 minutes, and that did bump it to 23 and a half.
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No, that was it.
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The next minute and a half didn't count.
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Once I killed it at 22, that everything after that moment was like bonus time.
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No, that's that's the Dana Mall.
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That's no, that's incorrect.
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That's factually incorrect.
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That's like when we you and I have a meeting and I say at like 45 minutes, oh, one more thing before we go.
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One more thing, it goes to an hour and five minutes.
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That's not that was that's what it is.
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It's an hour and five.
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Well, so that's extended time, but I eliminated, I said that's it, 22 minutes, I'm done.
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And then then I elaborated on I only went 22 minutes, but I was already done.
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So, you know, that's different than extended time.
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It's like soccer, I still can't figure out why they have extended play or penalty time.
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That would that one got me in the World Cup was just like, what?
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Why is it going longer?
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Well, it's it's injury time, not penalty time.
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Injury time, hydration time, whatever we're doing today.
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You know, hockey's got that too, right?
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Hockey have injury or penalty time or something like that.
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No, but they don't ever add time at the end like that.
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They don't, okay.
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That is a soccer specific.
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Speaking of football, Mike.
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Oh, is it yeah.
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For those of you watching, you know, last week I had to take my pledge to LSU.
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So I thought it'd be fun if we did a little since let you know, I kept it fairly recent, since 2000 LSU Tiger, Buffalo Bill, Wall of Fame.
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Oh see, so for those of you who don't know, we've got Reed Ferguson, who's been the long snapper since 1983.
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So that's a pretty long time.
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Then we've got Josh Reed, who was uh wide receiver during the drought era.
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If that had been a better team, he would have been he would have shown a lot more, I think.
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And then at the bottom, you got the two big boys.
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You've got Trey White and Kyle Williams, the anchors of the Bills defense for a few years before they got good.
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And then Williams made it one year into the playoffs, which was great, and then Trey was around for a while after that.
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That's it.
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That's the that's your uh that's your hall of fame right there.
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And our our new center is Lloyd Cushionberry the third.
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Cushionberry.
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Yeah, that's true.
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There's some others that I left off, like um Leonard Fournette had uh the brief stint here, amazing tiger, uh really good Jaguar, and then um, you know, the cliff came quickly.
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Yeah, yeah, no.
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Was Fournette a West Monroe guy too?
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Yeah, that's what I thought.
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He was like homeless for a while.
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I remember that story.
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Did not know that.
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Yeah, there were some hard times in that family, so it was nice to see him make it.
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His brother made it too.
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Yes, whose name was like incredibly similar.
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Leonard and Lenard.
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That's it.
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Okay, yep.
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But he was nowhere near as productive.
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Yeah, yeah.
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Okay, so college football should do should we even talk about um what's going on this week with Lane Kippen and I swear it's like the whole finding Nemo thing.
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Don't touch the boat.
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Don't, don't, don't touch the boat.
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Touch the boat.
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Do y'all know what I'm talking about?
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Please tell me you know what I'm talking about.
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Yes, I know what you're talking about.
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Okay, okay.
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So that's been this week in LSU football.
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I'm a Nemo fan.
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Well, no, it it's it's it's really not an LSU football thing.
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It's a Lane Kiffin thing.
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Yes, it is.
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Everywhere Lane Kiffin goes, he's like uh it's chaos.
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He's like he is like pig pin, Charlie Brown, pig pen, like the whole dust thing all around him at all times.
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That's if you could visualize like chaos or drama, it would be all of that stuff that just follows Lane Giffen everywhere he goes.
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He is a master at PR.
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He is still the only coach to ever co-host college game day in a game that he was coaching.
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Was he picking teams too?
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No, yeah, did he do the picks?
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Did the whole, but he did the whole show.
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It wasn't just the guest picker, he did the whole show.
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Wow, yeah.
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No, no, he's he's definitely uh look at me, yeah, bring the cameras everywhere we go, kind of guy, for sure.
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And and Mike can attest when he asked me when all of this happens, that uh my first words to Mike was he's cuckoo for cocoa buffs.
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But he's a great selection for LSU because of it.
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So what you're saying is is LSU needed a little extra limelight drama.
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Is that what you're saying?
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Oh, sure.
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And they needed somebody that spoke Southern, that knew Southern, that knew Southern football, that would treat uh LSU fans um the way they're used to being treated and they could identify with.
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And I think that Lane was a good choice for that.
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And then you know, bringing back Coach O was masterful as far as uh recruitment.
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So we'll see what happens.
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How much are they paying head coaches this year?
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Yes, eight to ten million, somewhere in that range or more.
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No, it's way to twelve.
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No, because it's his salary plus what's his name's salary.
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Oh, do you mean like all of the how much is LSU spending on coaches and head coaches?
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Oh, between LSU and AM and ANL uh coaching pay of all the current, all the active and former, I think we could retire the national debt.
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I mean Kiffin's salary salary, just his is$13 million a year, and that's without all the buyouts, yeah, all the bonus stuff and whatever.
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So and what's really crazy is that's not their coaching pool salaries, right?
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That's just him.
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His salary was like 91 million his contract contract.
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So but you know but anyway, so insurance.
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Insurance, let's talk about insurance.
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Mike, your topic today is well, I mean put it that way, like if it feels like if this episode flops, it's on me.
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I don't know if I'm into that.
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It's all on you at this point, absolutely.
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No, I think what would be interesting to talk about today is when do you give up on a specific client or a specific prospect?
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Is there a I'm glad you gave us some specificity on that client?
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I think that's important.
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When do you think that's give up?
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Well, you know, use that on a Tuesday.
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I don't think that you should introduce that topic in your southern pause.
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Like just don't, you know, I know you're rooting you're an LSU fan this year, but I don't think this is the time.
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You know, I don't when do that's a that's a tease or a clip hanger hand.
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I didn't go to radio school, but I listened to a lot of radio.
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Yeah, y'all, this is right up there with a meeting that we had Friday morning that Mike was not in, and she says, Oh, so and so passed.
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And then he just kept going.
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And Holly and Robbie are thinking that one of our employees has just died, and he's just kept going.
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First of all, it was not that it was not that dramatic.
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Number two.
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Yes, it was.
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It was all of us thought that you had just announced that one of our team members had passed away.
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And then you passed.
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I mean, she passed her license test.
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I mean that she passed.
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And you could have been excited about it, but yet he goes, so and so passed.
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Oh gosh.
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Oh, well, I think you've known Shane long enough to know that pretty much was excited.
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I'm still I'm still stuck on when do you give up?
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When do you give up?
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Okay.
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Yeah.
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I think it's really important that you you continue there with the you know, on a prospect or a client, you know, like when do you give up talking to them?
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And I I think you mean like, or do you mean like like they're just you're not getting anywhere?
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Like well, it depends if it's a prospect.
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When they pass, that's what you give like.
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When they pass is the answer.
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That's definitely when you want to give up.
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So oh my gosh, especially if you're trying to sell life insurance.
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I mean, that would be the only one claim in life insurance.
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So Mike, what is it that just brought this particular topic to mind?
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Y'all hacking it today, apparently.
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Yeah, we got the giggles today.
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I think it's going well.
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I think it's going well.
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I don't know.
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It's just um the the idea of diminishing returns within an agency was on my mind.
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And that is a spot where that can occur.
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You can can you can chase your tail for quite a while on specific things because maybe it's your personality, you can't let something go.
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And you can waste a lot of time just going around in circles on that same thing.
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Where, you know, if you stepped back, you would say, okay, you know, I'm this company is better off closing the doors.
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No, no, no.
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That company is better off if we just leave this off to the side, maybe revisit it later, but let's leave this for now and get to the five or six or seven other things that I maybe have not been putting as much energy into as I should have because I've been going nuts about this one prospect or this one client.
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Yeah, I this is really good, actually.
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Like I know we've had some fun, but it this is this is one of those things that really can uh derail, especially newer agencies, like agencies that are still trying to get, I mean, it it really applies to everyone, you know, uh, you know, multi-generation agencies, etc.
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But it it is newer agencies can get really easily derailed and miss a ton of opportunities because they're they're chasing that one thing or they're chasing that one client, uh, that one prospect.
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Um I think this is really easy to do, actually, in the insurance business.
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And we especially moving from, say, uh the captive side over to the independent side, for whatever reason, like there always seems to be this mental block.
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You've been a really good salesperson and you've been able to do business, but you maybe you only have the one offering, right?
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You're you're a captive agent.
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And so it's either you know, you kind of get into that sort of this is what I got, yes or no, and then you move to the next the next prospect.
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In the independent world, we should do more of that, but what we tend to do is here's my best shot.
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I think, oh, that's not good enough.
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Let me go see if I can find another thing that might be good enough.
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And then you spend hours or days on that instead of hey, here's what I got.
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Um, and and I think that's really easy to do.
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I think part of like I had mentioned, I think part of it is your demeanor or just the way you think, you know, like you you want to just keep pursuing and getting after that one specific thing because you feel like that's a win if you go get that.
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But the problem with that is aside from the time, is are you making concessions in the policies as well in order to get that?
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Are you making change like okay?
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We just you know, you're like you got the hood open and you just start pulling stuff out.
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Don't need this, don't need this, don't need like that's not the right way to write business.
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So I think that's another spot you have to be super careful about, you know, what what you're doing to try to sell something that maybe you should just leave.
00:17:12.240 --> 00:17:23.279
I had two incredible mentors when I first started selling radio, and I got to share an office with both of these ladies, and their names were Pat and Marty.
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And Pat was Sophia Loren incarnate, like everything about her, she looked like Sophia Loren, she sounded like her, she smoked, you know, continuously.
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Actually, they both did, but anyway, um Pat was a scarcity salesperson, like she was always gonna be there, she took great care of clients, but she was that she was that salesperson that like if she tried to sell, you know, if she was in the the process of um uh selling, and you know, she would put the pen down in front of the person to sign the contract, and they would say, Well, I don't know about this.
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She would literally pick up the pen and take it away.
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And you could see people like, well, well, you know, it's gonna be like, well, obviously, I I don't have what you're looking for, and she would take the pen away, and then people would be like, give me the pen I want to sign, right?
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And then uh she was oh, she was so good at it, she was so good at it.
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It was it was incredible.
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And then I had Marty, and Marty was the quintessential chihuahua.
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Like, people would say yes to get her to shut up.
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I mean, she refused to take no for an answer.
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And I mean, like, I saw people do it over and over and over again.
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And in fact, when my mother had um her first heart attack, that they would not let us back to see mom.
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And at the point that they let us back, my mother was like, Marty has been in here for three and a half hours, like talking, you know, like why are why is no one else coming?
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And she had talked her way all the way back to my mama's room because she didn't take note for an answer.
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And I saw these two extremely successful women do things in a totally different way.
00:19:27.519 --> 00:19:34.480
So I this may be one of those personality things of when do you give up, right?
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You went down that you lost me.
00:19:38.400 --> 00:19:39.279
I gotta be honest.
00:19:39.440 --> 00:19:52.480
As soon as soon as you went to Marty and Pat, and then you said they were both women, and then I went straight to Saturday Night Live, and I was out there for pretty much the entire thing.
00:19:52.559 --> 00:19:52.880
Yeah.
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Well, I I have a question that I really think we need to we need to solve the answer to.
00:19:59.920 --> 00:20:02.880
Like, I love the pen and the pen strategy.
00:20:03.039 --> 00:20:08.240
Like, how do we how where do how do we do that in an electronic signature world?
00:20:08.400 --> 00:20:10.559
Like, I want to figure this out now.
00:20:10.640 --> 00:20:29.759
That's where I've been my brain's been buzzing since you've been talking about that because I'm like, man, in you know, personal lines, you know, maybe with commercial, but even in our commercial world, yeah, we don't collect signatures anymore because hey, you're gonna get an email with uh uh you're gonna need to sign electronic signature.
00:20:30.880 --> 00:20:33.759
And she always said you had to do that with a nice pen.
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Like you couldn't just go in there with like one of these.
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You had to do it with a very nice high-end pen.
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I like it.
00:20:44.079 --> 00:20:45.359
I like it a lot.
00:20:45.599 --> 00:20:50.160
Yeah, you can't you can't go in there with a 1983 Smurfs pencil.
00:20:50.240 --> 00:20:51.440
That's not gonna work.
00:20:53.200 --> 00:20:58.480
Definitely can't go with one of those javelin waltons.
00:21:02.799 --> 00:21:07.839
They'll fire you before you can leave, you know, to do that.
00:21:09.680 --> 00:21:14.960
It's gonna have to be something like the electronics signature box pops up on their computer while they're talking.
00:21:15.039 --> 00:21:16.480
You're yeah, something.
00:21:16.799 --> 00:21:18.240
No, nope, pull it back.
00:21:20.720 --> 00:21:22.960
Do you take the tablet back from them?
00:21:23.039 --> 00:21:23.359
I don't know.
00:21:23.680 --> 00:21:24.160
I don't know.
00:21:24.240 --> 00:21:25.200
Maybe so.
00:21:25.440 --> 00:21:27.839
I think that's just something that's gone.
00:21:28.720 --> 00:21:29.839
Yeah, yeah.
00:21:30.480 --> 00:21:34.319
There's jobs that are feel like they're heading out with AI.
00:21:34.400 --> 00:21:35.839
That that's just something that's gone.
00:21:36.000 --> 00:21:39.359
We gotta figure out how to never get to slam your phone down anymore.
00:21:39.440 --> 00:21:43.119
Now you have to like, and it's just not as satisfying.
00:21:43.440 --> 00:21:44.079
Yeah.
00:21:44.559 --> 00:21:45.119
I don't know.
00:21:45.839 --> 00:21:52.480
We gotta, you know, figure out how to replace those things that are the coolness factor, right?
00:21:52.640 --> 00:21:56.160
We gotta figure out how to replace those things in a digital world.
00:21:58.480 --> 00:21:59.759
But yeah, I definitely think.
00:22:00.319 --> 00:22:02.000
Maybe it's a personality thing.
00:22:02.160 --> 00:22:08.240
And I know of clients that never ever signed on the line for me.
00:22:09.039 --> 00:22:12.640
But they still sent me other clients.
00:22:12.799 --> 00:22:24.640
So I would go and see them because while I never had a product they really wanted, they would always refer other people back to me.
00:22:24.880 --> 00:22:29.519
So if it's somebody that's doing that, I don't think you ever give up.
