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In today’s episode of Agents Influence podcast, host Jason Cass interviews Cole Williams, Risk Advisor at Insurance Associates, Inc. Cole Williams talks about the food safety system, how he looks for a prospect, why you should invest in your own knowledge, and why he always makes sure that the relationships move in the right direction. Cole also shares why he focuses on the coverage that’s going to put money in the client’s pocket.

Episode Highlights:

  • Jason Cass introduces guest Cole Williams. (1:14)
  •  Is Cole Williams an Android or an iPhone user? (3:33)
  • What was the last app that Cole Williams downloaded? (3:37)
  •  Does Cole Williams love to win or hate to lose? (4:10)
  • What does Cole Williams attribute to his success, skill or luck? (5:48)
  • Cole Williams shares his background. (7:25)
  • What’s the average size account that gets you right? (15:29)
  • How does Cole Williams find prospects? (18:45)
  • How many calls does Cole Williams get every month of leads coming in? (20:32)
  • Cole Williams shares the three individual parts of prospecting. (21:23)
  • How does Cole Williams approach setting an appointment? (22:46)
  • Cole Williams thinks the other relationship that often gets overlooked in this whole process is your carrier relationships. (26:36)
  • Cole Williams talks about the fitting process. (33:50)
  • Cole Williams gives suggestion for other agents. (35:23)
  • Cole Williams would tell agents, “don’t be afraid to get that broker of record letter”. (36:49)
  • Cole Williams thinks sometimes when you work too heavily in a niche, you can get a little too lacks on it. (44:24)
  • What is Cole Williams reading right now? (50:22)

3 Key Points :

  1. Cole Williams just started listening to what people were frustrated with and the problems that they were having. And that’s the thing that goes into his initial pitch.
  2. Cole Williams’s is focused on the coverage that’s going to put money in your pocket that’s gonna keep your business open
  3. Cole Williams would just remind agents that if you learn nothing else from investing in your own knowledge, learn how to do some of those simple things really well.

Key Quotes:

  • ‘’Find something that’s interesting to you. Start working out from there’’ – Cole Williams
  •  “I’m trying to advocate to keep safe food on the tables of the millions of Americans that need it. And I take that, I take that seriously.” – Cole Williams
  • “Your best way of prospecting is to get people to fear that they’re missing out” – Cole Williams

Resources Mentioned

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