CPR for your Agency Heartbeat

by | December 7, 2020

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In this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Brandon Smith, the Managing Partner at Glidewell Investments & Insurance Group. Brandon talks about how to build better relationships with clients, his goals, and the benefits of the Producer Development Program.

Episode Highlights:

  • Katlyn introduces Brandon Smith. (1:09)
  • Brandon shares that their agency started as an independent life insurance agency 40 years ago and he’s been in the insurance industry for 17 years. (3:59)
  • Brandon shares that he used his background in communications and marketing to help him grow his knowledge in the industry. (5:32)
  • Brandon mentions that he’s responsible for the profitability of the agency, the systems and strategies and the marketing and high-level thinking. (5:58)
  • Brandon shares that since COVID, they’ve found different ways of doing business, they have shifted their business model to working remotely, and 50% of their employees will not be working in the office permanently. (7:16)
  • Brandon mentions that they also have a department that ensures churches and nonprofits, and they have insured 1,000 churches in the state of Montana. (8:38)
  • Brandon mentions that their heartbeat is their people and the importance of helping them in the financial crisis that they’re facing. (13:58)
  • Brandon shares that the work that they’re currently doing is lowering their revenues and compensation, and trying to retain a client who is purely shopping based on price. But if they sell on price, they’re going to lose them on price. (22:42)
  • Brandon thinks that closing a deal has become more challenging with remote work due to the lack of building a relationship with the client. (29:48)
  • Brandon mentions that the most significant part of sales is the transition from the proposal to the close. (31:05)
  • Brandon shares that his passion is to challenge people and producers in the insurance industry, whether it’s a vendor, carrier, or agent to be the best version of themselves, to encourage them to keep doing what they’re doing, and focus on what really matters. (39:23)
  • Brandon shares how the Producer Development Program started and what it’s all about. (43:39)

Key Quotes:

  • “Our mission, our goal is to end the financial crisis in families. We are seeing a financial crisis across this country, and our goal is never to sell another policy. Our goal is to have a conversation with people and to love them through finances, and provide solutions approaching with empathy.” – Brandon Smith
  • “The difference between a contact and the contract is the letter R, it’s relationships and our business model are based on relationships. I believe when you have a relationship with someone, their heart follows. When their heart follows, their wallet follows, and then the loyalty, retention increases, and referrals. They have such an amazing relationship with you because you genuinely care about them.” – Brandon Smith
  • “I believe as the water rises, all boats rise, and I am a champion fighter for the independent channel. I don’t just want to have the right words; I want to be a man of integrity and practice what I preach. So, if I’m all about people and relationships, that doesn’t just go from my clients and my family, that goes for the great people that make up the independent agency industry.” – Brandon Smith

Resources Mentioned:

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