In this episode of The MVP Podcast, Mitch Gibson sits down with author, entrepreneur, and thought leader, Brandon Smith to discuss how the adversity he faced has pushed him down his pathway to success. It is important to know that we all face adversity, but the real question is, “Did that adversity make you stronger?”
We also discuss some sales tips and tactics young agents should be engaging in on a day-to-day circumstance!
Episode Highlights:
- Brandon shares some of the challenges that he had as a young baseball player. (4:38)
- Brandon shares how he determines his value and how that has motivated him in recent years to give back to the community. (6:56)
- Brandon believes that the majority of new agents quit the industry within 24 months because they don’t have the right training and tools, and they perceive their job as a producer as an ordinary job, not a profession. (11:09)
- Brandon believes that the most successful producers are those that are willing to admit that they don’t know everything and that they need to learn new skills. (14:44)
- Brandon explains that, even though he has the ability to educate, coach, speak, and invest, he is also a student who continues to read, learn, grow, and ask questions. (15:54)
- Brandon believes that we must prioritize people over programs, policies, procedures, premiums, and revenues. (24:36)
- Brandon explains that they have 14 touchpoints within the first 30 days of welcoming a new client. (28:32)
- Brandon shares that their Renewal Protection Plan is a series of emails that begin 90 days before renewal because they discovered that many no longer read their mail. (33:19)
- Brandon advises avoiding comparing your beginning to someone else’s middle because the insurance industry’s comparison game is unhealthy. (43:10)
- Brandon mentions that what motivates him is motivating, encouraging, and challenging others to be the best version of themselves. (43:53)
Key Quotes:
- “My value isn’t based on what I accomplish, or what I do. My value is based on my identity, and who I am. And so, that’s really kind of driven me in the last couple of years of investing in giving back to the community because truly it isn’t about massive community investing in our industry, into young agents, new producers. Because when the water rises, all the boats rise.” – Brandon Smith
- “When you have a relationship with someone, their heart follows. And when you have their heart, the wallet follows, and then the retention and the referrals, and the loyalty. And it’s so much easier to do business, conduct business, and have a business transaction with our friends, with the people we have a relationship with.” – Brandon Smith
- “What motivates me is to motivate, encourage, and challenge other people to be the best version of themselves to be the individual they recruited to be. And that’s because I’ve had people in my life motivate me, encouraged me, and challenged me to be the best version of myself.” – Brandon Smith
Resources Mentioned:
- Brandon Smith LinkedIn
- Glidewell
- Reach out to Mitch Gibson