The Wisdom Letter Podcast

This week, we explore what buyers truly desire for their businesses. By consistently understanding their needs, you can effectively connect with them and distinguish yourself from other agents. Planning ahead and staying committed to your strategy can significantly increase your chances of securing a client. Tune in to this week's episode for more insights!

This week's focus is on understanding the innermost wants and requirements of the buyers. What is the most crucial aspect of your client's business? What are their objectives regarding the policy you are offering? Is it to minimize costs so that they can enhance their overall business? Knowing the needs and wants of your clients is crucial to ensure their continued association with you and to show your concern for their business growth. Tune in this week to hear more!

This week, we will continue our discussion on how to achieve success in appointments. One key factor to consider is whether the account manager is involved in every step of the process, from scheduling the appointment to meeting with the prospect. By making the appointment process more personal, you can give the buyer the assurance that you will be there when needed, and they can put a face to a policy. Tune in to this week's episode to learn more.

This week, we're diving deeper into strategies for making a lasting impression and capturing the attention of your prospects or clients. What's your objective? It's crucial to avoid boring your prospects or clients during sales meetings so coming prepared is the key to a successful lasting relationship. Tune in to find out more!

Join us this week as we delve deeper into the art of presenting to potential buyers. Discover how repetition is vital for success, and how having a flexible playbook that you can tailor to each prospect can guarantee a path to success. Tune in this week to learn more!

This week, we delve into the significance of the first, second, and third appointments and what you need to secure the account. Regardless of its size, consider this account as an opportunity to leverage and gain much more than just revenue from one client. Tune in to this week's Pearls of Wisdom to learn more!

This week we have a few tips to help you load the bases as you navigate prospect relationships. Focusing on what the prospect says, using their language, and providing references to backup your selling points will ensure you seal the deal. Turn promises into performance on this week's episode. Tune in to find out more!

This week, we discuss the importance of understanding why your buyers want to work with you. Being prepared with crucial information when they inquire can make all the difference in closing a deal. Show potential clients that you have done your homework and are ready for any questions they might throw your way. Tune in this week to learn more!

This week's episode of Pearls of Wisdom dives deeper into the topic of presentation success. We explore the important question of how you will present to the buyer. It is crucial to ask yourself key questions to ensure your presentation is compelling and keeps the client engaged while also controlling the conversation. Remember, conversations are what sell, not sales talk. Tune in to this week's episode for more insight on mastering the art of presentation.

On this week's episode we will be continuing our discussion on the important points that your buyer should remember after your presentation. It is crucial to communicate to the buyer that in the event of a disaster, you will be ready and capable of assisting them in navigating the challenges at hand and ensuring that the insurance company provides a solution. Tune in this week to hear more!

This week, we focus on how to change the way your client feels about your report of findings. Let your buyer know where your focus is when navigating the fine print of their policy. If the buyer knows the insurance company has their back when they suffer disaster, you can change how they react when these moments strike. Having stories of past successes and the steps you take to ensure their coverage is solid is the best way to empower your clients to stay for the long haul. Tune in now to learn more about this week's Pearls of Wisdom!

This week, we go over the standards to win the account. There are numerous steps you should take before that final meeting to seal the deal. Tune in this week to find out how you should prepare for that last meeting to ensure you sign the account and add another client to your book of business.

This week, we continue discussing the importance of getting out of the office and meeting with your most important clients and prospects. Stay away from the desk typing emails all day. Show your clients and prospects why you're the right person to handle their accounts. Tune in this week to hear more!

This week, we go over a topic you probably don't think about when you schedule your calendar. Three things to always include in your weekly schedule. Do you drop in to visit prospects or high-impact clients? Are your records in order? With the hustle and bustle, it can be hard to remember that face-to-face meetings win more accounts. Tune in to this week's Words of Wisdom!

This week, we look at the changing times and the importance of adapting your skillset to fit the needs of the future. So much has changed over the past 20 years and will continue to do so in the next 20 years. Are you preparing for a future that will change how your agency does business? Tune in this week to learn more!

This week, we continue discussing objections and the next steps to take when you have overcome buyer objections. The follow-up is critical to ensure your new client doesn't have buyer's remorse. Show them why they made the right choice choosing you as their new agent. Tune in to this week's Pearls of Wisdom!

Welcome to the latest episode of Pearls of Wisdom! This week, we discuss objections. How do you handle objections? Are you prepared in the moment for what might come your way? There's always an objection, and if you keep track over time, you can be prepared for any objections that potential buyers might throw your way. Learn more on this week's episode. Tune in now!

This week we make a list and check it twice to find out which client advisor has been naughty or nice. Preston channels the greatest salesman of all time, Santa! Tune in now!

This week we explore the art of retaining clients for the long term. We talk about the crucial steps you should take in order to take charge of their accounts for a lifetime, adopting a business owner's mindset rather than that of a client advisor.