00:22:30.400 --> 00:22:39.200
I think there's always, I think this comes back to parameters that you set for yourself before you get into the situation.
00:22:40.319 --> 00:22:43.440
You know, your management system maybe can help you with this.
00:22:43.519 --> 00:22:56.480
Uh you have a prospect in there, and maybe you send out communication X amount of times a year to the people that are in the prospect pool within there, or maybe you have a follow-up that comes up after X amount of time.
00:22:56.640 --> 00:23:09.200
And if these are all things you set up beforehand that you felt were the appropriate intervals, stick to that and don't start deviating to chase rabbits.
00:23:11.279 --> 00:23:16.880
Uh there, you know, I would add qualifying your prospect, right?
00:23:16.960 --> 00:23:23.440
If we're talking about prospects here for a second, but not everyone needs to become your client.
00:23:24.160 --> 00:23:37.519
And I I think as a salesperson, sometimes as salespeople, we tend to assume that everyone is a great prospect to become our client.
00:23:37.839 --> 00:23:40.640
And that just isn't true, right?
00:23:40.799 --> 00:23:48.480
I mean, you know, depending on what you're selling, I mean, you know, obviously Amazon's proving anybody, Walmart, you know, etc.
00:23:48.960 --> 00:23:51.519
But that's not the insurance industry.
00:23:51.759 --> 00:23:55.200
You it's very difficult to be a generalist.
00:23:55.359 --> 00:24:11.680
Um, it's very difficult to gain a lot of traction as an you know, generalist of everything, personal lines, commercial lines, you know, standard preferred, uh, non-standard, excess and surplus.
00:24:11.839 --> 00:24:18.640
I mean, you just you have so many different avenues of how you can grow and build your agency.
00:24:18.880 --> 00:24:28.160
If you don't create some guardrails for yourself, you can end up chasing just about everything.
00:24:28.319 --> 00:24:30.160
And you will run yourself ragged.
00:24:30.480 --> 00:24:37.599
If you don't do it on the sales side, you're going to do it on the servicing side down the road.
00:24:38.720 --> 00:24:39.039
Yeah.
00:24:39.200 --> 00:24:52.160
So you to elaborate on that, really what you're saying is let's say you decide you want to do commercial business, you shouldn't really have 20 commercial clients that are in 14 different industries.
00:24:53.279 --> 00:24:57.680
That's that's that's gonna become problematic.
00:24:58.079 --> 00:25:01.359
Well, you're you're the jack of all trades, master of none, right?
00:25:01.519 --> 00:25:05.359
Got to get our cliche, our standard cliche in there for today.
00:25:05.599 --> 00:25:07.599
Um that's right.
00:25:07.759 --> 00:25:17.039
I mean, you can do it, but the chances of you retaining that business forever and ever become a little more difficult.
00:25:17.200 --> 00:25:24.640
However, if you have 14 clients in two industries, you got you've you've started something right, right?
00:25:24.720 --> 00:25:31.680
Now now you've got some expertise, you've built a foundation, and you can expand on that.
00:25:31.920 --> 00:25:41.200
Um, what what happens a lot of times, certain agencies, depending on where you're located, you may have to go further.
00:25:41.359 --> 00:25:50.559
You may have to go wider geographically if you're in a smaller area, rural area, versus say a suburban or metro area.
00:25:50.799 --> 00:26:07.279
Um, I'm gonna use like, you know, uh HVACs, uh HVAC industry, uh, or the plumbing industry, you know, if you're in a rural area, there may not be enough for you to just write HVACs, right?
00:26:07.440 --> 00:26:15.039
Uh, but you may can write trade contractors that may be more of an expansion there within a rural area.
00:26:15.119 --> 00:26:18.799
Uh I we, you know, we focus on trades, we focus on trades.
00:26:19.039 --> 00:26:21.920
Um that's one way to think about it.
00:26:22.079 --> 00:26:27.839
The other way is you go broader geographically and you stay focused on some of those trades.
00:26:28.400 --> 00:26:33.119
Okay, looking at our retail agency, Shane, um, is that really Nistrat?
00:26:33.440 --> 00:26:38.000
I mean, I know that we write a lot of churches, we write a lot of school districts.
00:26:38.240 --> 00:26:54.319
There are specific things that we write, but I mean, I would think being in uh uh the rural area and the size of our our business, um, do we not have a pretty expansive commercial focus?
00:26:54.480 --> 00:27:00.400
Or yeah, we're we teeter more along the generalist lines, right?
00:27:00.640 --> 00:27:35.519
And um it's not that we love it, it's just that um we we're dealing with a couple of generations worth of uh worth of clientele in small areas, uh, and we have made the decision to go more general versus and and and stay smaller geographically versus go uh more narrow in specific classes of business because we would have to go wider on a geographic basis.
00:27:35.839 --> 00:27:41.839
Doesn't that rural placement make that a lot more feasible?
00:27:42.000 --> 00:27:48.079
So, I mean, if you're in Houston or New York City, you don't want to do that, I don't think.
00:27:48.240 --> 00:27:48.480
No.
00:27:48.880 --> 00:27:55.519
If you want to pick something and go at that hard, plus it makes advertising and marketing much easier, right?
00:27:55.599 --> 00:28:11.359
I mean, if you're you said plumbers, you're going in on plumbers, you can find a periodical on plumbing and you can advertise in that and you can stay pretty narrow, and there's gonna be a huge, huge amount of of prospects in that pool, right?
00:28:11.599 --> 00:28:15.039
So is this something that you decide up front?
00:28:15.440 --> 00:28:20.720
Hey, we want to be the master at school districts, and so this is what we're gonna do.
00:28:20.880 --> 00:28:31.599
Um, I can remember with my mom's law office, she was like, if if you were on logger, you went and saw my mama, you had legal trouble.
00:28:31.839 --> 00:28:38.240
Like, but my mother did not set out to be the expert with loggers.
00:28:38.400 --> 00:28:52.240
It was like she was a generalist, and then she started like she had a logger that she worked with, and then he like passed her information on, and yeah, so that became her specialty, but she surely did not set out to do that.
00:28:52.559 --> 00:29:06.480
I I think depending on your area, most what I would say non-metro, so rural, are gonna start out as generalist, just like your mom did in in her law practice.
00:29:06.880 --> 00:29:08.000
We did too.
00:29:08.079 --> 00:29:10.400
You know, we started out very general.
00:29:10.640 --> 00:29:14.880
We we, you know, then we wrote a school district.
00:29:15.039 --> 00:29:17.359
And then then, hey, this is kind of good.
00:29:17.519 --> 00:29:24.160
Then we wrote a second and a third, and the next thing you know, you know, we've got a dozen school districts around East Texas.
00:29:24.400 --> 00:29:32.880
And I think we have at one point we are the most I think we had was 17 or 18 school districts.
00:29:32.960 --> 00:29:40.880
I think we're back down around 13 right now, but they're they've gotten larger, the premiums have gotten larger, and we've stayed with them.
00:29:41.200 --> 00:29:50.400
Um I don't think anyone in small town America, agency-based, starts out as a specialist.
00:29:50.559 --> 00:29:57.200
I think most start out as a generalist and then find some niches along the way, right?
00:29:57.440 --> 00:29:59.599
And uh that's what happened to us.
00:29:59.759 --> 00:30:07.279
Yes, we've got some church, we've got some church business, we've got some school district business, um, we've got some HVAC business.
00:30:07.440 --> 00:30:18.480
Um, you know, there are uh the farm and ranch has become a big part of what we're doing because of our area, but it wasn't always that way.
00:30:18.640 --> 00:30:37.519
Uh I if I'm if I'm in a metro, more of a greater metro area, Houston, Dallas, you can you can target one or two classes of business and generate a million dollars in revenue and become the expert in that field, right?
00:30:37.839 --> 00:30:41.039
It's just more realistic when you get into that.
00:30:41.279 --> 00:30:45.119
Um, in the rural areas, it's just more difficult, right?
00:30:45.359 --> 00:30:47.359
And and that's just part of the game.
00:30:47.440 --> 00:30:53.119
And nobody really starts out as a specialist, they work their way into being a specialist.
00:30:53.440 --> 00:31:00.079
Now, sometimes, you know, we like to work here at Integra, we like to work with people who are changing careers.
00:31:00.240 --> 00:31:01.920
Sometimes you can leverage that.
00:31:02.160 --> 00:31:07.920
You know, maybe you were a salesman at a bobcat dealership and you decided you want to go into insurance.
00:31:08.000 --> 00:31:16.160
Well, that's a natural fit for you to maybe start down that particular path and go down that road and see how far you can go with that.
00:31:16.480 --> 00:31:16.880
Yeah.
00:31:17.039 --> 00:31:19.359
The you know, great example for us.
00:31:19.440 --> 00:31:28.160
Um, the the individual that started our school district program and wrote our first school district, she retired in 2018.
00:31:28.799 --> 00:31:33.519
And um, my brother-in-law and and I were having a conversation.
00:31:33.680 --> 00:31:37.119
He was in copier sales, printers, copiers.
00:31:37.359 --> 00:31:43.039
Uh, we were having a conversation about a year before uh her retirement.
00:31:43.279 --> 00:31:56.960
And in that conversation, we both realized that his customer base in the printer copier business was almost identical to our school district customer base.
00:31:57.440 --> 00:32:07.599
Um, so there was such a natural fit for him to come in and take over our school business because they already knew him.
00:32:07.839 --> 00:32:10.480
They already had familiarness to him.
00:32:10.640 --> 00:32:13.599
All the clientele was virtually the same.
00:32:13.759 --> 00:32:27.599
And so that made his transition from printers and copiers and equipment sales to insurance sales a much easier process because all the clients were the same clients.
00:32:29.359 --> 00:32:42.880
I know that within the insurance world, there are some commercials, commercial groups, um, commercial classes that uh like we don't touch at Integra.
00:32:43.200 --> 00:32:45.359
Like we don't do that, we don't play that.
00:32:45.680 --> 00:32:47.920
So how do you resell?
00:32:48.160 --> 00:32:56.960
Like if I decide that I am going to do um uh home-based child care.
00:32:57.359 --> 00:33:04.000
And I say this because next door to me is a home-based child care business that's been in business for 30 years, right?
00:33:04.240 --> 00:33:09.440
So um, and I know that that one time I we had a we had an integrity.
00:33:09.920 --> 00:33:11.440
Wait, wait, wait, wait, wait, wait, wait, wait, wait.
00:33:13.759 --> 00:33:19.279
You have a day care a home-based daycare center next door to you.
00:33:19.519 --> 00:33:27.119
Yes, like the backyard is full of toys, and those little rascals are just running around out there.
00:33:27.440 --> 00:33:29.519
Actually, we never hear them.
00:33:30.880 --> 00:33:40.160
Like, yeah, she's on like second and third generation kids, and like we never see them, we never hear them.
00:33:40.240 --> 00:33:41.279
It is not a challenge.
00:33:41.359 --> 00:33:42.160
We don't own.
00:33:42.400 --> 00:33:43.039
Yeah.
00:33:44.240 --> 00:33:47.279
That does raise some I know these people, yeah.
00:33:47.519 --> 00:33:55.759
Yeah, I mean, we see them when they drop them off and we see them when they pick them up, but like during the day, it's never uh yeah.
00:33:56.079 --> 00:34:08.559
Because I know if I were looking for a home and I saw the next door neighbor was Roses, uh, you know, preschool, I'd be like, um we're gonna pass.
00:34:08.880 --> 00:34:09.519
There's not a sign.
00:34:09.760 --> 00:34:10.480
Is that one?
00:34:10.800 --> 00:34:12.960
And we didn't really know that.
00:34:13.280 --> 00:34:16.239
There's no signs for daddy didn't care.
00:34:16.639 --> 00:34:18.639
There's like there's not toys outside.
00:34:18.800 --> 00:34:34.559
There's not, I mean, it's a very with what I knew about them was I met the the husband who was the general sales manager for wear, which is the uh ABC television affiliate here.
00:34:34.800 --> 00:34:39.920
And so we got along great and we talk shop, and I never thought to ask.
00:34:40.159 --> 00:34:43.039
Do y'all have a home daycare business?
00:34:43.360 --> 00:34:47.199
Wait, if they're never outside, what are they doing with these kids all day?
00:34:47.440 --> 00:34:49.119
I don't know the answer to that question.
00:34:49.280 --> 00:34:50.960
I've never asked them.
00:34:51.760 --> 00:34:53.519
We need a appearance.
00:34:54.000 --> 00:34:55.519
I think wood shop.
00:34:55.760 --> 00:34:56.880
I think they're in the back.
00:34:57.119 --> 00:34:58.800
They're they're they're whittling.
00:34:59.039 --> 00:35:00.079
Yeah, they're whittling.
00:35:00.559 --> 00:35:04.079
They're they're uh, I mean, we are in the south still, right?
00:35:04.239 --> 00:35:05.440
Florida's still in the south.
00:35:05.519 --> 00:35:07.119
So can't handle your stuff.
00:35:07.679 --> 00:35:10.000
Yeah, so yeah, we've got some.
00:35:10.320 --> 00:35:18.400
I I think I think they're you know, I'm not thinking like sweatshop stuff here, but I'm thinking like I'm thinking like they're putting them to work, right?
00:35:18.480 --> 00:35:22.079
They got they got them doing some crafts, they got them doing some wood shop.
00:35:22.159 --> 00:35:23.119
I think that's what I think.
00:35:23.199 --> 00:35:24.239
That's that's where I'm operating.
00:35:24.639 --> 00:35:26.800
They got those little baby sewing machines out of there.
00:35:27.440 --> 00:35:28.320
Absolutely.
00:35:28.639 --> 00:35:30.079
Absolutely.
00:35:32.079 --> 00:35:34.079
All right, that was our full derailment.
00:35:37.280 --> 00:35:38.320
What was your question?
00:35:38.639 --> 00:35:48.880
I know that we had a partner agent about eight years ago that decided that she wanted this to be her focus on her commercial.
00:35:49.199 --> 00:35:56.320
And we went in and did all of these, you know, social media campaigns and she did some other things.
00:35:56.400 --> 00:36:05.519
And then once she had spent the money to do all this, she realized my superiors don't necessarily have an appetite for this.
00:36:05.920 --> 00:36:06.480
Yeah.
00:36:07.039 --> 00:36:07.360
Yeah.
