OUTdrive

In today's marketplace, it pays to specialize. Customers aren't as much looking for generalists; they want specialists to fit their needs, especially when it comes to insurance, retirement and benefits packages. In this episode of OUTdrive, Cliff sits down with Brendan Hurley, who has found his stride in the insurance industry by asking the right questions and immersing himself in the community. But, according to Brendan, the real key to landing prospective clients comes down to perseverance and grit.

Brendan is in his sixth year as a consultant at Assured Partners, specializing in employee benefits and retirement for commercial businesses. While working toward a specialization, he has also found a niche working with architectural and engineering clients. Along with several years of sales experience, Brendan has a genuine passion to help people find the best solutions for their business and employees. Originally from Sedalia, Brendan graduated from the University of Missouri with a bachelor's in Mass Communications. After weighing his post-graduate options, Brendan saw a window of opportunity during a national insurance company acquisition and never looked back.

Tune into this episode of OUTdrive to hear Brendan and Cliff discuss client relations, industry specialization, and business success.

What you'll learn:

• What it takes to be successful in the insurance business
• The trend of specialization across all industries and details behind Brendan's niche in the insurance market
• Brendan and Cliff's shared approach to connecting with prospects; recognizing when your business is a good fit for a client, and when it's not
• New legislation that Brendan feels has a positive impact on retirement benefits and the potential it has to help serve clients
• How Brendan ended up in insurance and why he decided to stay in Central Missouri after college
• How AssuredPartners markets their services and the process of getting in front of potential clients
• The history of Assured Partners in Sedalia and how multiple firms came together to create what exists today

It used to be that you had to move to New York or Los Angeles to pursue a career in a forward-thinking industry. In 2021, that's no longer the case, as innovation is happening all across the Midwest. In this episode of OUTdrive, Cliff visits with long-time acquaintance Jason Robertson, who has spent nearly 25 years in business development and currently works in the design and construction industry. His success in sales and marketing was founded right here, in the rural America we know and love.

Jason is the Vice President of Food and Beverage at CRB, an engineering, architecture, construction and consulting firm. CRB specializes in building solutions for innovative products and facilities in the life science industry and has been integral in project development for vaccines and plant-based foods. Jason possesses 23 years of accomplished experience in executive sales and marketing leadership roles. He earned his bachelor's degree in Business Administration from Northwestern College in Iowa and currently lives in Kansas City.

Tune in to hear Jason's insight on how the life science and biotech industry has been transformed through the pandemic, and in turn, how that affects consumers. Jason also shares his advice on advertising formats, trade shows, and creating engaging content.

What you'll learn:

• Sales strategies that are generating a solid ROI
• Marketing insights and trends Jason sees in the marketplace, specifically when it comes to running ads
• Insight into the innovative initiatives CRB is working on, from their hand in developing the COVID vaccine to producing food with alternative proteins.
• The market research and strategic processes Jason uses in his day to day role.
• Jason's post-pandemic forecast of industry trade shows and conventions.
• Jason's perspective on rural America and his thoughts on the opportunity for innovation in the Midwest.
• The communication and relationship-building skills young professionals should be refining in the current job market

The idea of fundraising has often been reduced to door-to-door sales of cookies and coupon books. But for non-profit organizations, raising funds is crucial to providing community services and requires gifts larger than the cost of a popcorn tin. In this episode of OUTdrive, Cliff sits down with Karin Cox, an expert in the field of fundraising. Karin outlines what it takes to run a successful gift campaign and explains how her job is less about asking for money and more about expressing a need.

Karin is the president and co-founder of Hartsook, a fundraising organization that helps nonprofits "unleash the power of philanthropy" through creative counsel. She specializes in drawing out the fundraising potential of companies and has helped Hartsook clients raise hundreds of millions of dollars through customized, research-based guidance. As an established author and entrepreneur with a background in non-profit work, Karin's professional portfolio includes notable organizations, such as, Ohio State University, American Red Cross, and Boy Scouts of America. Originally from Texas, Karin attended Wichita State University in Kansas, earning an MFA in Creative Writing.

Though Hartsook's reach extends to international borders, the integrity of the company was built around Karin's rural American values. Tune in to this episode to gain insight and perspective from a passionate industry leader.

