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Age of Indiependence

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Previous captive agent Katlyn Eggar and her indie rockstar guests help you crack the code to high volume new business growth. You can compete in the modern market without losing the heart and soul of your agency. Tune in to give your entrepreneurial spirit an extra boost and find that sometimes, the grass really is greener!

Hosted By

Hosted By

Katlyn Eggar

In this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Brandon Smith, the Managing Partner at Glidewell Investments & Insurance Group. Brandon talks about how to build better relationships with clients, his goals, and the benefits of the Producer Development Program.

Episode Highlights:

  • Katlyn introduces Brandon Smith. (1:09)
  • Brandon shares that their agency started as an independent life insurance agency 40 years ago and he’s been in the insurance industry for 17 years. (3:59)
  • Brandon shares that he used his background in communications and marketing to help him grow his knowledge in the industry. (5:32)
  • Brandon mentions that he’s responsible for the profitability of the agency, the systems, and strategies and the marketing and high-level thinking. (5:58)
  • Brandon shares that since COVID, they’ve found different ways of doing business, they have shifted their business model to working remotely, and 50% of their employees will not be working in the office permanently. (7:16)
  • Brandon mentions that they also have a department that ensures churches and nonprofits, and they have insured 1,000 churches in the state of Montana. (8:38)
  • Brandon mentions that their heartbeat is their people and the importance of helping them in the financial crisis that they’re facing. (13:58)
  • Brandon shares that the work that they’re currently doing is lowering their revenues and compensation, and trying to retain a client who is purely shopping based on price. But if they sell on price, they’re going to lose them on price. (22:42)
  • Brandon thinks that closing a deal has become more challenging with remote work due to the lack of building a relationship with the client. (29:48)
  • Brandon mentions that the most significant part of sales is the transition from the proposal to the close. (31:05)
  • Brandon shares that his passion is to challenge people and producers in the insurance industry, whether it’s a vendor, carrier, or agent to be the best version of themselves, to encourage them to keep doing what they’re doing, and focus on what really matters. (39:23)
  • Brandon shares how the Producer Development Program started and what it’s all about. (43:39)

Key Quotes:

  • “Our mission, our goal is to end the financial crisis in families. We are seeing a financial crisis across this country, and our goal is never to sell another policy. Our goal is to have a conversation with people and to love them through finances, and provide solutions approaching with empathy.” – Brandon Smith

Resources Mentioned:

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