00:36:07.679 --> 00:36:19.519
So how do you research to figure out like these are the things that I want to do without them being the obvious thing that everybody wants?
00:36:19.920 --> 00:36:30.880
So we we see this a lot with agents um starting up uh and and we see this with salespeople in our retail operation.
00:36:31.599 --> 00:36:34.719
And they start at the wrong place, right?
00:36:34.800 --> 00:36:40.079
So one of the places you want to start is what do your carriers offer?
00:36:40.239 --> 00:36:46.719
Like what markets do you have and what classes of business do they like?
00:36:47.039 --> 00:36:52.719
And look, I'm not opposed to you being all in the in the excess and surplus market.
00:36:53.119 --> 00:37:06.159
If you have a class that you want to go after or multiple classes, and you're gonna become really, really good at excess and surplus type business, and that class is gonna fit into that.
00:37:06.400 --> 00:37:07.519
I'm okay with that.
00:37:07.760 --> 00:37:11.280
The flip side of that is look at your standard preferred markets.
00:37:11.519 --> 00:37:12.400
Who do you have?
00:37:12.639 --> 00:37:13.920
What do they do?
00:37:14.159 --> 00:37:24.320
Um, there are a lot of classes of business that they want to write, and then see if you've got some kind of crossover, right?
00:37:24.559 --> 00:37:31.360
See if you've got crossover of interest, knowledge, um, maybe background to your point.
00:37:31.519 --> 00:37:37.199
Uh, someone coming out of a previous career uh in equipment sales.
00:37:37.360 --> 00:37:42.239
I'm thinking about like tractor, um, bulldozers, etc.
00:37:42.480 --> 00:37:48.719
There's dealerships, there's all kinds of different places that you can kind of look go down that path.
00:37:48.800 --> 00:37:51.840
Um, but the first thing you want to do is check your carriers.
00:37:51.920 --> 00:37:56.639
And and that's not typically where agents start.
00:37:56.800 --> 00:38:05.599
They start with how much premium does that class of business, that's a you know, what what kind of premium do they generate?
00:38:05.760 --> 00:38:08.880
Because everybody's after that, first and foremost.
00:38:09.199 --> 00:38:12.480
That's not the most important thing, in my view.
00:38:12.639 --> 00:38:27.280
It what's important is is there enough opportunity within those classes of business that you're looking at that reconcile with your carriers that you can then become the expert on, and all of those stars align.
00:38:27.519 --> 00:38:29.039
Now you're ready to go.
00:38:29.280 --> 00:38:38.559
Well, here's the deal: like, if you do an AI search, what are the top five commercial lines that generate the most revenue?
00:38:40.159 --> 00:38:42.559
Whatever's on that list is going to come up.
00:38:42.719 --> 00:38:47.760
And here's the thing everybody else is doing that same search.
00:38:47.920 --> 00:38:48.159
Sure.
00:38:48.320 --> 00:38:56.400
So if you're going into those, you have to have the understanding that everyone else is trying to do that exact same group as well.
00:38:57.360 --> 00:39:04.639
You know, my my my secret sauce that's not really secret sauce, I just don't think anybody thinks about it.
00:39:05.360 --> 00:39:11.599
And and to Mike's point, you know, you're gonna you're gonna run up against large national brokers.
00:39:12.480 --> 00:39:26.480
For the for the rest of us in the small uh to mid-sized agency world, I love the$15,000,$20,000, up to$50,000 account.
00:39:26.639 --> 00:39:32.880
Like I understand writing three and four thousand dollar bops all day long is very difficult.
00:39:32.960 --> 00:39:38.639
And you really need to be personalized and small commercial if you're gonna do that.
00:39:38.880 --> 00:39:55.599
Um it's hard to be a commercial expert on three to four thousand dollar bops, but there is a lot of business between 15 and 20,000 up to 50,000, and you're never going to run up against large national brokers.
00:39:55.760 --> 00:39:56.800
You're never going to.
00:39:56.960 --> 00:39:58.800
They don't write that business.
00:39:58.960 --> 00:40:02.960
Um, you might run up against a neighboring town agency.
00:40:03.199 --> 00:40:17.440
You might run up against a larger multi-generational agency and one of their producers, but it is an area you can go toe-to-toe with agency networks like Integra.
00:40:17.840 --> 00:40:26.960
You have access to markets, um, the same markets that that agency cross-town is going to have, and you're going to be able to go toe-to-toe there.
00:40:27.119 --> 00:40:35.360
You're not going to run up against MarshMack, um uh USI, uh Hub.
00:40:35.679 --> 00:40:36.880
You're just not, right?
00:40:37.039 --> 00:40:39.280
Though they're not playing in that space.
00:40:39.519 --> 00:40:54.880
And so I love that approach for finding your niche around those still still gonna be considered small business uh when you look at the big spectrum of of the insurance marketplace.
00:40:55.199 --> 00:41:01.440
Hey, you guys, let's take a quick break and we'll be right back in about 30 seconds.
00:41:02.400 --> 00:41:04.239
Are you ready to make the decisions?
00:41:04.320 --> 00:41:05.199
What do you sell?
00:41:05.360 --> 00:41:08.719
How you grow, who you hire, what kind of agency you build?
00:41:08.800 --> 00:41:14.239
The Integra Partner Network helps insurance professionals start and grow their own insurance agencies.
00:41:14.400 --> 00:41:17.440
Your agency, your decisions, your future.
00:41:17.679 --> 00:41:18.719
Be the boss.
00:41:18.880 --> 00:41:22.079
Learn more at integrapartner network.com.
00:41:22.639 --> 00:41:24.880
So let me ask this.
00:41:25.920 --> 00:41:46.320
Shane, do you see any correlation or is there anything measurable or quantifiable about going out and finding commercial business that has high employee counts because there's more opportunity to write the personal lines business of employees within?
00:41:48.719 --> 00:41:50.960
Yeah, I mean, I think there's some of that.
00:41:51.039 --> 00:41:54.239
Um a lot of I don't think there's anything wrong with that, right?
00:41:54.480 --> 00:42:00.159
Um, I think that you probably need to be pretty good at work comp.
00:42:00.960 --> 00:42:05.119
Um, maybe understand the the work comp world a little bit.
00:42:05.280 --> 00:42:17.280
Uh, if you're gonna try to do that, um, I think that's a great place to get into to basically uh look at the employee and and try to offer personal lines to the employees.
00:42:17.519 --> 00:42:23.679
Um maybe, and I know we try not to blend this, but I think this is okay.
00:42:23.840 --> 00:42:40.880
Uh, maybe if you're comfortable getting into the benefit side of things, so the group health and the workers' comp tend to kind of blur together uh at times, and you get a big opportunity to um to talk to the employees at that moment.
00:42:41.119 --> 00:42:44.719
So you could create some synergies there.
00:42:44.880 --> 00:43:01.039
I think the only thing you have to be a little bit careful about is a lot of high employee count businesses are gonna generate maybe larger premiums, and there's nothing wrong if you've got the market and the expertise to go after that.
00:43:01.199 --> 00:43:08.559
Uh, but you have an you have somebody that's got 40 or 50 employees, probably spending pretty good penny on insurance, right?
00:43:08.639 --> 00:43:13.920
So you can depend on what type of business, what class of business you're getting into.
00:43:14.159 --> 00:43:31.920
Um, we see that with some of the larger trade contractors in our area, uh, where they might have, you know, 40 technicians, um, but that that organization is generating$250,000 to$350,000 a year worth of premium.
00:43:32.159 --> 00:43:38.320
So they're generating a lot of interest from out-of-market agencies.
00:43:38.960 --> 00:43:48.400
You know, and I've also heard some commercial producers uh that are the antithesis of that.
00:43:48.559 --> 00:43:53.760
It is very much I don't want personal lines messing up my commercial lines.
00:43:54.079 --> 00:44:08.000
If you know there is a personal lines challenge over a A$10,000 claim on a vehicle and it ruins the relationship with a huge commercial client.
00:44:08.639 --> 00:44:11.760
Um, you know, I I get that.
00:44:11.920 --> 00:44:13.440
I I get that idea.
00:44:13.599 --> 00:44:21.920
And so I think there's a dichotomy when it comes to this idea of okay, I'm I'm gonna get their commercial, then I'm gonna write their personal to.
00:44:22.239 --> 00:44:27.920
And then there's the I absolutely do not want their personal because I don't want it to mess up their commercial.
00:44:29.199 --> 00:44:30.400
I I agree.
00:44:30.559 --> 00:44:33.440
That's that's always been this thing out there.
00:44:33.599 --> 00:44:40.480
Um, it creates some silos in larger agencies and and and opens up opportunities for small agencies, actually.
00:44:40.719 --> 00:44:53.840
I would also say check with your carriers um to Mike's question on the number of employees, because you might be a personalized agent that um could go in with a carrier or two.
00:44:54.159 --> 00:45:03.280
Um there used to be, I I I am not current on this, so um not sure, but I I'm pretty sure a few carriers are still doing this.
00:45:03.519 --> 00:45:12.719
Um, they're doing uh payroll deduction um on personal lines insurance through certain certain size companies.
00:45:12.960 --> 00:45:21.760
If the company isn't uh opposed to it, uh they can generally you can set up and do some enrollment stuff around that.
00:45:21.840 --> 00:45:39.280
And there's a few carriers that used to have programs for that, that agents that were gonna focus on it, they could you could get in and you could uh you could get set up to be involved in um working through businesses to offer personal insurance to their employees.
00:45:39.599 --> 00:45:45.039
So you have 3840-ish employees, Shane.
00:45:45.440 --> 00:45:47.440
Obviously, we're an insurance agency.
00:45:47.599 --> 00:45:59.519
This is not uh you're not the target demographic for this, but if but as a business owner, say you had the number of employees you have in some other field, is that something that you would consider doing?
00:45:59.760 --> 00:46:00.719
No, I hate it.
00:46:00.960 --> 00:46:02.480
Yeah, that's what I thought.
00:46:02.719 --> 00:46:04.559
Um, it's a payroll nightmare.
00:46:04.719 --> 00:46:09.679
However, um, however, so you know, I will say this.
00:46:10.079 --> 00:46:15.199
Um there are some companies that don't mind it, right?
00:46:15.280 --> 00:46:25.440
Um, I personally hate it um because I go home with the payroll accounting manager uh every day, and I I know it's not her favorite thing.
00:46:25.599 --> 00:46:29.519
And so um not to throw her under the bus at all, that's not what I mean.
00:46:29.679 --> 00:46:29.840
Right.
00:46:30.000 --> 00:46:51.679
I'm just saying you you kind of have to have payroll service or a little bit larger, even of a uh environment because a lot of that voluntary, that's what it would be called is voluntary services, just becomes another payroll thing that has to be that has to be set up.
00:46:51.840 --> 00:47:02.800
And so um it it you know it it can tend to take you away from your focus as you're as a business, but some people love it as a benefit.
00:47:02.880 --> 00:47:09.360
Like if they're really struggling to keep people, it might be a great benefit for them to consider.
00:47:10.239 --> 00:47:12.559
I'm trying to figure out how that's a benefit.
00:47:14.159 --> 00:47:18.239
Um you know it payroll deduction, they never see it.
00:47:18.320 --> 00:47:20.159
Maybe they helps with their budget.
00:47:20.480 --> 00:47:23.360
That that's general, that's generally the sales pitch.
00:47:23.920 --> 00:47:24.639
Gotcha.
00:47:28.559 --> 00:47:31.679
Man, we've been all over the place on this question, haven't we?
00:47:32.159 --> 00:47:35.679
We basically today's topic was no topic.
00:47:37.119 --> 00:47:41.679
I mean, you know, we've got somewhere around 12 minutes left.
00:47:41.920 --> 00:47:47.599
We want to go into how much money progressive is spending putting their logos on college bootball deals.
00:47:48.800 --> 00:47:50.639
I have not seen that yet.
00:47:50.800 --> 00:47:52.239
So oh yeah.
00:47:52.320 --> 00:47:54.559
I mean, it's what 13 or so?
00:47:55.440 --> 00:48:04.079
Yeah, 13 universities, it's gotta be Georgia, Oregon, USC, Boise, Colorado State, Iowa, Kansas State.
00:48:04.639 --> 00:48:11.920
They did become the number one auto insurance company in in America, and I think you know, they're trying to stay there, right?
00:48:12.000 --> 00:48:13.280
They're planning to stay there.
00:48:13.440 --> 00:48:22.079
And now State Farm's mad, so they're coming after them, and everybody's gearing up to grow because everybody wants to, you know, chase them.
00:48:22.159 --> 00:48:24.559
So now that they're there, they got to stay there.
00:48:24.880 --> 00:48:29.039
So marketing teams like, let's spend some money.
00:48:29.920 --> 00:48:36.079
I mean, I was shocked that at Georgia um somehow progressive knocked Delta out.
00:48:38.559 --> 00:48:39.199
Wow.
00:48:39.679 --> 00:48:40.320
Yeah.
00:48:41.039 --> 00:48:43.199
If you got enough money, you can knock anybody out.
00:48:43.280 --> 00:48:48.559
It sounds like I don't know how many airlines have a bunch of extra money laying around right now.
00:48:49.760 --> 00:48:51.039
Yeah, maybe so.
00:48:51.599 --> 00:49:04.559
Yeah, but Atlanta, Atlanta is so Georgia, uh Atlanta and Georgia are so Coca-Cola and and Delta, it's just hard to even imagine that Delta gave that up.
00:49:04.719 --> 00:49:05.920
So yeah.
00:49:09.280 --> 00:49:13.920
Although Delta Airlines did start in beautiful scenic Monroe, Louisiana.
00:49:14.719 --> 00:49:25.360
And Monroe, Louisiana was the second place that Coca-Cola was ever put in a bottle in where the family that uh started Coca-Cola lived and still does.
00:49:25.679 --> 00:49:29.039
Do we know if that is the smallest airport in the United States?
00:49:29.360 --> 00:49:30.079
Monroe?
00:49:30.239 --> 00:49:30.320
Yeah.
00:49:30.559 --> 00:49:31.599
Oh gosh, no.
00:49:32.239 --> 00:49:33.679
It's not, or we don't know.
00:49:33.840 --> 00:49:36.800
No, Hattiesburg is much smaller.
00:49:38.559 --> 00:49:51.599
In Hattiesburg, they like you pull up, they let you off the airplane, you walk down the little stairs, and then they pull the plane around, and they're literally handing you your luggage off the back of the plane.
