[2:37] Jim tells Heath about a book he’s currently reading
Building a StoryBrand by Donald Miller
We’re not the heroes of the customer’s story, we’re the Yodas
[3:44] Networking and relationships as key to success for Heath
Loving people and getting involved as a kid
Getting involved as one of the only company reps to serve on the board of directors
“It doesn’t matter how much technology you have. You still have to have human connection.” -Heath Shearon
[6:13] How do you still build relationships and network on remote platforms?
Attend Zoom parties and break rooms
One of Heath’s best friends that he’s never met in person
How this podcast has changed the game for Jim
[9:40] Heath’s opportunity to refer an agency to a friend because of virtual meetings and chats
Getting a care package for the referral
[11:00] Heath shares what IAOA does for agents
It’s owners of a different breed; owners like you!
“I always believed in collaboration and sharing information. I’ve never understood people with a scarcity mindset. Ridiculous.” -Heath Shearon
Comparing today to their fathers’ generation of agents
[14:20] Heath answers questions from LinkedIn
“How did you become known as ‘The Mayor?’”
Heath: Attending a conference in Missouri and being held a badge called “the mayor” because people were always looking for Heath
[17:50] “What Strategy around building relationships can you share with referral partners?”
Heath: “When you go into relationships with referral partners, you need to ask ‘What can I do to serve them?’ instead of the other way around.” -Heath Shearon
What the attitude of serving has done to create relationships for Heath
[20:45] “Now that you’re on the consultant side, how has your diverse experience shaped your conversations and advice?”
Understanding both sides of the coin
Using that to overcome objections
Filing rates to the state
His knowledge of auto rates and backup cams from a carrier perspective
Helping others to build a niche and be fully prepared for a meeting
[24:40] The power of playing to your strengths
Learning everything he could with a big carrier
Being very intentional about the niches that he learned under
[26:05] “Do you have any training tips for someone who is not comfortable with sales?”
Heath: Dissect the problem to the head
Is it about opening/closing doors or is it about an inability to sell the project?
Play your strengths
Be honest with the client/potential
[30:24] Is Heath actually in a spaceship right now?
[30:55] A piece of tech that Heath can’t live without
His cell phone
His LinkedIn app
[31:30] A book Heath recommends
Traction by Gino Wickman
Get a free audiobook courtesy of Jim on audibletrial.com/growbig
[34:05] One final piece of advice Heath leaves with listeners
“Never, ever, stop focusing on the relationship, serving, and looking for ways to impact people.” -Heath Shearon
[35:13] Soup or marshmallows?
Chicken noodle soup!
