In this episode I asked Zach what he is doing to get out to such a great start. Zach turned around and asked me if there’s anything that I would have done different looking back on my career.

Let’s mix it up a little. I sat down and did a Zoom interview with Zach Burke who is a new agency owner. We decided to create some content and share it with you. This is part 1 of a 6 part series.

My thoughts on how to find telemarketers and get to most out of them.

This episode has a story of a sale I closed from a client who told me he wouldn’t change his policy to me unless I saved him at least 20%. He wound up buying a policy from me that was 20% higher.

Customer service is the one thing that you can control in your agency. It’s crucial that you continually train and better your service over time.

Can you onboard a sales producer and pay them commission only. I’m not saying it’s impossible. I am saying it’s very high risk, potentially very expensive and you have to be diligent with training and tracking. You also have to find the right person who is excellent at sales and that in and of itself, might be the greatest challenge.

Two pieces of advice to get you 5-10 hours a week back. Audit your time. Monitor your screen time.

Buying an agency with existing employees is a big challenge. The best thing to do is lay out YOUR expectations of their job. They now work for a new company and it’s crucial that they understand their job might come with different expectations. The best case scenario is that they fit perfectly with what you are trying to do. They they are excited about the change in ownership. That they are excited to help you make the transition smoothly and are an important part of your success. This is rare. Many employees in this situation believe in some ways, that the agency is theirs and they have been responsible for its success. They no doubt had some role in its success, but make no mistake, the success belongs to the agency owner. They have been the one taking all the risks, making all the decisions and training those who have played a role. The fit has to be right for all parties.

As this is my 48th episode, I felt like you should know a little a lot me. I share a little bit about me and my path to becoming an agency owner.

If I told you do you have to sell life insurance policies by the e nd of next month could you do it? This podcast walks you through how to write life insurance policies quickly.