00:49:52.320 --> 00:49:58.639
Monroe has a cattle chute, and they have like an actual luggage carousel.
00:49:58.960 --> 00:50:00.639
I mean, they're much smaller.
00:50:00.960 --> 00:50:15.360
They weren't much more than that until the show Duck Dynasty came about, and they almost doubled the size of their airport after that, from one terminal or two terminals to four, or whatever.
00:50:15.599 --> 00:50:24.079
I don't remember it was one to two or two to four, but I mean go from two to four, but only but when it was two, only one of the gates was used.
00:50:24.159 --> 00:50:25.519
They only used gate two.
00:50:25.920 --> 00:50:27.840
So I grew up in that airport.
00:50:28.000 --> 00:50:33.840
Like my my oldest memories are having breakfast at that airport.
00:50:34.000 --> 00:50:34.800
So yeah.
00:50:35.119 --> 00:50:42.719
Well, I'm gonna see your small airport and raise you uh and wait a minute, wait a minute, wait a minute, wait a minute.
00:50:42.960 --> 00:50:45.199
Before you go into that, you had breakfast there.
00:50:45.280 --> 00:50:46.000
Like, what was it?
00:50:46.159 --> 00:50:47.199
A stand outside?
00:50:47.280 --> 00:50:48.159
No, was it a little bit?
00:50:48.480 --> 00:50:56.960
They always had a restaurant, and like they had the the the three tables that were reserved for pilots, and then they had the other tables.
00:50:57.119 --> 00:51:06.320
But yeah, like uh and and if I went, like, let me just tell you, Miss Ethel would fuss if I did not finish my food.
00:51:06.480 --> 00:51:14.079
Like she would stand over me and make me eat because I didn't like grits, and she'd always bring me grits, and I learned to like grits.
00:51:16.320 --> 00:51:24.960
So Kotzebue, Alaska has uh Where Kotzebue, Kotzebue, Alaska.
00:51:25.199 --> 00:51:31.519
It's uh not very far from Russia, uh on the on the western coast of Alaska.
00:51:32.000 --> 00:51:50.559
Um so uh Alaska Airlines flies in there from Anchorage, and it flies a uh basically a converted 737 with about 10 or 12 seats that is mostly cargo in the back.
00:51:51.119 --> 00:51:58.159
And when you get so it is fully capable of handling a large jet, okay, so long runway.
00:51:58.639 --> 00:52:09.599
When you get off the plane, the the driver of the steps, so the little little buggy that drives the steps up to the plane.
00:52:10.159 --> 00:52:15.119
So I I think she's still there because my brother just got back from a hunting trip.
00:52:15.360 --> 00:52:17.599
It's big hunter, hunter place.
00:52:18.159 --> 00:52:26.320
Um the lady drives those stairs up to let you off, right?
00:52:27.360 --> 00:52:37.760
As you're coming down the stairs, she goes and gets in another cart and unloads your bags.
00:52:38.079 --> 00:52:53.440
You walk inside the terminal, and there is a baggage claim to your right, and there's a gate to your left, right, where you get on the plane and then where you go get your bags.
00:52:53.760 --> 00:53:06.559
She gets the bags and she drives them around and rolls up a door and throws them through this garage door, and you get your bag.
00:53:06.880 --> 00:53:15.599
A week later, when you come back to get on the plane, she's there at the gate, right?
00:53:16.400 --> 00:53:20.800
And there's one other person in the entire airport, and they do security.
00:53:21.440 --> 00:53:28.320
They're TSA, and she works for Alaska Airlines, and she's like, And then she hops and flies you where you want to go.
00:53:28.639 --> 00:53:31.760
Yeah, she does everything except fly the plane.
00:53:31.920 --> 00:53:36.639
Like I've I've never seen anything like it, it's absolutely incredible.
00:53:36.880 --> 00:53:40.559
So just keeps flipping it, take this hat off, put this hat on.
00:53:40.719 --> 00:53:41.039
Yeah.
00:53:41.280 --> 00:53:55.599
I don't know if Alaska Airlines has a non-stop flight between New Orleans and Seattle, and they are the only airline that has like any direct flight to Seattle from around the greater vehicle area.
00:53:55.920 --> 00:53:58.480
Yeah, it's a good I love Alaska Airlines.
00:53:58.559 --> 00:54:00.000
I think they do a great job.
00:54:00.239 --> 00:54:06.719
Um, I don't know if anybody, we haven't gotten a movie uh reference in here today, so probably need to do that.
00:54:07.199 --> 00:54:11.679
Um the proposal, the proposal, okay, Tanya's.
00:54:12.000 --> 00:54:12.960
When they go to Sitka.
00:54:13.440 --> 00:54:15.280
They go to Sitka, Alaska.
00:54:15.440 --> 00:54:15.920
Yes.
00:54:16.239 --> 00:54:16.559
Okay.
00:54:16.960 --> 00:54:18.639
And then there's the guy.
00:54:18.800 --> 00:54:23.360
He's both the he works everywhere, but he's also the stripper.
00:54:23.760 --> 00:54:24.159
Yes.
00:54:24.320 --> 00:54:26.000
The guy, you know what I'm talking about?
00:54:26.239 --> 00:54:26.559
Yes.
00:54:26.800 --> 00:54:32.719
So that there's a female version of him in Katsabu, Alaska.
00:54:34.159 --> 00:54:35.519
That's that's the point.
00:54:35.679 --> 00:54:36.800
Is Ryan Reynolds in that?
00:54:37.360 --> 00:54:38.639
Ryan Reynolds, yeah.
00:54:38.880 --> 00:54:42.719
I just want to point out that I finally got a Shay Tatum movie reference.
00:54:42.800 --> 00:54:45.360
That wasn't a okay, it's not a sports movie.
00:54:45.519 --> 00:54:45.920
No, I got it.
00:54:46.239 --> 00:54:46.719
I get those.
00:54:47.280 --> 00:54:50.480
I got a non-sports movie, Shane movie reference.
00:54:50.800 --> 00:54:51.440
Yeah, yeah.
00:54:51.519 --> 00:54:53.599
I like a good rom com rom com.
00:54:54.079 --> 00:54:54.559
Not bad.
00:54:55.119 --> 00:54:55.920
Mike, have you seen this?
00:54:56.400 --> 00:54:57.039
I have seen it.
00:54:58.239 --> 00:54:58.559
Okay.
00:55:00.480 --> 00:55:02.000
I forget his name.
00:55:02.159 --> 00:55:05.519
Uh I know his it's like Luis or something like that.
00:55:05.679 --> 00:55:06.880
Anyway, it's a good one.
00:55:07.119 --> 00:55:07.920
It's a good movie.
00:55:08.079 --> 00:55:10.239
Is there anything else we need to cover today?
00:55:11.280 --> 00:55:16.000
I think this is the point that we started.
00:55:17.199 --> 00:55:21.760
There is a ton of opportunity for agents out there.
00:55:22.000 --> 00:55:50.800
And when you're chasing your tail and you are chasing a client to get back to our first question of the day that Mike raised, um I think focus and and and then discipline around what it is that you do, and then doing it over and over and over again, and not being afraid to let that one thing go, not being afraid to let that prospect that's all of a sudden ghost in you go.
00:55:51.119 --> 00:55:54.480
Um, I I just I just think there's so much business.
00:55:54.639 --> 00:55:55.920
I think that's what we've proved.
00:55:56.000 --> 00:56:06.639
Like, there's so many ways to be successful in the insurance agency business that you don't have to do, you don't have to have that one client.
00:56:06.800 --> 00:56:09.599
Sometimes you just gotta walk away and move on, right?
00:56:09.760 --> 00:56:11.679
And I think that was Mike's point.
00:56:11.920 --> 00:56:14.880
Yeah, this could have been a seven-minute podcast.
00:56:16.719 --> 00:56:19.440
We added a little filler in there along the way.
00:56:19.679 --> 00:56:20.400
Well, there we go.
00:56:20.480 --> 00:56:27.920
Well, I'm gonna leave us today with a quote from uh the hopefully will be great at one day, Link Gibbon.
00:56:28.159 --> 00:56:34.719
You have to be willing to change what you're doing, even when what you're doing has worked before.
00:56:35.360 --> 00:56:37.360
Attitudes of choice make a great one.
00:56:37.599 --> 00:56:38.320
Bye, y'all.
00:56:38.480 --> 00:56:44.880
At the Integra Partner Network, we understand that carrier access is the key to your agency's success.
00:56:45.119 --> 00:57:03.440
That's why Integra offers direct access to top rate of personal and commercial carriers, ensuring your agency thrives in today's intelligent market and with our comprehensive resources, profit sharing, and bonus opportunities, technology, and peer support, all for you receive 100% of your books with no families to exit.
00:57:03.599 --> 00:57:08.239
Integra is great to empower you and your agency to find sustained growth.
00:57:08.400 --> 00:57:09.920
Find your way to Integra.
00:57:10.159 --> 00:57:12.880
This is IntegraParterNetwork.com today.
00:57:13.039 --> 00:57:15.599
That's integraparternetwork.com.
00:00:00.080 --> 00:00:05.200
Y'all this is right up there with a meeting that we had Friday morning that Mike was not in.
00:00:06.000 --> 00:00:12.960
And she says, Oh, so and so passed.
00:00:14.240 --> 00:00:16.079
And then he just kept going.
00:00:16.719 --> 00:00:26.079
And Holly and Robbie are thinking that one of our employees has just died and he's just kept going.
00:00:26.719 --> 00:00:28.800
I mean, she passed her license test.
00:00:28.879 --> 00:00:29.679
I mean, that she passed.
00:00:30.000 --> 00:00:34.960
And you could have been excited about it, but yet he goes, so and so passed.
00:00:35.520 --> 00:00:40.159
This is IA Forward, your playbook for success as an insurance agent.
00:00:40.240 --> 00:00:46.960
Now, to help you not get out of the ballpark, here's your host, Jane Tatum, Mike Basil, and Tanya Lee.
00:00:48.799 --> 00:00:59.280
Welcome to IA Forward and welcome to uh my favorite week of the year, the first week of college football.
00:00:59.439 --> 00:01:09.519
Now, I mean, I know we had a week zero, and this is the last year that we will have a week zero according to NCAA schedule changes.
00:01:09.760 --> 00:01:10.560
So thank you.
00:01:10.799 --> 00:01:13.760
But we had a cool week zero here in Pensacola.
00:01:14.239 --> 00:01:21.920
Our Argos of the University of West Florida won their very first Division I football game.
00:01:22.879 --> 00:01:23.200
Okay.
00:01:23.599 --> 00:01:24.560
Go Argos.
00:01:24.959 --> 00:01:25.840
Go Argos.
00:01:26.159 --> 00:01:26.719
That's nice.
00:01:27.120 --> 00:01:28.079
That's awesome.
00:01:29.680 --> 00:01:32.879
We should never have a have a week zero of anything.
00:01:33.120 --> 00:01:34.159
It's just dumb.
00:01:34.480 --> 00:01:35.760
I don't understand it.
00:01:36.719 --> 00:01:38.799
I'm glad there's a schedule change.
00:01:39.200 --> 00:01:41.840
I have a feeling I'm gonna be negative today, by the way.
00:01:42.239 --> 00:01:42.959
I can tell.
00:01:43.280 --> 00:01:44.400
I don't know why.
00:01:45.280 --> 00:02:01.120
I do have to tell everybody we had our uh home office third quarter family call with everybody within the integra organization, and I was having technical difficulties.
00:02:01.519 --> 00:02:12.479
So I actually watched the closed captioning in Teams that just to let you guys know does not speak East Texas.
00:02:14.000 --> 00:02:15.680
Well, let me add to that.
00:02:15.759 --> 00:02:24.319
I mean, buckle up, kids, because Shane only went 22 minutes this morning, so he's got a lot of words left.
00:02:24.479 --> 00:02:25.439
So he does.
00:02:25.759 --> 00:02:36.240
And actually, he went 23 and a half minutes because he started talking at 22 minutes about how he had only talked for 22 minutes, and that did bump it to 23 and a half.
00:02:36.400 --> 00:02:37.520
No, that was it.
00:02:37.759 --> 00:02:40.080
The next minute and a half didn't count.
00:02:40.800 --> 00:02:48.479
Once I killed it at 22, that everything after that moment was like bonus time.
00:02:48.639 --> 00:02:50.639
No, that's that's the Dana Mall.
00:02:50.879 --> 00:02:52.479
That's no, that's incorrect.
00:02:52.639 --> 00:02:53.919
That's factually incorrect.
00:02:54.080 --> 00:03:00.719
That's like when we you and I have a meeting and I say at like 45 minutes, oh, one more thing before we go.
00:03:01.439 --> 00:03:05.120
One more thing, it goes to an hour and five minutes.
00:03:05.360 --> 00:03:08.080
That's not that was that's what it is.
00:03:08.240 --> 00:03:09.680
It's an hour and five.
00:03:10.000 --> 00:03:19.599
Well, so that's extended time, but I eliminated, I said that's it, 22 minutes, I'm done.
00:03:19.919 --> 00:03:26.319
And then then I elaborated on I only went 22 minutes, but I was already done.
00:03:26.639 --> 00:03:29.759
So, you know, that's different than extended time.
00:03:30.159 --> 00:03:36.479
It's like soccer, I still can't figure out why they have extended play or penalty time.
00:03:37.039 --> 00:03:40.479
That would that one got me in the World Cup was just like, what?
00:03:40.639 --> 00:03:42.639
Why is it going longer?
00:03:42.879 --> 00:03:46.000
Well, it's it's injury time, not penalty time.
00:03:46.639 --> 00:03:51.039
Injury time, hydration time, whatever we're doing today.
00:03:51.280 --> 00:03:53.680
You know, hockey's got that too, right?
00:03:54.080 --> 00:03:57.840
Hockey have injury or penalty time or something like that.
00:03:58.080 --> 00:04:01.039
No, but they don't ever add time at the end like that.
00:04:01.360 --> 00:04:01.919
They don't, okay.
00:04:02.159 --> 00:04:03.599
That is a soccer specific.
00:04:10.479 --> 00:04:13.199
Speaking of football, Mike.
00:04:14.400 --> 00:04:15.919
Oh, is it yeah.
00:04:16.160 --> 00:04:24.240
For those of you watching, you know, last week I had to take my pledge to LSU.
