Age of Indiependence: CPR for your Agency Heartbeat

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 Advertisers: AI Mastermind- Sign up for AI Mastermind from December 20th to December 31st. Use the code LOYALLISTENER and get your first month for free. We Got Your Podcast