What you'll learn:

• How Karin starting working in fundraising and a look into her background in non-profits
• The details behind how Karin co-founded her company, Hartsook, and insight into the organization's core values and successful business growth
• What makes a good fundraising campaign, with an emphasis on harnessing the power of new virtual trends and remaining authentic.
• How relationships with a client work and the trust required for a business or organization to run a major gift campaign
• The importance, and freedom, of recognizing that your business may not be for everyone and turning your focus to those who see the value in your work.
• Karin's experience of writing her book and advice for someone wanting to write a book
• Hartsook's philosophy on the power of philanthropy and having the appropriate approach to fundraising

"Business is not about business, it's about people." Those who have stayed loyal to a company based on their customer service know this to be true. In this episode of OUTdrive, Cliff reconnects with an old friend and former business partner Bob Wolf to discuss building trusting relationships. Raised in an entrepreneurial environment, Bob developed a strong worth ethic, a respect for independence, and a passion for serving people that shaped the way he did business.

Bob is a successful business owner, salesman, and manager in the construction and development business. Born and raised in Cleveland, Ohio, he attended Iowa State's College of Business. He made his way to Missouri after accepting a job with Butler Manufacturing in Kansas City. Bob then ventured out in business with his partner Tom Davis, putting together several construction companies over the years to create Septagon Construction Company in Sedalia. After 30 years with Septagon, Bob moved back to the Kansas City area to help create another construction conglomerate and, nearly 20 years later, he is still involved in the business today.

Tune in to this episode to hear words of wisdom from someone with almost 50 years of business experience. You'll learn all about building successful relationships and hear several of Bob's "Wolfisms," phrases that he often used with associates, friends and family.

What you'll learn:

• Bob reflects on his childhood and growing up in a time where children were to be seen and not heard.
• What led Bob to the construction business, and details from his first big step to join Butler Manufacturing in Kansas City to pursuing industry entrepreneurship in Sedalia.
• Developing the entrepreneurial mindset, which includes taking responsibility for failures and successes.
• Bob describes his style of interacting with customers and defines what business is really about.
• The pros and cons of using technology to connect with customers versus face-to-face interactions.
• Bob's perspective on rural America and the overriding characteristic of loyalty
• The advice Bob instills on his grandchildren and his response to excuses

As America moves toward a post-pandemic world, hybrid workplaces, Zoom meetings, and social selling are here to stay. Whether you have embraced the transition to a more digital mindset or not, your customers have, and your brand needs to meet them where they are. For this episode of OUTdrive, Cliff sits down with Randy Herbertson, an agency owner and an established thought leader in digital and innovative marketing.

Randy is a recognized brand strategist and creative director with over 25 years experience in marketing and innovation. He is also a business entrepreneur and founder of The Visual Brand (TVB), a marketing agency operating in Westport, Connecticut that specializes in new products, concepts, and services for existing companies. His team's impressive portfolio includes collaborations with brands like Benjamin Moore, Smirnoff, Volvo, and many others. Prior to creating TVB, Randy filled roles as a corporate facilitator, consumer insight specialist, and creative strategist. Originally from Ann Arbor, Michigan, Randy earned a degree in marketing and international business at the University of Colorado (at Boulder). Outside of work, Randy is an active member of the community, serving on a number of boards and as an adjunct professor at Quinnipiac University.

With a background in client, agency, media and digital realms, Randy brings perspective from a diverse range of companies and industries to this episode of OUTdrive. Cliff and Randy tackle topics from fine tuning brand insights to preventing burnout in this 24/7 virtual society.

What you'll learn:

• Understanding the difference between insights and conclusions, and why it's crucial to the branding process.
• An in-depth look at the digital revolution, from how advancements in technology pushed innovative ideas to using outsourcing to your advantage to the challenges of navigating the virtual elements of business.
• Randy's speciality in the "non-iterative" and what he loves about being an independent agency owner.
• Examples of clients who navigated the COVID-19 pandemic to their industry advantage.
• The pros and cons of working on a tight deadline versus having an endless timeline that can hinder momentum.
• Details behind the structure of The Visual Brand (Randy's agency), employing people of diverse talents, and investing in what Randy calls "people development"
• Randy's "life hacks" for managing a true work-life balance, specifically for business owners and entrepreneurs.
• How Randy got started in marketing and his path to entrepreneurship.
• How Randy got started in marketing and his path to entrepreneurship.

