The Preeminent Producer Podcast
Discover how to become a Preeminent Producer in the commercial insurance industry with The Preeminent Producer Podcast! Join the Preeminent Coaches as they dive deep into the world of commercial insurance and discuss the strategies and tactics needed to stand out from the competition and grow a successful book of business. From marketing tips, prospecting, commercial insurance producer sales training and so much more. You’ll get the knowledge and insights needed to build a lasting and fulfilling career in the commercial insurance world. You will learn how to get unstuck and earn a game changing increase in income.Tune in now for the latest episode of The Preeminent Producer Podcast!
The Preeminent Producer Podcast
Commercial Insurance Success: Creating A Prosperous Sales Pipeline - Part 1
Can you imagine possessing the power to walk away from less-than-ideal prospects, secure in the knowledge that your pipeline is stocked with qualified leads? Hold on tight as we embark on a journey to transform you into a preeminent commercial insurance producer. We kick-start this two-part series by dissecting the concept of 'preeminence' in the insurance industry. Drawing parallels to sports greats like Peyton Manning, we underscore the importance of mastering the basics and constantly honing your skills.
....
Are you a commercial insurance producer struggling to stand out from the competition? Do you find it challenging to grow your book of business and create a fulfilling career?
Then welcome to The Preeminent Producer Podcast! Each week, we'll be tackling important topics, sharing proven strategies and insights from successful producers that are in the trenches and have traveled the journey to becoming a Preeminent Producer.
You'll discover what it really takes to become Preeminent & build your book of business, in a way that isn’t being taught anywhere else. Our hosts are experts in the field and have built thriving businesses by becoming the most trusted adviser to their clients. Welcome to your journey to becoming a Preeminent Producer.
Let’s dive in!
Ready To Grow Your Book Of Business?
For More Information go to:
https://www.thepreeminentproducer.com/
Hello everybody and welcome to another episode of the Preeminent Producer Podcast. Today is a part one of a two part series on the topic of the importance of having a pipeline. Without a pipeline, your revenue is in trouble. So let's dive in.
Speaker 2:Are you a commercial insurance producer struggling to stand out from the competition? Do you find it challenging to grow your book of business and create a fulfilling career? If so, then welcome to the Preeminent Producer Podcast. Each week, we'll be tackling important topics, sharing proven strategies and insights from successful producers that are in the trenches and have traveled the journey to becoming a Preeminent Producer. You'll discover what it really takes to become preeminent and build your book of business in a way that isn't being taught anywhere else. Our hosts are experts in the field and have built thriving businesses by becoming the most trusted advisor to their clients. Welcome to your journey to becoming a Preeminent Producer. Let's dive in.
Speaker 3:The Preeminent Producer is something I've been thinking about and I guess what is preeminent? I guess we would, we'd always start with that. Preeminent to me is simply the best and had an example when I was thinking about what is preeminent, why is preeminent important? And we chatted about this the other day amongst us and I came up with the idea of what if I go? Or what if you go to the doctor and then put your annual physical and the doctor says, okay, we're going to draw some blood and do the normal things that we do and we're going to just run some tests and you, okay, doc, that sounds great. And two days later your doctor calls you up and says hey, rick, you need to come in and see us because we've found some takes here we need to talk about. And those things that we need to talk about are pretty serious and they're way beyond my scope as a general practitioner. I need to send you to somebody and there's somebody here where we are in Tucson, arizona, who does a lot of this work and I think it's. I think it's something you need to get to right away and it's fairly serious. Or in Scottsdale, there is the Mayo Clinic and there's a preeminent doctor up there who specializes in this. Where do you want to go, rick? Well, we all know where Rick wants to go. Since I'm a hypochondriac. Anyway, I want to go to the preeminent person that does this. So preeminent is best in their field, and they become best in their field by working very hard and very diligently.
Speaker 3:So what I'm going to go over today are 12 things that not only do preeminent producers do, but probably you do as well, and these are things that won't be new to most of you. I've worked with a lot of coaches over my long insurance career and what I've come away with is there's very little new in coaching. There's very. You're not going to hear anything today. Probably that lightning will go off and it will change your world, but what you're going to hear is a high overview of things that we will be talking about as we do coaching. Each one of these 12, we could easily spend an hour on, but, and we will as the course develops. But what you're going to get today is a pretty high overview of those 12 things that all of us producers do, but preeminent producers master these skills or these things that they need to do. So yesterday I was sitting around watching a YouTube video on Peyton Manning quarterback.
