Evolved Broker Podcast

Our guest for this episode is known as America’s Business Psychologist. He is the author of 17 best-selling books including “Why Smart People Make Dumb Mistakes with Their Money, Mastering the Game, and Willpower: The Secrets of Self-Discipline and Sales Magic.“

He travels across the world to give keynote speeches to help business owners achieve peak performance. Some of his clients include: American Express, Wells Fargo, Ford, Aetna, and Porsche. His name is Kerry Johnson.

I spoke with him about his new book called “How to Recruit, Hire and Retain Great People.” On the episode, we covered:

• The Great Resignation

• How to Find Great People

• Secrets to the Interview Process

• How to Retain individuals

This topic could not be more relevant to the insurance world today.

Our guest for this episode is a hiring guru and best-selling author. His name is Lou Adler and he wrote a famous book on recruiting called “Hire with Your Head.” When it comes to recruiting, nobody has better strategies than Lou.

His articles, quotes and research can now be found in Inc. Magazine, Bloomberg, SHRM and The Wall Street Journal. He is one of the top bloggers on LinkedIn’s Influencer Program and has an amazing 1.3 million LinkedIn followers.

In this episode, we discussed recruiting strategies that every insurance firm in the nation should be using.

Our guest for this episode is John Sileo. John's identity was used to embezzle $300,000 from his clients. While the thief covered his crimes using Sileo’s identity, John and his business were held legally and financially responsible for the felonies committed.

The breach destroyed John’s company and consumed two years of his life as he fought to stay out of jail. In response, John made it his mission to help organizations and individuals protect the data that underlies their wealth.

Combining real-world experience with years of study, John became an award-winning author, trusted advisor and keynote speaker on identity theft, cyber security, online privacy and digital fraud.

John’s body of work includes engagements with the Pentagon, USA Today, VISA, Rachael Ray, the FDIC, Pfizer, 60 Minutes, Homeland Security, Blue Cross, Anderson Cooper, Allstate, The Washington Post, the Federal Reserve, Fox Business, and organizations of all sizes.

In our conversation, we discussed his story and how people and businesses can better protect themselves from hacking attacks.

On this episode, I had the pleasure of speaking with a mindful leadership expert. In the 1980s, his family jewelry business in LA generated millions of dollars but they went completely broke after a fire at their manufacturing plant. While on a search for meaning and purpose in his life, he decided to become a monk. He spent 15 years living as a monk in one of the busiest parts of New York City. My guest is named Pandit Dasa.

Pandit is now an author, speaker, and expert on mindful leadership, resilience, team building, and stress management. In a world filled with digital distraction and overstimulation, his strategies for mindfulness and focus are more important now than ever. They apply specifically to people in the working world.

In our conversation, we discussed:

· The daily routine of a monk…

· The impact of strategic breathing…

· How to increase daily mindfulness…

· Achieving work-life balance…

On this episode, I had the pleasure of speaking with the CEO of one of the largest insurance agencies in the US. His name is Mike Ross, and he is the CEO of Insurica.

Based out of Oklahoma City, the Insurance Journal lists Insurica at #24 on the list of largest insurance agencies in the country for 2021. They are a family-owned business with about 600 employees and 33 offices located throughout Oklahoma, Alabama, Arizona, Arkansas, California, Colorado, Florida, Mississippi, and Texas. Insurica plans to achieve $225M in revenue by 2025.

Mike graduated from Oklahoma Baptist University and has been the CEO of Insurica for 20 years. Since he took over, the business has grown from $6M in revenue to $125M in revenue. He was recently featured on the cover of Insurance Journal.

In our conversation, we discussed:

· Mike’s personal background...

· His journey to become the leader of Insurica…

· His strategies for leadership, company culture, the future of Insurica…

· Advice for new employees…

On this episode I had the pleasure of speaking to someone who has been repeatedly recognized by Forbes as one of the most influential CMO’s in the world. He is a senior lecturer at Harvard Business School and the former CMO of Aetna which is a Fortune 50 company. My guest today is David Edelman.

David is one of the biggest names in the world of marketing. He has over 1.2M followers on LinkedIn. He is also an executive advisor that consults with companies of all sizes that are looking to optimize their digital and marketing transformation.

I could not think of a better person to chat about marketing strategy with than David.

In our conversation, we discussed:

· David’s personal background...

· What got him interested in marketing…

· His experience as the CMO of Aetna….

· Specific marketing strategies for our listeners

On this episode, I spoke with the chairman and CEO of one of the largest insurance agencies in the United States. That agency is Holmes Murphy, which is headquartered in Iowa, and they have over $117M in P&C revenue, over 750 employees in 14 locations. They are led by Mr. Dan Keough.

Dan attended University of Iowa and Loyola Chicago before starting a captive strategies company called ICS. He grew Holmes Murphy’s Northern Division as their president before going on to become their Chairman and CEO.

In our conversation, we discussed:

· Dan’s personal background...

· How he was introduced to the insurance industry...

· His road to becoming CEO...

· Holmes Murphy today...

We are very excited to bring you all the fourth and final episode of our sales series! My guest, Colleen Francis, was named the #1 Sales Influencer to follow by LinkedIn.

Colleen is an award-winning consultant, bestselling author, and speaking hall of fame inductee. She works with individuals and organizations (like Chevron, Experian, and Merck) to improve their sales performance.

Our conversation centered around the strategies in her brand new book "Right on the Money." The content could not be more relevant for salespeople as we move out of the pandemic…

In our conversation, we discussed:

·      How Salespeople Need to be Using Social Media

·      Using your Downtime Effectively…

·      Becoming a Scientist with Your Performance…

·      Sales Management

PS - For all my insurance folks out there, I think you will like this one because Colleen started her sales career in the insurance industry!

On this episode, I had the pleasure of speaking with the CEO one of the most highly regarded sales training companies in the world.

Sandler Sales Training trains over 30,000 people every year in more than 30 countries with 250+ locations worldwide. They work with companies of all sizes and their clients include: Salesforce, AT&T, Oracle, Microsoft, and Bank of America.

Dave Mattson is the leader of this global organization.

Dave was born and raised in Connecticut and graduated from UConn. He worked for one of Sandler’s clients and love the training so much that he joined their team in 1988. Two years later he was named COO. In 2007, he was named the CEO and was responsible for growing international revenue by 145%.

He is the author of multiple best-selling sales books, including: Sandler Success Principles. Scaling Sales Success, and the Sandler Rules.

In our conversation, we discussed:

·      How to Make an Elevator Pitch…

·      Sales 101: Don’t Negotiate on Price…

·      What is the Sandler Sales Submarine?

·      What makes Sandler Sales Training different?

On this episode, I had the pleasure of speaking with one of the world's leading experts in sales, service, and customer experience.

He is the author of three Amazon and Wall Street Journal best-selling books: “The Challenger Sale”, “The Effortless Experience” and “The Challenger Customer”¬—and is a frequent contributor to Harvard Business Review.

"The Challenger Sale" is widely regarded as the greatest sales book of all time. In our conversation, he breaks down the major concepts in the book. He scientifically breaks down the ideal sales profile, strategy, and approach.

We also discussed:

·      The 5 Sales Personality Types…

·      Who a Challenger IS…

·      6 Steps to a Great Sales Pitch…

·      Sales Management Optimization…

If you want to master the most effective sale that has been studied, this podcast is for you.

PS - thought I should explain my black eye in this episode… wish I had a better story, but just happened to connect with an inadvertent knee during a Jiu Jitsu class