00:04:24.959 --> 00:04:38.000
So I thought it'd be fun if we did a little since let you know, I kept it fairly recent, since 2000 LSU Tiger, Buffalo Bill, Wall of Fame.
00:04:39.040 --> 00:04:47.920
Oh see, so for those of you who don't know, we've got Reed Ferguson, who's been the long snapper since 1983.
00:04:48.160 --> 00:04:50.639
So that's a pretty long time.
00:04:52.319 --> 00:04:59.439
Then we've got Josh Reed, who was uh wide receiver during the drought era.
00:04:59.759 --> 00:05:04.319
If that had been a better team, he would have been he would have shown a lot more, I think.
00:05:04.639 --> 00:05:07.360
And then at the bottom, you got the two big boys.
00:05:07.680 --> 00:05:18.720
You've got Trey White and Kyle Williams, the anchors of the Bills defense for a few years before they got good.
00:05:19.920 --> 00:05:26.480
And then Williams made it one year into the playoffs, which was great, and then Trey was around for a while after that.
00:05:27.279 --> 00:05:27.839
That's it.
00:05:27.920 --> 00:05:31.920
That's the that's your uh that's your hall of fame right there.
00:05:32.959 --> 00:05:40.560
And our our new center is Lloyd Cushionberry the third.
00:05:41.920 --> 00:05:43.040
Cushionberry.
00:05:43.439 --> 00:05:45.040
Yeah, that's true.
00:05:45.680 --> 00:06:05.279
There's some others that I left off, like um Leonard Fournette had uh the brief stint here, amazing tiger, uh really good Jaguar, and then um, you know, the cliff came quickly.
00:06:06.000 --> 00:06:06.800
Yeah, yeah, no.
00:06:06.879 --> 00:06:09.279
Was Fournette a West Monroe guy too?
00:06:09.600 --> 00:06:11.519
Yeah, that's what I thought.
00:06:11.759 --> 00:06:13.759
He was like homeless for a while.
00:06:14.000 --> 00:06:15.680
I remember that story.
00:06:16.480 --> 00:06:17.279
Did not know that.
00:06:17.439 --> 00:06:21.360
Yeah, there were some hard times in that family, so it was nice to see him make it.
00:06:21.519 --> 00:06:22.959
His brother made it too.
00:06:23.279 --> 00:06:26.639
Yes, whose name was like incredibly similar.
00:06:26.959 --> 00:06:28.319
Leonard and Lenard.
00:06:28.800 --> 00:06:29.279
That's it.
00:06:29.439 --> 00:06:30.480
Okay, yep.
00:06:31.120 --> 00:06:34.160
But he was nowhere near as productive.
00:06:34.560 --> 00:06:35.199
Yeah, yeah.
00:06:37.439 --> 00:06:51.040
Okay, so college football should do should we even talk about um what's going on this week with Lane Kippen and I swear it's like the whole finding Nemo thing.
00:06:51.120 --> 00:06:52.319
Don't touch the boat.
00:06:52.639 --> 00:06:54.639
Don't, don't, don't touch the boat.
00:06:54.959 --> 00:06:55.839
Touch the boat.
00:06:56.639 --> 00:06:57.680
Do y'all know what I'm talking about?
00:06:57.759 --> 00:06:58.879
Please tell me you know what I'm talking about.
00:06:59.199 --> 00:07:00.000
Yes, I know what you're talking about.
00:07:00.240 --> 00:07:00.800
Okay, okay.
00:07:00.959 --> 00:07:03.120
So that's been this week in LSU football.
00:07:03.279 --> 00:07:04.480
I'm a Nemo fan.
00:07:04.720 --> 00:07:09.360
Well, no, it it's it's it's really not an LSU football thing.
00:07:09.519 --> 00:07:11.120
It's a Lane Kiffin thing.
00:07:11.360 --> 00:07:12.000
Yes, it is.
00:07:12.319 --> 00:07:19.120
Everywhere Lane Kiffin goes, he's like uh it's chaos.
00:07:19.439 --> 00:07:29.839
He's like he is like pig pin, Charlie Brown, pig pen, like the whole dust thing all around him at all times.
00:07:30.079 --> 00:07:43.759
That's if you could visualize like chaos or drama, it would be all of that stuff that just follows Lane Giffen everywhere he goes.
00:07:44.399 --> 00:07:46.800
He is a master at PR.
00:07:46.959 --> 00:07:56.000
He is still the only coach to ever co-host college game day in a game that he was coaching.
00:08:00.079 --> 00:08:01.839
Was he picking teams too?
00:08:02.160 --> 00:08:03.600
No, yeah, did he do the picks?
00:08:04.319 --> 00:08:06.079
Did the whole, but he did the whole show.
00:08:06.160 --> 00:08:09.279
It wasn't just the guest picker, he did the whole show.
00:08:09.680 --> 00:08:10.639
Wow, yeah.
00:08:10.879 --> 00:08:20.240
No, no, he's he's definitely uh look at me, yeah, bring the cameras everywhere we go, kind of guy, for sure.
00:08:20.639 --> 00:08:31.199
And and Mike can attest when he asked me when all of this happens, that uh my first words to Mike was he's cuckoo for cocoa buffs.
00:08:33.679 --> 00:08:36.320
But he's a great selection for LSU because of it.
00:08:37.600 --> 00:08:43.120
So what you're saying is is LSU needed a little extra limelight drama.
00:08:43.440 --> 00:08:44.080
Is that what you're saying?
00:08:44.399 --> 00:08:44.960
Oh, sure.
00:08:45.759 --> 00:09:04.480
And they needed somebody that spoke Southern, that knew Southern, that knew Southern football, that would treat uh LSU fans um the way they're used to being treated and they could identify with.
00:09:04.879 --> 00:09:07.840
And I think that Lane was a good choice for that.
00:09:08.399 --> 00:09:13.600
And then you know, bringing back Coach O was masterful as far as uh recruitment.
00:09:13.759 --> 00:09:15.360
So we'll see what happens.
00:09:15.679 --> 00:09:18.720
How much are they paying head coaches this year?
00:09:19.679 --> 00:09:24.639
Yes, eight to ten million, somewhere in that range or more.
00:09:24.879 --> 00:09:26.399
No, it's way to twelve.
00:09:26.720 --> 00:09:30.000
No, because it's his salary plus what's his name's salary.
00:09:30.320 --> 00:09:36.960
Oh, do you mean like all of the how much is LSU spending on coaches and head coaches?
00:09:37.600 --> 00:09:51.279
Oh, between LSU and AM and ANL uh coaching pay of all the current, all the active and former, I think we could retire the national debt.
00:09:51.840 --> 00:10:01.519
I mean Kiffin's salary salary, just his is$13 million a year, and that's without all the buyouts, yeah, all the bonus stuff and whatever.
00:10:01.679 --> 00:10:06.799
So and what's really crazy is that's not their coaching pool salaries, right?
00:10:06.879 --> 00:10:07.840
That's just him.
00:10:08.159 --> 00:10:13.519
His salary was like 91 million his contract contract.
00:10:15.440 --> 00:10:19.120
So but you know but anyway, so insurance.
00:10:19.679 --> 00:10:21.600
Insurance, let's talk about insurance.
00:10:22.720 --> 00:10:33.759
Mike, your topic today is well, I mean put it that way, like if it feels like if this episode flops, it's on me.
00:10:34.159 --> 00:10:37.200
I don't know if I'm into that.
00:10:37.440 --> 00:10:40.159
It's all on you at this point, absolutely.
00:10:41.120 --> 00:10:52.720
No, I think what would be interesting to talk about today is when do you give up on a specific client or a specific prospect?
00:10:52.879 --> 00:10:56.960
Is there a I'm glad you gave us some specificity on that client?
00:10:57.279 --> 00:10:58.080
I think that's important.
00:10:58.720 --> 00:11:00.320
When do you think that's give up?
00:11:00.559 --> 00:11:03.279
Well, you know, use that on a Tuesday.
00:11:03.679 --> 00:11:11.679
I don't think that you should introduce that topic in your southern pause.
00:11:11.919 --> 00:11:18.879
Like just don't, you know, I know you're rooting you're an LSU fan this year, but I don't think this is the time.
00:11:19.279 --> 00:11:25.440
You know, I don't when do that's a that's a tease or a clip hanger hand.
00:11:26.080 --> 00:11:28.799
I didn't go to radio school, but I listened to a lot of radio.
00:11:29.360 --> 00:11:42.879
Yeah, y'all, this is right up there with a meeting that we had Friday morning that Mike was not in, and she says, Oh, so and so passed.
00:11:44.000 --> 00:11:45.840
And then he just kept going.
00:11:46.480 --> 00:11:55.919
And Holly and Robbie are thinking that one of our employees has just died, and he's just kept going.
00:11:57.600 --> 00:12:01.919
First of all, it was not that it was not that dramatic.
00:12:02.000 --> 00:12:02.399
Number two.
00:12:02.799 --> 00:12:03.519
Yes, it was.
00:12:03.759 --> 00:12:09.600
It was all of us thought that you had just announced that one of our team members had passed away.
00:12:09.919 --> 00:12:10.480
And then you passed.
00:12:11.600 --> 00:12:13.519
I mean, she passed her license test.
00:12:13.600 --> 00:12:14.480
I mean that she passed.
00:12:14.799 --> 00:12:19.679
And you could have been excited about it, but yet he goes, so and so passed.
00:12:20.000 --> 00:12:21.120
Oh gosh.
00:12:21.919 --> 00:12:26.559
Oh, well, I think you've known Shane long enough to know that pretty much was excited.
00:12:28.559 --> 00:12:33.200
I'm still I'm still stuck on when do you give up?
00:12:33.759 --> 00:12:34.960
When do you give up?
00:12:36.000 --> 00:12:36.320
Okay.
00:12:37.440 --> 00:12:37.759
Yeah.
00:12:37.919 --> 00:12:46.559
I think it's really important that you you continue there with the you know, on a prospect or a client, you know, like when do you give up talking to them?
00:12:46.720 --> 00:12:55.039
And I I think you mean like, or do you mean like like they're just you're not getting anywhere?
00:12:55.279 --> 00:12:58.000
Like well, it depends if it's a prospect.
00:12:58.320 --> 00:13:00.000
When they pass, that's what you give like.
00:13:00.559 --> 00:13:02.399
When they pass is the answer.
00:13:02.639 --> 00:13:04.559
That's definitely when you want to give up.
00:13:04.720 --> 00:13:11.200
So oh my gosh, especially if you're trying to sell life insurance.
00:13:11.360 --> 00:13:15.039
I mean, that would be the only one claim in life insurance.
00:13:15.600 --> 00:13:23.600
So Mike, what is it that just brought this particular topic to mind?
00:13:24.960 --> 00:13:27.600
Y'all hacking it today, apparently.
00:13:29.440 --> 00:13:30.960
Yeah, we got the giggles today.
00:13:31.279 --> 00:13:32.159
I think it's going well.
00:13:32.320 --> 00:13:33.519
I think it's going well.
00:13:33.759 --> 00:13:34.320
I don't know.
00:13:34.480 --> 00:13:42.480
It's just um the the idea of diminishing returns within an agency was on my mind.
00:13:43.519 --> 00:13:46.960
And that is a spot where that can occur.
00:13:47.200 --> 00:13:57.840
You can can you can chase your tail for quite a while on specific things because maybe it's your personality, you can't let something go.
00:13:59.039 --> 00:14:03.919
And you can waste a lot of time just going around in circles on that same thing.
00:14:04.240 --> 00:14:14.320
Where, you know, if you stepped back, you would say, okay, you know, I'm this company is better off closing the doors.
00:14:14.559 --> 00:14:15.360
No, no, no.
00:14:16.000 --> 00:14:36.639
That company is better off if we just leave this off to the side, maybe revisit it later, but let's leave this for now and get to the five or six or seven other things that I maybe have not been putting as much energy into as I should have because I've been going nuts about this one prospect or this one client.
00:14:38.159 --> 00:14:41.039
Yeah, I this is really good, actually.
00:14:41.120 --> 00:15:03.360
Like I know we've had some fun, but it this is this is one of those things that really can uh derail, especially newer agencies, like agencies that are still trying to get, I mean, it it really applies to everyone, you know, uh, you know, multi-generation agencies, etc.
00:15:03.600 --> 00:15:18.000
But it it is newer agencies can get really easily derailed and miss a ton of opportunities because they're they're chasing that one thing or they're chasing that one client, uh, that one prospect.
00:15:18.240 --> 00:15:23.039
Um I think this is really easy to do, actually, in the insurance business.
00:15:23.200 --> 00:15:37.440
And we especially moving from, say, uh the captive side over to the independent side, for whatever reason, like there always seems to be this mental block.
00:15:37.759 --> 00:15:44.960
You've been a really good salesperson and you've been able to do business, but you maybe you only have the one offering, right?
00:15:45.039 --> 00:15:46.879
You're you're a captive agent.
00:15:47.200 --> 00:15:55.519
And so it's either you know, you kind of get into that sort of this is what I got, yes or no, and then you move to the next the next prospect.
00:15:55.840 --> 00:16:03.120
In the independent world, we should do more of that, but what we tend to do is here's my best shot.
00:16:03.360 --> 00:16:05.600
I think, oh, that's not good enough.
00:16:05.759 --> 00:16:08.799
Let me go see if I can find another thing that might be good enough.
00:16:08.960 --> 00:16:15.600
And then you spend hours or days on that instead of hey, here's what I got.
00:16:15.919 --> 00:16:18.639
Um, and and I think that's really easy to do.
00:16:20.480 --> 00:16:38.720
I think part of like I had mentioned, I think part of it is your demeanor or just the way you think, you know, like you you want to just keep pursuing and getting after that one specific thing because you feel like that's a win if you go get that.
00:16:38.960 --> 00:16:48.000
But the problem with that is aside from the time, is are you making concessions in the policies as well in order to get that?
00:16:48.159 --> 00:16:49.759
Are you making change like okay?
00:16:50.000 --> 00:16:54.080
We just you know, you're like you got the hood open and you just start pulling stuff out.
00:16:54.399 --> 00:16:59.840
Don't need this, don't need this, don't need like that's not the right way to write business.
00:17:01.360 --> 00:17:11.519
So I think that's another spot you have to be super careful about, you know, what what you're doing to try to sell something that maybe you should just leave.