From a young age, we are taught that there are "no limits" to what we can accomplish. For individuals with disabilities, that mantra would be difficult to believe, much less accomplish, without the proper resources from Center for Human Services. CHS provides exceptional services and support for nearly 5,000 individuals with intellectual and developmental disabilities across 39 Missouri countries. In this episode of OUTdrive, Cliff sits down with the Center's CEO, David Kramer, and discusses how his team continues to encourage each individual they serve to live "Life Without Limitations."

Following a nationwide search earlier this year, David was named CEO of the Center for Human Services, headquartered in Sedalia. David previously served as the Chief Operating Officer at Emmaus Homes in St. Louis. Prior to that, he was a director for Life Skills, an Easter Seals affiliate in Missouri. David began his career as a direct care worker at a Department of Mental Health state facility. David received a degree in psychology from St. Louis University and went on to earn his MBA from Washington University in St. Louis.

The founding mission of CHS in 1955 centered around the establishment of programs and services that change the way the community defines and views people with disabilities. While the mission hasn't changed, the need has grown exponentially. Tune into this episode of OUTdrive to learn more about how you can support the CHS services in your community.

What you'll learn:

• The mission of Center for Human Services and the resources available across 39 counties in Missouri
• How to contact, connect with, and donate to the Center for Human Services
• An in-depth look at David's path to becoming CEO of Center for Human Services and how his responsibilities have shifted from his direct care background
• How David's background led him to working with individuals with disabilities
• David's explanation of the ongoing struggle to balance resources and the unmet needs at CHS and organizations like it
• David explains his current role as CEO and the transition from working directly with individuals to the administration side of CHS.
• Current innovation and industry trends that assist in the services that CHS provides.
• The steps David and his team are taking to help increase awareness of CHS and marketing their mission in Missouri.

The State Fair is an annual celebration of Missouri agriculture and related industries. Within that celebration, there is an ongoing mission to foster success in future farmers and industry leaders. One of the organizations that provides support for that mission is the Missouri State Fair Foundation. For this episode, Cliff Callis sits down with executive director Wendy Loges to learn about some of the youth events, programs, and advancements the Foundation organizes during the 11-day fair.

The Missouri State Fair Foundation is a charitable non-profit, member-based organization that supports the Missouri State Fair in resource development and cultivating the future of agriculture through preservation, education, and improvements to the fairgrounds. As the Executive Director, Wendy is one of two full-time individuals that make up the Foundation staff and is part of a 9-member executive board. A majority of the foundation events and programs are made possible by hundreds of volunteers and membership partners.

Tune in to this episode of OUTdrive to continue the "Live from the Fair" series, and find out why the Foundation is so much more than just the organization that sells water at the fair - it's crucial to the future success of the Missouri State Fair and Missouri agriculture.

What you'll learn:

• The role of the Missouri State Fair Foundation and its mission, "Cultivating the Future of Agriculture"
• The tiers of Missouri State Fair Foundation membership and information on how to join
• Wendy's responsibilities as the executive director of the foundation during the fair and the rest of the year
• Examples of fair events and programs the foundation supports, including Read to Win, First-time Exhibitor Grants, No Limits Pig Show, Battle of the Barns, and others.
• Wendy's favorite moments from the 2021 fair and past years
• A recap of the Missouri Bicentennial Ice Cream Social event
• Why the foundation is crucial to the success of the Missouri State Fair and the future of Missouri agriculture
• The major connection Hall of Famer Satchel Paige had to the 2021 fair

When it comes to firearms, accuracy is everything, and to hit your target many times, you'll want a good set of optics. The same can be said about business. To reach a consumer, you need a marketing team with sights accurately set on your target audience. In this episode of OUTdrive, Cliff sits down with global marketing executive Chuck Wahr to find out what strategies companies, big and small, can use to hit their mark..

