ProducerFit graduate and Risk Advisor, Joe Vens, joins Brent Kelly for this episode of The Agent Leader podcast.

Joe drops great tips for younger (and experienced but still growing) insurance producers including:

- "People won't care how much you know, until they know how much you care."

- Having a niche separates you from 95% of your competition that identifies as more generalist type insurance agents.

- How you can create impact from sharing your value proposition in a different way.

- In negotiating, you're always in the best position when you're willing to walk away from an opportunity.

- If you're going to have external success with clients, you've got to have internal success with your team, that you're aligned and on the same page.

- "If you don't buy into a system and process, you are going to be everybody else. And if you're fine being everybody else, do that,"

- The best time to lose business is in the first meeting.

Joe's final words for any insurance producer or risk advisor?

"I would say, spend time and be intentional about, if you're starting out, what risks or what opportunities do you really enjoy spending time in?

Be intentional about where you want to spend your time, and then just make the decision to specialize in that space and commit to it.

Allow yourself during working/selling hours to have a focus around "where do I want to be? And how do I brand myself and market myself as somebody who is a specialist or an expert?"

Maybe that will take some time, but it is true if you are focused on it to outwardly be telling people, 'I have a focus in manufacturing, I have a focus in general contractor risk. I have a focus in retail,' whatever space that you enjoy being in, make a decision that you're going to have a focus in that space."

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