00:17:12.240 --> 00:17:23.279
I had two incredible mentors when I first started selling radio, and I got to share an office with both of these ladies, and their names were Pat and Marty.
00:17:23.759 --> 00:17:37.359
And Pat was Sophia Loren incarnate, like everything about her, she looked like Sophia Loren, she sounded like her, she smoked, you know, continuously.
00:17:37.599 --> 00:18:12.000
Actually, they both did, but anyway, um Pat was a scarcity salesperson, like she was always gonna be there, she took great care of clients, but she was that she was that salesperson that like if she tried to sell, you know, if she was in the the process of um uh selling, and you know, she would put the pen down in front of the person to sign the contract, and they would say, Well, I don't know about this.
00:18:12.160 --> 00:18:15.279
She would literally pick up the pen and take it away.
00:18:15.519 --> 00:18:25.759
And you could see people like, well, well, you know, it's gonna be like, well, obviously, I I don't have what you're looking for, and she would take the pen away, and then people would be like, give me the pen I want to sign, right?
00:18:26.319 --> 00:18:30.799
And then uh she was oh, she was so good at it, she was so good at it.
00:18:30.880 --> 00:18:32.240
It was it was incredible.
00:18:32.480 --> 00:18:37.759
And then I had Marty, and Marty was the quintessential chihuahua.
00:18:38.319 --> 00:18:42.160
Like, people would say yes to get her to shut up.
00:18:43.279 --> 00:18:47.039
I mean, she refused to take no for an answer.
00:18:47.200 --> 00:18:50.799
And I mean, like, I saw people do it over and over and over again.
00:18:50.960 --> 00:18:59.279
And in fact, when my mother had um her first heart attack, that they would not let us back to see mom.
00:18:59.920 --> 00:19:12.880
And at the point that they let us back, my mother was like, Marty has been in here for three and a half hours, like talking, you know, like why are why is no one else coming?
00:19:13.039 --> 00:19:18.960
And she had talked her way all the way back to my mama's room because she didn't take note for an answer.
00:19:19.200 --> 00:19:27.359
And I saw these two extremely successful women do things in a totally different way.
00:19:27.519 --> 00:19:34.480
So I this may be one of those personality things of when do you give up, right?
00:19:35.279 --> 00:19:38.240
You went down that you lost me.
00:19:38.400 --> 00:19:39.279
I gotta be honest.
00:19:39.440 --> 00:19:52.480
As soon as soon as you went to Marty and Pat, and then you said they were both women, and then I went straight to Saturday Night Live, and I was out there for pretty much the entire thing.
00:19:52.559 --> 00:19:52.880
Yeah.
00:19:54.480 --> 00:19:59.839
Well, I I have a question that I really think we need to we need to solve the answer to.
00:19:59.920 --> 00:20:02.880
Like, I love the pen and the pen strategy.
00:20:03.039 --> 00:20:08.240
Like, how do we how where do how do we do that in an electronic signature world?
00:20:08.400 --> 00:20:10.559
Like, I want to figure this out now.
00:20:10.640 --> 00:20:29.759
That's where I've been my brain's been buzzing since you've been talking about that because I'm like, man, in you know, personal lines, you know, maybe with commercial, but even in our commercial world, yeah, we don't collect signatures anymore because hey, you're gonna get an email with uh uh you're gonna need to sign electronic signature.
00:20:30.880 --> 00:20:33.759
And she always said you had to do that with a nice pen.
00:20:34.079 --> 00:20:37.599
Like you couldn't just go in there with like one of these.
00:20:37.920 --> 00:20:42.640
You had to do it with a very nice high-end pen.
00:20:43.200 --> 00:20:43.920
I like it.
00:20:44.079 --> 00:20:45.359
I like it a lot.
00:20:45.599 --> 00:20:50.160
Yeah, you can't you can't go in there with a 1983 Smurfs pencil.
00:20:50.240 --> 00:20:51.440
That's not gonna work.
00:20:53.200 --> 00:20:58.480
Definitely can't go with one of those javelin waltons.
00:21:02.799 --> 00:21:07.839
They'll fire you before you can leave, you know, to do that.
00:21:09.680 --> 00:21:14.960
It's gonna have to be something like the electronics signature box pops up on their computer while they're talking.
00:21:15.039 --> 00:21:16.480
You're yeah, something.
00:21:16.799 --> 00:21:18.240
No, nope, pull it back.
00:21:20.720 --> 00:21:22.960
Do you take the tablet back from them?
00:21:23.039 --> 00:21:23.359
I don't know.
00:21:23.680 --> 00:21:24.160
I don't know.
00:21:24.240 --> 00:21:25.200
Maybe so.
00:21:25.440 --> 00:21:27.839
I think that's just something that's gone.
00:21:28.720 --> 00:21:29.839
Yeah, yeah.
00:21:30.480 --> 00:21:34.319
There's jobs that are feel like they're heading out with AI.
00:21:34.400 --> 00:21:35.839
That that's just something that's gone.
00:21:36.000 --> 00:21:39.359
We gotta figure out how to never get to slam your phone down anymore.
00:21:39.440 --> 00:21:43.119
Now you have to like, and it's just not as satisfying.
00:21:43.440 --> 00:21:44.079
Yeah.
00:21:44.559 --> 00:21:45.119
I don't know.
00:21:45.839 --> 00:21:52.480
We gotta, you know, figure out how to replace those things that are the coolness factor, right?
00:21:52.640 --> 00:21:56.160
We gotta figure out how to replace those things in a digital world.
00:21:58.480 --> 00:21:59.759
But yeah, I definitely think.
00:22:00.319 --> 00:22:02.000
Maybe it's a personality thing.
00:22:02.160 --> 00:22:08.240
And I know of clients that never ever signed on the line for me.
00:22:09.039 --> 00:22:12.640
But they still sent me other clients.
00:22:12.799 --> 00:22:24.640
So I would go and see them because while I never had a product they really wanted, they would always refer other people back to me.
00:22:24.880 --> 00:22:29.519
So if it's somebody that's doing that, I don't think you ever give up.
00:22:30.400 --> 00:22:39.200
I think there's always, I think this comes back to parameters that you set for yourself before you get into the situation.
00:22:40.319 --> 00:22:43.440
You know, your management system maybe can help you with this.
00:22:43.519 --> 00:22:56.480
Uh you have a prospect in there, and maybe you send out communication X amount of times a year to the people that are in the prospect pool within there, or maybe you have a follow-up that comes up after X amount of time.
00:22:56.640 --> 00:23:09.200
And if these are all things you set up beforehand that you felt were the appropriate intervals, stick to that and don't start deviating to chase rabbits.
00:23:11.279 --> 00:23:16.880
Uh there, you know, I would add qualifying your prospect, right?
00:23:16.960 --> 00:23:23.440
If we're talking about prospects here for a second, but not everyone needs to become your client.
00:23:24.160 --> 00:23:37.519
And I I think as a salesperson, sometimes as salespeople, we tend to assume that everyone is a great prospect to become our client.
00:23:37.839 --> 00:23:40.640
And that just isn't true, right?
00:23:40.799 --> 00:23:48.480
I mean, you know, depending on what you're selling, I mean, you know, obviously Amazon's proving anybody, Walmart, you know, etc.
00:23:48.960 --> 00:23:51.519
But that's not the insurance industry.
00:23:51.759 --> 00:23:55.200
You it's very difficult to be a generalist.
00:23:55.359 --> 00:24:11.680
Um, it's very difficult to gain a lot of traction as an you know, generalist of everything, personal lines, commercial lines, you know, standard preferred, uh, non-standard, excess and surplus.
00:24:11.839 --> 00:24:18.640
I mean, you just you have so many different avenues of how you can grow and build your agency.
00:24:18.880 --> 00:24:28.160
If you don't create some guardrails for yourself, you can end up chasing just about everything.
00:24:28.319 --> 00:24:30.160
And you will run yourself ragged.
00:24:30.480 --> 00:24:37.599
If you don't do it on the sales side, you're going to do it on the servicing side down the road.
00:24:38.720 --> 00:24:39.039
Yeah.
00:24:39.200 --> 00:24:52.160
So you to elaborate on that, really what you're saying is let's say you decide you want to do commercial business, you shouldn't really have 20 commercial clients that are in 14 different industries.
00:24:53.279 --> 00:24:57.680
That's that's that's gonna become problematic.
00:24:58.079 --> 00:25:01.359
Well, you're you're the jack of all trades, master of none, right?
00:25:01.519 --> 00:25:05.359
Got to get our cliche, our standard cliche in there for today.
00:25:05.599 --> 00:25:07.599
Um that's right.
00:25:07.759 --> 00:25:17.039
I mean, you can do it, but the chances of you retaining that business forever and ever become a little more difficult.
00:25:17.200 --> 00:25:24.640
However, if you have 14 clients in two industries, you got you've you've started something right, right?
00:25:24.720 --> 00:25:31.680
Now now you've got some expertise, you've built a foundation, and you can expand on that.
00:25:31.920 --> 00:25:41.200
Um, what what happens a lot of times, certain agencies, depending on where you're located, you may have to go further.
00:25:41.359 --> 00:25:50.559
You may have to go wider geographically if you're in a smaller area, rural area, versus say a suburban or metro area.
00:25:50.799 --> 00:26:07.279
Um, I'm gonna use like, you know, uh HVACs, uh HVAC industry, uh, or the plumbing industry, you know, if you're in a rural area, there may not be enough for you to just write HVACs, right?
00:26:07.440 --> 00:26:15.039
Uh, but you may can write trade contractors that may be more of an expansion there within a rural area.
00:26:15.119 --> 00:26:18.799
Uh I we, you know, we focus on trades, we focus on trades.
00:26:19.039 --> 00:26:21.920
Um that's one way to think about it.
00:26:22.079 --> 00:26:27.839
The other way is you go broader geographically and you stay focused on some of those trades.
00:26:28.400 --> 00:26:33.119
Okay, looking at our retail agency, Shane, um, is that really Nistrat?
00:26:33.440 --> 00:26:38.000
I mean, I know that we write a lot of churches, we write a lot of school districts.
00:26:38.240 --> 00:26:54.319
There are specific things that we write, but I mean, I would think being in uh uh the rural area and the size of our our business, um, do we not have a pretty expansive commercial focus?
00:26:54.480 --> 00:27:00.400
Or yeah, we're we teeter more along the generalist lines, right?
00:27:00.640 --> 00:27:35.519
And um it's not that we love it, it's just that um we we're dealing with a couple of generations worth of uh worth of clientele in small areas, uh, and we have made the decision to go more general versus and and and stay smaller geographically versus go uh more narrow in specific classes of business because we would have to go wider on a geographic basis.
00:27:35.839 --> 00:27:41.839
Doesn't that rural placement make that a lot more feasible?
00:27:42.000 --> 00:27:48.079
So, I mean, if you're in Houston or New York City, you don't want to do that, I don't think.
00:27:48.240 --> 00:27:48.480
No.
00:27:48.880 --> 00:27:55.519
If you want to pick something and go at that hard, plus it makes advertising and marketing much easier, right?
00:27:55.599 --> 00:28:11.359
I mean, if you're you said plumbers, you're going in on plumbers, you can find a periodical on plumbing and you can advertise in that and you can stay pretty narrow, and there's gonna be a huge, huge amount of of prospects in that pool, right?
00:28:11.599 --> 00:28:15.039
So is this something that you decide up front?
00:28:15.440 --> 00:28:20.720
Hey, we want to be the master at school districts, and so this is what we're gonna do.
00:28:20.880 --> 00:28:31.599
Um, I can remember with my mom's law office, she was like, if if you were on logger, you went and saw my mama, you had legal trouble.
00:28:31.839 --> 00:28:38.240
Like, but my mother did not set out to be the expert with loggers.
00:28:38.400 --> 00:28:52.240
It was like she was a generalist, and then she started like she had a logger that she worked with, and then he like passed her information on, and yeah, so that became her specialty, but she surely did not set out to do that.
00:28:52.559 --> 00:29:06.480
I I think depending on your area, most what I would say non-metro, so rural, are gonna start out as generalist, just like your mom did in in her law practice.
00:29:06.880 --> 00:29:08.000
We did too.
00:29:08.079 --> 00:29:10.400
You know, we started out very general.
00:29:10.640 --> 00:29:14.880
We we, you know, then we wrote a school district.
00:29:15.039 --> 00:29:17.359
And then then, hey, this is kind of good.
00:29:17.519 --> 00:29:24.160
Then we wrote a second and a third, and the next thing you know, you know, we've got a dozen school districts around East Texas.
00:29:24.400 --> 00:29:32.880
And I think we have at one point we are the most I think we had was 17 or 18 school districts.
00:29:32.960 --> 00:29:40.880
I think we're back down around 13 right now, but they're they've gotten larger, the premiums have gotten larger, and we've stayed with them.
00:29:41.200 --> 00:29:50.400
Um I don't think anyone in small town America, agency-based, starts out as a specialist.
00:29:50.559 --> 00:29:57.200
I think most start out as a generalist and then find some niches along the way, right?
00:29:57.440 --> 00:29:59.599
And uh that's what happened to us.
00:29:59.759 --> 00:30:07.279
Yes, we've got some church, we've got some church business, we've got some school district business, um, we've got some HVAC business.
00:30:07.440 --> 00:30:18.480
Um, you know, there are uh the farm and ranch has become a big part of what we're doing because of our area, but it wasn't always that way.
00:30:18.640 --> 00:30:37.519
Uh I if I'm if I'm in a metro, more of a greater metro area, Houston, Dallas, you can you can target one or two classes of business and generate a million dollars in revenue and become the expert in that field, right?
00:30:37.839 --> 00:30:41.039
It's just more realistic when you get into that.
00:30:41.279 --> 00:30:45.119
Um, in the rural areas, it's just more difficult, right?
00:30:45.359 --> 00:30:47.359
And and that's just part of the game.
00:30:47.440 --> 00:30:53.119
And nobody really starts out as a specialist, they work their way into being a specialist.
00:30:53.440 --> 00:31:00.079
Now, sometimes, you know, we like to work here at Integra, we like to work with people who are changing careers.
00:31:00.240 --> 00:31:01.920
Sometimes you can leverage that.
00:31:02.160 --> 00:31:07.920
You know, maybe you were a salesman at a bobcat dealership and you decided you want to go into insurance.