Welcome to the latest episode of Pearls of Wisdom! This week, we're diving into the importance of transparency in client relationships. Are you effectively communicating with your clients about expected results? Don't let year-end outcomes catch them off guard. We'll discuss the significance of keeping your clients informed throughout the year and suggest setting up regular check-ins to align expectations. Join us for this insightful conversation on this week's Pearls of Wisdom. Tune in now!

This week's Wisdom looks to past successes and clients that have helped you grow along the way. Do you keep a list of current clients to show your prospects the companies that trust you with their business? Grow your market by highlighting the clients that have grown your book of business and the strategies and challenges you've helped your current clients overcome. We hope you enjoy this dose of Wisdom!

This week's Pearls of Wisdom explores a 12-point process that helps you foresee and address your prospect's primary concerns. This approach equips you with the tools to effectively communicate how your agency can proactively tackle its most significant issues before they become problematic. Enjoy three minutes of valuable insights in this week's Pearls of Wisdom!

In this week's Pearls of Wisdom, we talk about Tips, Tactics, and Techniques you can use to grab your buyer's attention and advance the sale. What's your one goal at each appointment? Learn more about the best ways to approach your sales goals in this week's 3-minute wisdom!

This week, we will delve into personal insurance, shedding light on the essential steps you can take when potential customers reach out for coverage. We will guide you on how to ask pertinent questions at the right moments, ensuring that you gather all the necessary information to provide the best solutions for your prospects. We hope you enjoy this week's Pearls of Wisdom!

To find the right client advisor, you need a candidate with strong interpersonal skills and a genuine passion for the role. While it can be a bit challenging to identify the perfect fit, asking the right questions will help you select an individual who has the potential to thrive and evolve into a high-earning six-figure advisor. We hope you enjoy this week's Pearls of Wisdom!

This week, we'll delve into the significance of collecting information from potential clients to ensure you have all the necessary details for crafting a winning proposal. Instead of improvising, take a thoughtful approach in tailoring your proposal to address the unique needs of the prospect. Proper preparation and a clear understanding of the prospect's needs will help you secure another successful policy for your portfolio. We hope you enjoy this week's Pearls of Wisdom!

In this week's episode of Pearls of Wisdom, we delve deeper into the art of persuasive selling. We explore the essential strategies for structuring your sales pitch to captivate potential customers and outshine your competitors. Tune in and discover the secrets to closing deals with finesse and boosting your sales success!

This week we continue our discussion by talking about appointment tips and tricks that can prepare you for presentations to come. Let your future clients know how you can help them when disaster strikes or just when they need a simple question answered. Be prepared and capture their attention early in the conversation. We hope you enjoy this week's Pearls of Wisdom!

This week we continue our discussion on presenting to the buyer. Is your pitch enough to seal the deal within the first 3 minutes? Preparation is key! We hope you enjoy this week's Pearls of Wisdom!

This week we talk about the presentation and why it's essential to prepare and analyze your process before meeting with important future clients. Preparation is key to winning the account. We hope you enjoy this week's Pearls of Wisdom!

This week's Pearls of Wisdom is short, but the message extends far beyond the scope of conversation. You can have the best product in the world, but you will not leave a lasting impression if you're not personable. Your weekly Pearls of Wisdom starts now!

You have just five minutes to captivate your buyer and showcase your product's value. Similarly, when delivering your report of findings, ensure you have your key discussion points prepared to address any potential questions that may arise confidently. Dive deeper into these insights in this week's installment of Pearls of Wisdom!

Setting high standards is paramount to ensure consistent customer satisfaction and exceptional experiences, contributing to a positive reputation and a competitive edge. Does your agency analyze your customer experience? This week, we talk about the importance of things we sometimes overlook. Thanks for tuning in to this week's Pearls of Wisdom!

Are you fully aware of your duties as an agent? Can you confidently handle difficult discussions with clients about challenging situations or claims? Uncover valuable insights in this week's Pearls of Wisdom!

In this week's Pearls of Wisdom, we discuss the significance of preparing your pitches in advance. Discover effective examples and learn what to avoid when presenting to potential clients. Don't miss out on this valuable advice!

When it comes to nailing a presentation, first impressions are paramount. To captivate your audience and keep them hooked, the key lies in your opening.

Discover the crucial importance of the initial appointments following the set up of a Broker of Record. Help your clients thrive by equipping them with a comprehensive list of resources for any potential challenges that may arise. Listen to this week's Pearls of Wisdom to find out more!

Do you take steps to ensure your creating a frustration-free environment for your clients and prospects? With the right systems and processes in place, you can ensure that every touch point with a client is pleasant. From the initial contact to help when they need it most, each step should be as enjoyable and stress-free as possible for your clients.

How do you present to a prospect? Is your pitch enough to seal the deal within the first 3 minutes? Preparation is key! We hope you enjoy this weeks Pearl of Wisdom.