Chuck is formerly the Global Vice President of Sales and Marketing at Trijicon, a manufacturer of optics for firearms. Chuck's successful career also includes past leadership roles in several well known consumer brand companies including Black & Decker/Dewalt, Newell-Rubbermaid & Overhead Door. Wahr earned his MBA from Rensselaer Polytechnic Institute and graduated with a Bachelor of Science degree from the University of Oregon. Additionally, Chuck proudly served in the US Army Infantry Division from 1987 to 1991 and completed his career as a Staff Sergeant following Operation Desert Storm. We thank him for his service. As a native American growing up in Western Michigan, Chuck became an avid hunter, trapper and fisherman, and is still a passionate outdoorsman today.

Tune in to this episode of OUTdrive to get powerful perspective from an expert in the marketing field. Chuck talks Cliff through some of his past initiatives and his insight on trends he is noticing in the industry today.

What you'll learn:

• The difference in marketing management, tactics, and resources between large organizations and smaller companies.

• What businesses are looking for in a marketing partner and how to fulfill that role.
• Chuck's business and life lessons from a career in marketing, including the importance of branding yourself.
• Trends Chuck is seeing in the marketing world in the midst of his current job search.
• Perspective on how marketers should be "change agents" for their business partners.
• Effective marketing tools in the industry and insight on the use of content marketing.
• An overview of Chuck's current lifestyle in Muskegon, Michigan and his views of rural America through a marketing lens.

Though many Missourians are surrounded by agriculture everyday, the State Fair is the only time of year that goods from the whole state are together in one place. From pears to pork, hundreds of fresh and nutritious products are grown by the men and women of Missouri agriculture. As the Division Director of Business Development at the Department of Agriculture, Davin Althoff and his team take advantage of the 11-day fair to promote state vendors and support their businesses.

Davin grew up on a diversified farming operation that founded his passion for agriculture and set his career path in motion at an early age. Before entering the Division Director role at the Department of Agriculture in 2017, he held positions at the Missouri Department of Economic Development and the Missouri Beef Industry Council. Davin also owns and operates his family farm in California, Missouri with his wife and four children.

Tune in to this episode of OUTdrive, the fourth installment of the "Live From the Fair" series, as Cliff Callis sits down with Davin to discuss his team's responsibilities during Missouri's largest agricultural expo. Whether it's supporting state vendors in the Missouri Grown Market or educating the youth through AgVenture, the Department of Agriculture's presence goes beyond the walls of the Agricultural Building at the fair.

What you'll learn:

• Details behind the Department of Agriculture's events in the agricultural building on the fairgrounds, from the Missouri Grown Market to AgVenture education.
• How the Missouri Grown program promotes all Missouri value-added products, from rural farmers to small business owners in urban areas.
• How Davin's farm upbringing led him to a career in agriculture.
• A look into Davin's typical day at the fair and the many hats he wears as division director, farmer, and father.
• Insight on the Bicentennial theme and its ties to the longstanding history of showcasing Missouri agriculture at the fair.
• Marketing trends from the 2021 State Fair and the power of storytelling.
• Davin's thoughts looking ahead to the 2022 fair and growing the attraction to the Missouri Grown market.

The Missouri State Fair offers numerous opportunities to learn about the agricultural industry in Missouri, including the state's well-established wine industry. In this episode of the "Live from the Fair" series, I sit down with Jim Anderson, Executive Director of the Missouri Wine and Grape Board.

Jim has been in his current role for over twenty five years and oversees the day-to-day operations for the Board. Since joining, he has played an integral role in the growth and success of the Missouri wine industry. The Missouri State Fair offers the opportunities to contribute to this success through education, wine tastings, one-on-one classes and more.

Join us for this episode of OUTdrive as we talk about the role wine plays in Missouri agriculture and tourism. We also discuss what's ahead for 2022 and ways Missouri locals and visitors can experience all the state has to offer.

What you'll learn:

• New experiences and educational opportunities that the Missouri State Fair provides for wine lovers and amateurs alike
• Partnerships and how the Missouri Wine and Group Board partners with other industries and educational institutions to improve the Missouri wine industry
• The important role the wine industry plays in Missouri and how it drives economic and tourism growth
• The unique history of Missouri wine and how it has grown to what it is today
• Jim's favorite aspects of the fair, including the opportunities to educate others and build friendships along the way
• Partnerships between the Missouri Wine Tent and other fair vendors that provide a unique experience for fairgoers
• An inside look at what Missouri Wine Country has to offer for visitors, from day trips to extended weekends
• How wineries across the state are adapting and overcoming the effects of COVID-19