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:
Agency Intelligence
Reach out to Katlyn Eggar
Brandon Smith LinkedIn
Glidewell Investments & Insurance Group
Producer Development Program
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