This week we talk about rejection forms and why your buyer should be aware of the liabilities that they may be rejecting. Your Pearls of Wisdom starts now!

Listen in to find out why first impressions are so important when trying to out pitch the competition and grow your book of business.

This week on the Wisdom Letter podcast, we welcome Chris Burand of Burand & Associates. Join us as we unravel the fascinating parallels between agency producers and fighter pilots, highlighting the crucial importance of training producers as if they were about to command an F-15 cockpit. Discover how producers who expand their skill set, master sales techniques, coverage's, and effective customer communication can make a monumental impact, far surpassing those who merely focus on the bottom line. Our conversation sheds light on the indispensable need for producers to possess a versatile Swiss army knife-like mindset. Don't miss out—tune in now for a potent dose of Wisdom!

On the Wisdom Letter podcast this week, guest host Kevin Ring welcomes Andrew Atkinson of Insurica Insurance in Pheonix, AZ. Andrew shares with us his journey from waiting tables to building a multi-million dollar book of business. Discover how he has mastered the art of the Experience Mod and utilized his expertise to identify crucial strategies that effectively reduce clients' workers' compensation costs. We're thrilled Andrew had the opportunity to sit down with us and discuss his secrets on cultivating long-lasting client relationships and attracting new ones. Thanks for listening to this week's installment of the Wisdom Letter podcast!

This week on the Wisdom Letter podcast, we welcome Pat Kee, Vice President of Mountain State Insurance in West Virginia. Pat has spent the past 25 years of his insurance career perfecting personal and commercial line sales, specializing in the oil and gas industry. Pat shares some stories of clients' past and tips and tricks that he's used to pick up million-dollar accounts along the way. Pat's wealth of knowledge makes him a go-to resource in the industry, and we're delighted that he could join us this week to talk about how to approach prospects, build those relationships, and keep them as clients for life. We hope you enjoy these 45 minutes of wisdom!

In this week's episode of the Wisdom Letter Podcast, we sit down with Ray Gage, former insurance agent and Workcomp expert, turned business and executive coach. Ray has spent the majority of his career in the insurance industry but recently made the switch to become a business and executive coach focused on helping businesses reach that next level in their ventures. We're grateful Ray sat down with us to share why he made this switch, some of the main issues facing businesses that hit a wall, and the tools needed to break past stagnant business growth. This is one not to miss!

In this week's episode of the Wisdom Letter Podcast, we sit down with Stephen Sedlak, Vice President of Schmale Insurance Agency of the Keystone Group, and Josh Gurley, President of HM-Advisors. These two have gained a wealth of knowledge during their time in the industry and share with us how they got started, the current state of the industry, and the importance of leading with Comp. We also discuss where the industry is going and how the relationship between carriers and agencies is changing. We're excited that these two had the chance to sit down with us and share some of the critical aspects affecting Workers' Comp today. This is one not to miss. Tune in now!

In this week's episode of the Wisdom Letter Podcast, we talk to Tim Hurson. Tim has spent his career perfecting marketing/sales and strategic innovation, and his creativity and leadership have taken him around the world, guest lecturing at universities from Canada to Chile. Tim has authored two books, "Think Better" and "Never Be Closing," which lays out his strategy's principles and tools that have helped so many achieve greatness. We're excited that Tim had the chance to sit down with us and talk about some of these strategies that can help you write more business and grow your skillset as an agent. This is one not to miss. Tune in now!

In this week's episode of the Wisdom Letter Podcast, we talk to David Leng, Vice President of Duncan Financial Group and an expert in everything workers' compensation. David shares his journey in the insurance industry, his focus areas at Duncan, and the key solutions the company has developed to provide results-driven solutions for their clients. Join us for this engaging conversation with Preston and David and gain valuable insights into the world of insurance. Don't miss out, tune in now!

Join us for an insightful episode of the Wisdom Letter podcast as we delve into the world of risk management with Tim Hile, an experienced Outsourced Risk Manager for Ottawa Kent Insurance. With a wealth of knowledge acquired over his long career in the insurance industry, Tim is a recognized expert in risk management, and in this episode, he shares with us some valuable tactics and techniques that have proven successful in growing and retaining his client base. Hosted by Preston and Kevin, this episode is a must-listen for anyone looking to gain a better understanding of risk management and how to build lasting relationships with clients. Don't miss out, tune in now!

In this episode, Preston is joined by Kevin Ring, the Lead Workers' Comp Analyst for the Institute of WorkComp Professionals. Kevin has analyzed over 1200 experience mod worksheets in the last decade and spends much of his time staying up to date with NCCI and other rating bureaus across the country. Don't miss this opportunity to learn from Kevin's extensive experience navigating complex workers' comp situations and gain valuable insights you can use in your own work. Tune in now!