In this episode of Power to Sell, NDSU students interview Ryan Watkins, the CEO of the upper Midwest region for Marsh McLennan Agency. Watkins shares his professional journey, which began with high-volume cold calling and transitioned into a successful career in the insurance industry. He reflects on his rise through various leadership roles, eventually overseeing a half-billion-dollar business with 1,600 colleagues.
The conversation delves into Watkins' core philosophies, highlighting the importance of intellectual curiosity, reliability, and a servant leadership mindset, where he views his primary role as serving his team rather than being served by them. Watkins emphasizes that work ethic and grit are the primary differentiators of top-performing advisors, famously citing his father’s advice that "indecisive squirrels get smooshed" to encourage decisive action.
Beyond leadership, Watkins addresses modern industry shifts, including the growing role of AI in automating data-heavy tasks like contract review. He also offers practical sales advice, focusing on maintaining a "high say-to-do ratio" to establish trust and moving from a vendor status to a true business partner. Finally, Watkins provides a personal glimpse into his life as an avid bow hunter and offers final encouragement to college seniors to "go all in" as they enter the workforce.
