How Do You Produce?

Steve is principal of Pacific Diversified. In this episode we talk about the bump method generating referrals and how do you move up the food chain!?

Keith Dudum produced millions of new commission last year and is on track to doing even more this year. He's a legend and never asks for business. So how does he do it?

Dudum Financial:
https://www.dudumfinancial.com/

Tom has been raised to cross sell from birth! In the show we cover selecting and introducing other vendors into a relationship and what to do when that goes wrong! 

I got together with Gordon Daniels of Land Services, part of our newly formed Acrisure Real Estate Services vertical at Acrisure. 
What matters in selling title insurance? Customer service, relationships, reputation. I could barely tell we were talking about Title insurance for much of this conversation. We each corrected the other on misconceptions of P&C vs Title. 
A great conversation!

Marc's wife had an interesting idea once for how Marc might produce business within the Acrisure network. It worked.
To win you have to be adaptable and try things!

Terrence sells supplemental disability programs. 

Janice is an 'opener' and calls businesses. She's done it all, though, retired as a producer and manager of other openers and now does this by choice!? When I heard this I was amazed and had to learn more!

In this conversation we start off talking about two books that influenced Bob in his career: Atomic Habits by James Clear and Grit by Angela Duckworth. To me grit captures an important essence to great production. Bob describes some of his specific habits.. no lunch until he makes his calls!
We also talk about how "you have to put the customer's needs before your own commission"

PCS runs an outsourced lead gen business for benefits insurance. 
On the client sales side they do self-funded plans and have been marketing these to cold leads for many years. 
This cold lead service has been so successful they've white labeled it and sold it to other agencies. 

A quote from their first customer: "you have a faucet you can turn on and get leads, other people don't. Sell it to me"

This is an organic growth machine!