00:31:08.000 --> 00:31:16.160
Well, that's a natural fit for you to maybe start down that particular path and go down that road and see how far you can go with that.
00:31:16.480 --> 00:31:16.880
Yeah.
00:31:17.039 --> 00:31:19.359
The you know, great example for us.
00:31:19.440 --> 00:31:28.160
Um, the the individual that started our school district program and wrote our first school district, she retired in 2018.
00:31:28.799 --> 00:31:33.519
And um, my brother-in-law and and I were having a conversation.
00:31:33.680 --> 00:31:37.119
He was in copier sales, printers, copiers.
00:31:37.359 --> 00:31:43.039
Uh, we were having a conversation about a year before uh her retirement.
00:31:43.279 --> 00:31:56.960
And in that conversation, we both realized that his customer base in the printer copier business was almost identical to our school district customer base.
00:31:57.440 --> 00:32:07.599
Um, so there was such a natural fit for him to come in and take over our school business because they already knew him.
00:32:07.839 --> 00:32:10.480
They already had familiarness to him.
00:32:10.640 --> 00:32:13.599
All the clientele was virtually the same.
00:32:13.759 --> 00:32:27.599
And so that made his transition from printers and copiers and equipment sales to insurance sales a much easier process because all the clients were the same clients.
00:32:29.359 --> 00:32:42.880
I know that within the insurance world, there are some commercials, commercial groups, um, commercial classes that uh like we don't touch at Integra.
00:32:43.200 --> 00:32:45.359
Like we don't do that, we don't play that.
00:32:45.680 --> 00:32:47.920
So how do you resell?
00:32:48.160 --> 00:32:56.960
Like if I decide that I am going to do um uh home-based child care.
00:32:57.359 --> 00:33:04.000
And I say this because next door to me is a home-based child care business that's been in business for 30 years, right?
00:33:04.240 --> 00:33:09.440
So um, and I know that that one time I we had a we had an integrity.
00:33:09.920 --> 00:33:11.440
Wait, wait, wait, wait, wait, wait, wait, wait, wait.
00:33:13.759 --> 00:33:19.279
You have a day care a home-based daycare center next door to you.
00:33:19.519 --> 00:33:27.119
Yes, like the backyard is full of toys, and those little rascals are just running around out there.
00:33:27.440 --> 00:33:29.519
Actually, we never hear them.
00:33:30.880 --> 00:33:40.160
Like, yeah, she's on like second and third generation kids, and like we never see them, we never hear them.
00:33:40.240 --> 00:33:41.279
It is not a challenge.
00:33:41.359 --> 00:33:42.160
We don't own.
00:33:42.400 --> 00:33:43.039
Yeah.
00:33:44.240 --> 00:33:47.279
That does raise some I know these people, yeah.
00:33:47.519 --> 00:33:55.759
Yeah, I mean, we see them when they drop them off and we see them when they pick them up, but like during the day, it's never uh yeah.
00:33:56.079 --> 00:34:08.559
Because I know if I were looking for a home and I saw the next door neighbor was Roses, uh, you know, preschool, I'd be like, um we're gonna pass.
00:34:08.880 --> 00:34:09.519
There's not a sign.
00:34:09.760 --> 00:34:10.480
Is that one?
00:34:10.800 --> 00:34:12.960
And we didn't really know that.
00:34:13.280 --> 00:34:16.239
There's no signs for daddy didn't care.
00:34:16.639 --> 00:34:18.639
There's like there's not toys outside.
00:34:18.800 --> 00:34:34.559
There's not, I mean, it's a very with what I knew about them was I met the the husband who was the general sales manager for wear, which is the uh ABC television affiliate here.
00:34:34.800 --> 00:34:39.920
And so we got along great and we talk shop, and I never thought to ask.
00:34:40.159 --> 00:34:43.039
Do y'all have a home daycare business?
00:34:43.360 --> 00:34:47.199
Wait, if they're never outside, what are they doing with these kids all day?
00:34:47.440 --> 00:34:49.119
I don't know the answer to that question.
00:34:49.280 --> 00:34:50.960
I've never asked them.
00:34:51.760 --> 00:34:53.519
We need a appearance.
00:34:54.000 --> 00:34:55.519
I think wood shop.
00:34:55.760 --> 00:34:56.880
I think they're in the back.
00:34:57.119 --> 00:34:58.800
They're they're they're whittling.
00:34:59.039 --> 00:35:00.079
Yeah, they're whittling.
00:35:00.559 --> 00:35:04.079
They're they're uh, I mean, we are in the south still, right?
00:35:04.239 --> 00:35:05.440
Florida's still in the south.
00:35:05.519 --> 00:35:07.119
So can't handle your stuff.
00:35:07.679 --> 00:35:10.000
Yeah, so yeah, we've got some.
00:35:10.320 --> 00:35:18.400
I I think I think they're you know, I'm not thinking like sweatshop stuff here, but I'm thinking like I'm thinking like they're putting them to work, right?
00:35:18.480 --> 00:35:22.079
They got they got them doing some crafts, they got them doing some wood shop.
00:35:22.159 --> 00:35:23.119
I think that's what I think.
00:35:23.199 --> 00:35:24.239
That's that's where I'm operating.
00:35:24.639 --> 00:35:26.800
They got those little baby sewing machines out of there.
00:35:27.440 --> 00:35:28.320
Absolutely.
00:35:28.639 --> 00:35:30.079
Absolutely.
00:35:32.079 --> 00:35:34.079
All right, that was our full derailment.
00:35:37.280 --> 00:35:38.320
What was your question?
00:35:38.639 --> 00:35:48.880
I know that we had a partner agent about eight years ago that decided that she wanted this to be her focus on her commercial.
00:35:49.199 --> 00:35:56.320
And we went in and did all of these, you know, social media campaigns and she did some other things.
00:35:56.400 --> 00:36:05.519
And then once she had spent the money to do all this, she realized my superiors don't necessarily have an appetite for this.
00:36:05.920 --> 00:36:06.480
Yeah.
00:36:07.039 --> 00:36:07.360
Yeah.
00:36:07.679 --> 00:36:19.519
So how do you research to figure out like these are the things that I want to do without them being the obvious thing that everybody wants?
00:36:19.920 --> 00:36:30.880
So we we see this a lot with agents um starting up uh and and we see this with salespeople in our retail operation.
00:36:31.599 --> 00:36:34.719
And they start at the wrong place, right?
00:36:34.800 --> 00:36:40.079
So one of the places you want to start is what do your carriers offer?
00:36:40.239 --> 00:36:46.719
Like what markets do you have and what classes of business do they like?
00:36:47.039 --> 00:36:52.719
And look, I'm not opposed to you being all in the in the excess and surplus market.
00:36:53.119 --> 00:37:06.159
If you have a class that you want to go after or multiple classes, and you're gonna become really, really good at excess and surplus type business, and that class is gonna fit into that.
00:37:06.400 --> 00:37:07.519
I'm okay with that.
00:37:07.760 --> 00:37:11.280
The flip side of that is look at your standard preferred markets.
00:37:11.519 --> 00:37:12.400
Who do you have?
00:37:12.639 --> 00:37:13.920
What do they do?
00:37:14.159 --> 00:37:24.320
Um, there are a lot of classes of business that they want to write, and then see if you've got some kind of crossover, right?
00:37:24.559 --> 00:37:31.360
See if you've got crossover of interest, knowledge, um, maybe background to your point.
00:37:31.519 --> 00:37:37.199
Uh, someone coming out of a previous career uh in equipment sales.
00:37:37.360 --> 00:37:42.239
I'm thinking about like tractor, um, bulldozers, etc.
00:37:42.480 --> 00:37:48.719
There's dealerships, there's all kinds of different places that you can kind of look go down that path.
00:37:48.800 --> 00:37:51.840
Um, but the first thing you want to do is check your carriers.
00:37:51.920 --> 00:37:56.639
And and that's not typically where agents start.
00:37:56.800 --> 00:38:05.599
They start with how much premium does that class of business, that's a you know, what what kind of premium do they generate?
00:38:05.760 --> 00:38:08.880
Because everybody's after that, first and foremost.
00:38:09.199 --> 00:38:12.480
That's not the most important thing, in my view.
00:38:12.639 --> 00:38:27.280
It what's important is is there enough opportunity within those classes of business that you're looking at that reconcile with your carriers that you can then become the expert on, and all of those stars align.
00:38:27.519 --> 00:38:29.039
Now you're ready to go.
00:38:29.280 --> 00:38:38.559
Well, here's the deal: like, if you do an AI search, what are the top five commercial lines that generate the most revenue?
00:38:40.159 --> 00:38:42.559
Whatever's on that list is going to come up.
00:38:42.719 --> 00:38:47.760
And here's the thing everybody else is doing that same search.
00:38:47.920 --> 00:38:48.159
Sure.
00:38:48.320 --> 00:38:56.400
So if you're going into those, you have to have the understanding that everyone else is trying to do that exact same group as well.
00:38:57.360 --> 00:39:04.639
You know, my my my secret sauce that's not really secret sauce, I just don't think anybody thinks about it.
00:39:05.360 --> 00:39:11.599
And and to Mike's point, you know, you're gonna you're gonna run up against large national brokers.
00:39:12.480 --> 00:39:26.480
For the for the rest of us in the small uh to mid-sized agency world, I love the$15,000,$20,000, up to$50,000 account.
00:39:26.639 --> 00:39:32.880
Like I understand writing three and four thousand dollar bops all day long is very difficult.
00:39:32.960 --> 00:39:38.639
And you really need to be personalized and small commercial if you're gonna do that.
00:39:38.880 --> 00:39:55.599
Um it's hard to be a commercial expert on three to four thousand dollar bops, but there is a lot of business between 15 and 20,000 up to 50,000, and you're never going to run up against large national brokers.
00:39:55.760 --> 00:39:56.800
You're never going to.
00:39:56.960 --> 00:39:58.800
They don't write that business.
00:39:58.960 --> 00:40:02.960
Um, you might run up against a neighboring town agency.
00:40:03.199 --> 00:40:17.440
You might run up against a larger multi-generational agency and one of their producers, but it is an area you can go toe-to-toe with agency networks like Integra.
00:40:17.840 --> 00:40:26.960
You have access to markets, um, the same markets that that agency cross-town is going to have, and you're going to be able to go toe-to-toe there.
00:40:27.119 --> 00:40:35.360
You're not going to run up against MarshMack, um uh USI, uh Hub.
00:40:35.679 --> 00:40:36.880
You're just not, right?
00:40:37.039 --> 00:40:39.280
Though they're not playing in that space.
00:40:39.519 --> 00:40:54.880
And so I love that approach for finding your niche around those still still gonna be considered small business uh when you look at the big spectrum of of the insurance marketplace.
00:40:55.199 --> 00:41:01.440
Hey, you guys, let's take a quick break and we'll be right back in about 30 seconds.
00:41:02.400 --> 00:41:04.239
Are you ready to make the decisions?
00:41:04.320 --> 00:41:05.199
What do you sell?
00:41:05.360 --> 00:41:08.719
How you grow, who you hire, what kind of agency you build?
00:41:08.800 --> 00:41:14.239
The Integra Partner Network helps insurance professionals start and grow their own insurance agencies.
00:41:14.400 --> 00:41:17.440
Your agency, your decisions, your future.
00:41:17.679 --> 00:41:18.719
Be the boss.
00:41:18.880 --> 00:41:22.079
Learn more at integrapartner network.com.
00:41:22.639 --> 00:41:24.880
So let me ask this.
00:41:25.920 --> 00:41:46.320
Shane, do you see any correlation or is there anything measurable or quantifiable about going out and finding commercial business that has high employee counts because there's more opportunity to write the personal lines business of employees within?
00:41:48.719 --> 00:41:50.960
Yeah, I mean, I think there's some of that.
00:41:51.039 --> 00:41:54.239
Um a lot of I don't think there's anything wrong with that, right?
00:41:54.480 --> 00:42:00.159
Um, I think that you probably need to be pretty good at work comp.
00:42:00.960 --> 00:42:05.119
Um, maybe understand the the work comp world a little bit.
00:42:05.280 --> 00:42:17.280
Uh, if you're gonna try to do that, um, I think that's a great place to get into to basically uh look at the employee and and try to offer personal lines to the employees.
00:42:17.519 --> 00:42:23.679
Um maybe, and I know we try not to blend this, but I think this is okay.
00:42:23.840 --> 00:42:40.880
Uh, maybe if you're comfortable getting into the benefit side of things, so the group health and the workers' comp tend to kind of blur together uh at times, and you get a big opportunity to um to talk to the employees at that moment.
00:42:41.119 --> 00:42:44.719
So you could create some synergies there.
00:42:44.880 --> 00:43:01.039
I think the only thing you have to be a little bit careful about is a lot of high employee count businesses are gonna generate maybe larger premiums, and there's nothing wrong if you've got the market and the expertise to go after that.
00:43:01.199 --> 00:43:08.559
Uh, but you have an you have somebody that's got 40 or 50 employees, probably spending pretty good penny on insurance, right?
00:43:08.639 --> 00:43:13.920
So you can depend on what type of business, what class of business you're getting into.
00:43:14.159 --> 00:43:31.920
Um, we see that with some of the larger trade contractors in our area, uh, where they might have, you know, 40 technicians, um, but that that organization is generating$250,000 to$350,000 a year worth of premium.
00:43:32.159 --> 00:43:38.320
So they're generating a lot of interest from out-of-market agencies.
00:43:38.960 --> 00:43:48.400
You know, and I've also heard some commercial producers uh that are the antithesis of that.
00:43:48.559 --> 00:43:53.760
It is very much I don't want personal lines messing up my commercial lines.
00:43:54.079 --> 00:44:08.000
If you know there is a personal lines challenge over a A$10,000 claim on a vehicle and it ruins the relationship with a huge commercial client.
00:44:08.639 --> 00:44:11.760
Um, you know, I I get that.
00:44:11.920 --> 00:44:13.440
I I get that idea.
00:44:13.599 --> 00:44:21.920
And so I think there's a dichotomy when it comes to this idea of okay, I'm I'm gonna get their commercial, then I'm gonna write their personal to.
00:44:22.239 --> 00:44:27.920
And then there's the I absolutely do not want their personal because I don't want it to mess up their commercial.
00:44:29.199 --> 00:44:30.400
I I agree.
00:44:30.559 --> 00:44:33.440
That's that's always been this thing out there.
