[3:11] Jim and James open up their conversation with James’s tall height and deep voice
[5:27] James’s pivotal moment where he knew he needed to make a change
Everything in James's program is free!
Living in a world where everything is handed to you on a silver platter
The attraction of being an independent agent so you can do what you want
Decision fatigue is a real thing!
Intentionally taking one step at a time
[8:37] Hiring a financial CFO
Working through the process of documenting core processes along the way from the sales cycle to the client experience
Designating specific teams
“For the love! Do not try to do everything at once! Get your headspace figured out first.” -James Jenkins
[12:15] The many variables that go into your agency (including culture, operation, and more)!
Simply ask yourself: What do you want this to look like?
It’s hard to build your agency out if you don’t have a clear vision of what it should be
James’s example
[16:15] Don’t bring unfair expectations as an agent to the vendor
James’s comparison to a first date
“A lot of vendors want an open conversation about expectations and values. Bringing clear expectations to the picture is really important.” -James Jenkins
“Are we trying to be really good insurance agents or are we trying to be efficient and profitable business owners? Because those two are VERY different.” -James Jenkins
Know your audience!
Have clearly defined lanes
[20:12] Communicating the lines at the beginning of the process
James’s comparison to marrying someone at the altar
Set expectations so that employees and clients know what to expect
Why James prefers a no over silence
[25:00] The Five Assumptions
The two sets of values
The external and internal core values
“Your core team members really are your VIP clients.” -James Jenkins
[27:34] A piece of tech that James can’t live without
AMS, the website, and the CRMs are the non-negotiables
[30:04] One book that James recommends
The Bible
Sales EQ by Jeb Blount
Never Split the Difference by Chris Voss
Try a free Audible book courtesy of Jim! at audibletrial.com/growbig
[32:27] A time James has used storytelling to effectively sell
The conversation James begins
“Stories are woven through the fabric; everything we do is story-based if we do it correctly.” -James Jenkins
Building a StoryBrand by Donald Miller
Stop trying to be the hero
[35:00] A daily habit that made James successful
Activity blocking
“Time is water. It slips through your fingers so fast if you’re not being intentional with it.” -James Jenkins
[38:20] One final piece of advice for James’s listeners
Whatever you’re doing, just be really intentional. Life goes by so fast!
Take off the work hat
Be fully engaged and present with whatever you’re doing
[40:25] Soup or Marshmallows?
Soup!
