On this episode of The Inside BS Show, Dave Lorenzo interviews commercial insurance specialist Jonathan Mayotte of Thornton Powell. Jonathan shares how he transitioned from a radio career to insurance, and how he’s successfully grown his book of business in a crowded industry. He discusses the power of relationship-building, standing out by asking the right questions, and using local community involvement (like chambers of commerce) to build long-term business connections. The episode is packed with insights for professionals looking to differentiate themselves, start from scratch, and build valuable networks.
What You’ll Discover Today:
- How Jonathan transitioned from radio to commercial insurance
- Why being yourself is your best sales strategy
- The role of community involvement in business development
- How to uncover insurance gaps and win over prospects
- Why building a network is a long-term game
- How to avoid “desperation breath” in sales
- Ways to start meaningful conversations with business owners
Key Topics Discussed:
- Leveraging chambers of commerce and networking groups like BNI and ProVisors
- How to approach cold outreach with valuable information
- Using workers comp expiration data for strategic outreach
- The importance of educating clients on cyber liability
- Balancing client service and new business development
- Jonathan’s ideal clients: restaurants/bars, professional services, and trade contractors
- The industries that are more challenging, like long-haul trucking
- His top three lessons: be patient with networking, celebrate small wins, and don’t be afraid to fail
Call to Action:
Want to grow your business like a pro? Start by downloading your free business development plan at RevenueRoadmapGuide.com. Want to speak to Jonathan? Call him directly at (217) 649-4714.
