Ways to increase sales revenue for insurance industry

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Chris tell us a little bit about how you even got into the industry or the insurance industry from a long line of sales experience that was outside of it um it kind of just I was uh I was really just between jobs and I was I was put my resume together and I knew how to Market myself fairly well so um but at the time all I could find as in a in a job industry was insurance and so I thought well you know I I could do that and so I I got on with New England Financial I got my license I got my series seven my series 66 uh or 63 and uh started selling stocks and bonds and financial services and life insurance and uh as that kind of just went along I I I found that all of these companies that I was with were always just taking way too much from me and so I mean I I've been with all kinds of different fmos and and and agencies and all that and it just it was just never it was always in their interest but never in mine it was never mutual and so um I got out I got from one into another I was selling Medicare you know online for as a as an hourly W-2 employee plus commission and and that was um that was a great learning experience but it was very narrow in that all you did was Medicare and for me it was like you know people would say well do you offer anything else like home and Auto or life and I no but I got a great Medicare plan for it so you know that just kind of it was it was not I started seeing you know if I just became more rounded I I would I would get more business and be able to handle better relationships with people because being able to be only being a One-Stop shop for people is my idea of just the best way to do this because it's like people are saying well I have a need for this and you've already gained their trust in whatever it is whether it's PNC or health or life or Medicare you've already gained their trust and now they're going to ask you about something else and you can't do that and so for me I was like well I'm just gonna do everything and so I got PNC licensed I got I had my life insurance since 2006. um and I just learned so many things about how to really create wealth for people and it isn't the typical um way that you you know get a 401k and all that kind of stuff there's so many better ways because the biggest problem everybody has is taxation the more money you make the more you're going to get taxed on it well maybe I can find a way to avoid Taxation and so that's what I set out to do and I found ways to do that so in the PNC side what I what I began to develop is um I got doing my health insurance I I would gain their trust and and you know the conversation wouldn't kind of come around to you know what else are you doing I said oh I only do Property and Casualty I do commercial and the next thing you know they're like well I'd like to have my my home owner's policies looked at us and be glad to do it and here in Colorado um we've had some very very devastating fires and and what I found out from the inside customer service agents here that are so great um is about 60 oh no she she told me it was 90 of the black forest and the Marshall fire uh homeowners were underinsured oh my God and they've lost everything so here's the thing about this and this is this is my strong point for anybody that is looking at this um you go I go in with well when's the last time you had a policy review with your agent and they'll say well I've got this one or I've got that one you know no not haven't had one for quite some time well guess what you're probably underinsured and here's the frustrating part for you this because this could happen to anyone you pay them a premium every month for your homeowners and you think you're covered and then you have a catastrophic event and your limits of liability only go up to a certain level and it's going to cost you another 100 Grand to get your house put back together guess what you're doing you're coming to the table with money and that is horrible you'll never have that happen with me and that's my whole point for property and casual Leonardo is let's look and now if I can't better your situation great but at least you know where you stand and that's that gives me credibility with people and it's genuine I don't just use that like ham and you know I'm gonna manipulate yeah it's it's really really the truth because it happened to me I didn't have a catastrophic event but my house was way underinsured from an agent I trusted before I got into property casually and so that just really drew the whole thing to the Forefront from me and then when I found out about ICA here's the thing that is so exciting about this program and that is you don't have to do and I call it non-revenue sharing activity so when you sell a policy Guess Who services it not me my agent Insight do I make less money sure but I don't care about that right now because I'm not having to do you know in fact I just wrote six policies last month seven actually seven policies in July and I got a call yesterday from the client's uh uh uh lender mortgage company and they said can you send us over the uh the deck page for their new policy and I said no but I know who can and I gave her the phone number and she called them and that was it otherwise I'm chasing that spending an hour or whatever it takes to get an answer for them and I'm now not doing any Revenue generating activity I'm I'm selling I'm selling and so that was that was the thing that really excited me about this program yeah I I love the term Revenue generating activity I haven't heard that before we just call it you know servicing your account right because you're right I mean not only did you write seven new policies last month but those are seven more policies that you're going to have to continue to service for the life of that coverage that those clients and you know an insurance as an independent business owner it's so important for you to keep that forward momentum right exactly how can you do that if you're spending all of your time doing non-revenue generating activities instead of actually selling right