00:44:33.599 --> 00:44:40.480
Um, it creates some silos in larger agencies and and and opens up opportunities for small agencies, actually.
00:44:40.719 --> 00:44:53.840
I would also say check with your carriers um to Mike's question on the number of employees, because you might be a personalized agent that um could go in with a carrier or two.
00:44:54.159 --> 00:45:03.280
Um there used to be, I I I am not current on this, so um not sure, but I I'm pretty sure a few carriers are still doing this.
00:45:03.519 --> 00:45:12.719
Um, they're doing uh payroll deduction um on personal lines insurance through certain certain size companies.
00:45:12.960 --> 00:45:21.760
If the company isn't uh opposed to it, uh they can generally you can set up and do some enrollment stuff around that.
00:45:21.840 --> 00:45:39.280
And there's a few carriers that used to have programs for that, that agents that were gonna focus on it, they could you could get in and you could uh you could get set up to be involved in um working through businesses to offer personal insurance to their employees.
00:45:39.599 --> 00:45:45.039
So you have 3840-ish employees, Shane.
00:45:45.440 --> 00:45:47.440
Obviously, we're an insurance agency.
00:45:47.599 --> 00:45:59.519
This is not uh you're not the target demographic for this, but if but as a business owner, say you had the number of employees you have in some other field, is that something that you would consider doing?
00:45:59.760 --> 00:46:00.719
No, I hate it.
00:46:00.960 --> 00:46:02.480
Yeah, that's what I thought.
00:46:02.719 --> 00:46:04.559
Um, it's a payroll nightmare.
00:46:04.719 --> 00:46:09.679
However, um, however, so you know, I will say this.
00:46:10.079 --> 00:46:15.199
Um there are some companies that don't mind it, right?
00:46:15.280 --> 00:46:25.440
Um, I personally hate it um because I go home with the payroll accounting manager uh every day, and I I know it's not her favorite thing.
00:46:25.599 --> 00:46:29.519
And so um not to throw her under the bus at all, that's not what I mean.
00:46:29.679 --> 00:46:29.840
Right.
00:46:30.000 --> 00:46:51.679
I'm just saying you you kind of have to have payroll service or a little bit larger, even of a uh environment because a lot of that voluntary, that's what it would be called is voluntary services, just becomes another payroll thing that has to be that has to be set up.
00:46:51.840 --> 00:47:02.800
And so um it it you know it it can tend to take you away from your focus as you're as a business, but some people love it as a benefit.
00:47:02.880 --> 00:47:09.360
Like if they're really struggling to keep people, it might be a great benefit for them to consider.
00:47:10.239 --> 00:47:12.559
I'm trying to figure out how that's a benefit.
00:47:14.159 --> 00:47:18.239
Um you know it payroll deduction, they never see it.
00:47:18.320 --> 00:47:20.159
Maybe they helps with their budget.
00:47:20.480 --> 00:47:23.360
That that's general, that's generally the sales pitch.
00:47:23.920 --> 00:47:24.639
Gotcha.
00:47:28.559 --> 00:47:31.679
Man, we've been all over the place on this question, haven't we?
00:47:32.159 --> 00:47:35.679
We basically today's topic was no topic.
00:47:37.119 --> 00:47:41.679
I mean, you know, we've got somewhere around 12 minutes left.
00:47:41.920 --> 00:47:47.599
We want to go into how much money progressive is spending putting their logos on college bootball deals.
00:47:48.800 --> 00:47:50.639
I have not seen that yet.
00:47:50.800 --> 00:47:52.239
So oh yeah.
00:47:52.320 --> 00:47:54.559
I mean, it's what 13 or so?
00:47:55.440 --> 00:48:04.079
Yeah, 13 universities, it's gotta be Georgia, Oregon, USC, Boise, Colorado State, Iowa, Kansas State.
00:48:04.639 --> 00:48:11.920
They did become the number one auto insurance company in in America, and I think you know, they're trying to stay there, right?
00:48:12.000 --> 00:48:13.280
They're planning to stay there.
00:48:13.440 --> 00:48:22.079
And now State Farm's mad, so they're coming after them, and everybody's gearing up to grow because everybody wants to, you know, chase them.
00:48:22.159 --> 00:48:24.559
So now that they're there, they got to stay there.
00:48:24.880 --> 00:48:29.039
So marketing teams like, let's spend some money.
00:48:29.920 --> 00:48:36.079
I mean, I was shocked that at Georgia um somehow progressive knocked Delta out.
00:48:38.559 --> 00:48:39.199
Wow.
00:48:39.679 --> 00:48:40.320
Yeah.
00:48:41.039 --> 00:48:43.199
If you got enough money, you can knock anybody out.
00:48:43.280 --> 00:48:48.559
It sounds like I don't know how many airlines have a bunch of extra money laying around right now.
00:48:49.760 --> 00:48:51.039
Yeah, maybe so.
00:48:51.599 --> 00:49:04.559
Yeah, but Atlanta, Atlanta is so Georgia, uh Atlanta and Georgia are so Coca-Cola and and Delta, it's just hard to even imagine that Delta gave that up.
00:49:04.719 --> 00:49:05.920
So yeah.
00:49:09.280 --> 00:49:13.920
Although Delta Airlines did start in beautiful scenic Monroe, Louisiana.
00:49:14.719 --> 00:49:25.360
And Monroe, Louisiana was the second place that Coca-Cola was ever put in a bottle in where the family that uh started Coca-Cola lived and still does.
00:49:25.679 --> 00:49:29.039
Do we know if that is the smallest airport in the United States?
00:49:29.360 --> 00:49:30.079
Monroe?
00:49:30.239 --> 00:49:30.320
Yeah.
00:49:30.559 --> 00:49:31.599
Oh gosh, no.
00:49:32.239 --> 00:49:33.679
It's not, or we don't know.
00:49:33.840 --> 00:49:36.800
No, Hattiesburg is much smaller.
00:49:38.559 --> 00:49:51.599
In Hattiesburg, they like you pull up, they let you off the airplane, you walk down the little stairs, and then they pull the plane around, and they're literally handing you your luggage off the back of the plane.
00:49:52.320 --> 00:49:58.639
Monroe has a cattle chute, and they have like an actual luggage carousel.
00:49:58.960 --> 00:50:00.639
I mean, they're much smaller.
00:50:00.960 --> 00:50:15.360
They weren't much more than that until the show Duck Dynasty came about, and they almost doubled the size of their airport after that, from one terminal or two terminals to four, or whatever.
00:50:15.599 --> 00:50:24.079
I don't remember it was one to two or two to four, but I mean go from two to four, but only but when it was two, only one of the gates was used.
00:50:24.159 --> 00:50:25.519
They only used gate two.
00:50:25.920 --> 00:50:27.840
So I grew up in that airport.
00:50:28.000 --> 00:50:33.840
Like my my oldest memories are having breakfast at that airport.
00:50:34.000 --> 00:50:34.800
So yeah.
00:50:35.119 --> 00:50:42.719
Well, I'm gonna see your small airport and raise you uh and wait a minute, wait a minute, wait a minute, wait a minute.
00:50:42.960 --> 00:50:45.199
Before you go into that, you had breakfast there.
00:50:45.280 --> 00:50:46.000
Like, what was it?
00:50:46.159 --> 00:50:47.199
A stand outside?
00:50:47.280 --> 00:50:48.159
No, was it a little bit?
00:50:48.480 --> 00:50:56.960
They always had a restaurant, and like they had the the the three tables that were reserved for pilots, and then they had the other tables.
00:50:57.119 --> 00:51:06.320
But yeah, like uh and and if I went, like, let me just tell you, Miss Ethel would fuss if I did not finish my food.
00:51:06.480 --> 00:51:14.079
Like she would stand over me and make me eat because I didn't like grits, and she'd always bring me grits, and I learned to like grits.
00:51:16.320 --> 00:51:24.960
So Kotzebue, Alaska has uh Where Kotzebue, Kotzebue, Alaska.
00:51:25.199 --> 00:51:31.519
It's uh not very far from Russia, uh on the on the western coast of Alaska.
00:51:32.000 --> 00:51:50.559
Um so uh Alaska Airlines flies in there from Anchorage, and it flies a uh basically a converted 737 with about 10 or 12 seats that is mostly cargo in the back.
00:51:51.119 --> 00:51:58.159
And when you get so it is fully capable of handling a large jet, okay, so long runway.
00:51:58.639 --> 00:52:09.599
When you get off the plane, the the driver of the steps, so the little little buggy that drives the steps up to the plane.
00:52:10.159 --> 00:52:15.119
So I I think she's still there because my brother just got back from a hunting trip.
00:52:15.360 --> 00:52:17.599
It's big hunter, hunter place.
00:52:18.159 --> 00:52:26.320
Um the lady drives those stairs up to let you off, right?
00:52:27.360 --> 00:52:37.760
As you're coming down the stairs, she goes and gets in another cart and unloads your bags.
00:52:38.079 --> 00:52:53.440
You walk inside the terminal, and there is a baggage claim to your right, and there's a gate to your left, right, where you get on the plane and then where you go get your bags.
00:52:53.760 --> 00:53:06.559
She gets the bags and she drives them around and rolls up a door and throws them through this garage door, and you get your bag.
00:53:06.880 --> 00:53:15.599
A week later, when you come back to get on the plane, she's there at the gate, right?
00:53:16.400 --> 00:53:20.800
And there's one other person in the entire airport, and they do security.
00:53:21.440 --> 00:53:28.320
They're TSA, and she works for Alaska Airlines, and she's like, And then she hops and flies you where you want to go.
00:53:28.639 --> 00:53:31.760
Yeah, she does everything except fly the plane.
00:53:31.920 --> 00:53:36.639
Like I've I've never seen anything like it, it's absolutely incredible.
00:53:36.880 --> 00:53:40.559
So just keeps flipping it, take this hat off, put this hat on.
00:53:40.719 --> 00:53:41.039
Yeah.
00:53:41.280 --> 00:53:55.599
I don't know if Alaska Airlines has a non-stop flight between New Orleans and Seattle, and they are the only airline that has like any direct flight to Seattle from around the greater vehicle area.
00:53:55.920 --> 00:53:58.480
Yeah, it's a good I love Alaska Airlines.
00:53:58.559 --> 00:54:00.000
I think they do a great job.
00:54:00.239 --> 00:54:06.719
Um, I don't know if anybody, we haven't gotten a movie uh reference in here today, so probably need to do that.
00:54:07.199 --> 00:54:11.679
Um the proposal, the proposal, okay, Tanya's.
00:54:12.000 --> 00:54:12.960
When they go to Sitka.
00:54:13.440 --> 00:54:15.280
They go to Sitka, Alaska.
00:54:15.440 --> 00:54:15.920
Yes.
00:54:16.239 --> 00:54:16.559
Okay.
00:54:16.960 --> 00:54:18.639
And then there's the guy.
00:54:18.800 --> 00:54:23.360
He's both the he works everywhere, but he's also the stripper.
00:54:23.760 --> 00:54:24.159
Yes.
00:54:24.320 --> 00:54:26.000
The guy, you know what I'm talking about?
00:54:26.239 --> 00:54:26.559
Yes.
00:54:26.800 --> 00:54:32.719
So that there's a female version of him in Katsabu, Alaska.
00:54:34.159 --> 00:54:35.519
That's that's the point.
00:54:35.679 --> 00:54:36.800
Is Ryan Reynolds in that?
00:54:37.360 --> 00:54:38.639
Ryan Reynolds, yeah.
00:54:38.880 --> 00:54:42.719
I just want to point out that I finally got a Shay Tatum movie reference.
00:54:42.800 --> 00:54:45.360
That wasn't a okay, it's not a sports movie.
00:54:45.519 --> 00:54:45.920
No, I got it.
00:54:46.239 --> 00:54:46.719
I get those.
00:54:47.280 --> 00:54:50.480
I got a non-sports movie, Shane movie reference.
00:54:50.800 --> 00:54:51.440
Yeah, yeah.
00:54:51.519 --> 00:54:53.599
I like a good rom com rom com.
00:54:54.079 --> 00:54:54.559
Not bad.
00:54:55.119 --> 00:54:55.920
Mike, have you seen this?
00:54:56.400 --> 00:54:57.039
I have seen it.
00:54:58.239 --> 00:54:58.559
Okay.
00:55:00.480 --> 00:55:02.000
I forget his name.
00:55:02.159 --> 00:55:05.519
Uh I know his it's like Luis or something like that.
00:55:05.679 --> 00:55:06.880
Anyway, it's a good one.
00:55:07.119 --> 00:55:07.920
It's a good movie.
00:55:08.079 --> 00:55:10.239
Is there anything else we need to cover today?
00:55:11.280 --> 00:55:16.000
I think this is the point that we started.
00:55:17.199 --> 00:55:21.760
There is a ton of opportunity for agents out there.
00:55:22.000 --> 00:55:50.800
And when you're chasing your tail and you are chasing a client to get back to our first question of the day that Mike raised, um I think focus and and and then discipline around what it is that you do, and then doing it over and over and over again, and not being afraid to let that one thing go, not being afraid to let that prospect that's all of a sudden ghost in you go.
00:55:51.119 --> 00:55:54.480
Um, I I just I just think there's so much business.
00:55:54.639 --> 00:55:55.920
I think that's what we've proved.
00:55:56.000 --> 00:56:06.639
Like, there's so many ways to be successful in the insurance agency business that you don't have to do, you don't have to have that one client.
00:56:06.800 --> 00:56:09.599
Sometimes you just gotta walk away and move on, right?
00:56:09.760 --> 00:56:11.679
And I think that was Mike's point.
00:56:11.920 --> 00:56:14.880
Yeah, this could have been a seven-minute podcast.
00:56:16.719 --> 00:56:19.440
We added a little filler in there along the way.
00:56:19.679 --> 00:56:20.400
Well, there we go.
00:56:20.480 --> 00:56:27.920
Well, I'm gonna leave us today with a quote from uh the hopefully will be great at one day, Link Gibbon.
00:56:28.159 --> 00:56:34.719
You have to be willing to change what you're doing, even when what you're doing has worked before.
00:56:35.360 --> 00:56:37.360
Attitudes of choice make a great one.
00:56:37.599 --> 00:56:38.320
Bye, y'all.
00:56:38.480 --> 00:56:44.880
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00:56:45.119 --> 00:57:03.440
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