Speaker 3:Peyton Manning Probably all of you guys know who he is and what struck me about what this was about was Peyton continues until he retired to go back and work with a coach every year at Duke University, which I've never really known as a football prowess they become more, more, more known lately but he works with a coach there that he has worked with for a long time. You work with that coach in college and then in the pros. Hayden goes back every year and spends a tremendous amount of time, and I thought it would be on new plays, new offenses, new defenses that he would have to contend with. And the answer is absolutely no. He goes back and works on the basic fundamentals of being a quarterback Footwork, planting your back foot, throwing off your front foot, how his shoulders are, the release of the ball. That's all he does. So he's working on the very basic skills so he can master those skills. That's the difference between a quarterback and the National Football League and a preeminent quarterback and the National Football League, and that's going to be the difference between a preeminent producer in the insurance industry and a regular producer.
Speaker 3:So let's kind of get going. There are 12 things that we want to talk about. Number one is pipeline. If you've ever heard me talk before, pipeline is the number one thing that every producer needs to have. Pipeline will cure bad breath. It'll cure, you know, poor posture, bad marriages and a poor bank account. Number three it probably doesn't do, but it definitely will do a bad bank account. But a pipeline is more than just a bunch of names on a piece of paper and a preeminent producer has names written down, sometimes written down in pencil or paper, probably on an Excel spreadsheet.
Speaker 3:It's a dynamic list and the people on that list are on that for a specific reason. They've, they know those people and the idea of a prospect on a list is a prospect to someone who you know them, they know you and they know what you do. That's a prospect, and the people on your list need to be highly qualified prospects. In other words, you've established for yourself what your best prospect looks like. They're located in your city. You have a relationship with the principal. They are in an industry that you have a good market for. They are well respected in your industry as people and you want to do business with. So it's and you know a great deal about them. You've done a great deal of research on this company. You would never go in and ask anybody in an interview what do you tell me about your company? Because you know what. You know everything you need to know about that company. So these are highly qualified prospects that are in front of you. You also have suspects. Suspects are people who you know but they don't know you yet, and that's a great list to have as well.
Speaker 3:And then you have your moonshots or your wish list, which I think is a great fun thing to have. Preeminent producers will have a wish list. They'll have two or three names that are really a stretch. They're really out there. They have no idea how they're gonna contact these people and they have no idea the best way to get in front of them, but by golly they're gonna work on it for the next month, six months, two years.
Speaker 3:It's a wish list. There's nothing better than and your prospect list is really gonna be a dynamic piece of information for you. You're gonna add names to it as you meet new people, as you develop new relationships. You're gonna delete people from it. The very best deletion from it is you can take your pen and cross out a name because they've become a client, they're no longer a prospect, and then you're gonna also go through and you're gonna eliminate people you don't wanna do business with. As you've done your research, you've found out that this is somebody that really does not fit your client profile, so that's something that's very important too. So remember, we don't have to do business with jerks and we wanna make sure that we build our stable of clients with people that we wanna do business with.
Speaker 4:Fair enough Questions. It's Matt. Can I interject really quick? Please do, matt, because something you said in that Las Vegas conference that really stuck with me is one of the powers of having built that pipeline is it gives you I think you might have called it walk away power. That's it You're not worried about. Oh boy, if I walk away from this lousy prospect, then I don't have anything else to work on. Exactly yeah.
Speaker 3:Exactly. You know, I'm glad you brought that up. It's walk away power gives you the ability to. When you get into somebody's office and they say they slide the spec sheet across the table too and said quote in our insurance. And you say, well, wait a minute, I wanna talk to you about your insurance. No, this is what we do. We quote it, you can slide it back. Walk away power gives you the ability to walk away. So without a pipeline that gives you more opportunity than time, you don't have walk away power. So that's the most important thing we have. As a producer, our biggest diminishing asset is time. I mean, that's the one thing that we need to control. So pipeline is critically important.
Speaker 1:All right, guys, I hope you enjoyed part one in this two part series. Next week we are gonna be diving in to more tools and strategies of the pipeline and how to grow that pipeline. To make sure you don't miss that episode If you have not already, be sure to subscribe to this podcast so you never miss a future episode, and if you enjoyed this one, I would greatly appreciate you taking a moment to like, subscribe, leave a review. All that good stuff Helps us know how to better serve you in future podcasts. Until next time, guys, we'll see you in the next episode of the Preeminent Producer Podcast.
Speaker 2:Thanks so much for joining us on this episode of the Preeminent Producer Podcast and we'll catch you in the next episode of the Preeminent Producer Podcast.