[0:20] If you’re looking for ways to give first before you receive, go to agentsgrowthacademy.com/sales
[0:55] Jim introduces Sean Stewart
VP and Risk Management Advisor in commercial lines at Turner & Associates Insurance of Georgia
Serving on committees such as the IIAG
Chairman of The Georgia’s Young Agent Committee
Voted National Committee of the Year
Loving father and husband
[2:12] How Sean got into this business in the first place
Bouncing around schools and being forced to move south
Meeting his wife in college
Selling copiers and moving to Atlanta
Reaching back out to a friend’s insurance company
“It’s a rewarding career and it’s honorable, honest work to be an agent.” -Sean Stewart
[5:15] Taking the communication off of the product: Sean’s pivotal moment
Taking a long time to learn forms and claims
Getting out and talking to people and not wanting to be a “sales guy”
“If you can’t help customers grow outside of policy and premium, what good are you?” -Sean Stewart
Talk about their business and possible solutions instead of policies
[8:45] The “Jobs to be Done” strategy
A Harvard professor’s theory
People don’t buy products, they hire you to help make progress
What can I offer you that you didn’t know was there?
[9:50] The “Judicial Hellhole”
The tremendous legal climate change in Georgia
An annual publication by the Court Reform Association
Where do settlements and claims outpace damage in the country?
Negligent Entrustment
[13:02] Going on a roadshow with Chick-fil-A to update clients on new laws
Look for ways to mitigate the natural inflations of laws
Train employers to know what to expect
Position yourself as their outsourcing manager
[16:45] It’s all about giving first!
The Go-Givers Sell More by Bob Burg
People are skeptical; provide them value to let their guard down
“I hope I can create a meaningful relationship and say ‘Listen, we’re going to control what we can.’” -Sean Stewart
Cutting through the noise
“I think some people really confuse activity with productivity.” -Sean Stewart
There’s so much information available to you
Know 30 things before you approach the potential
[24:04] Resources available to agents for research
DOT
Check the website and their list of officers
Check their social platforms
An example of a time Sean bought potential band tickets
Look at an accounting study
Have job security with your client!
Be honest about what you can’t prepare against
[28:50] One piece of tech that Sean can’t live without
Road Trip Warrior
Notability
[33:00] A book Sean recommends
The 12 Monotasks by Thatcher Wine
Get a free book on Audible courtesy of Jim! (audibletrial.com/growbig)
Demand Side-Sales by Bob Moesta
Removing the word “busy” and accepting interrupting each other
[37:40] A time where Sean helped someone solve a problem
Searching for a Chambers of Commerce employee
Meeting a head CEO
Asking to use his internship with her
Mentioning workers comp and suddenly making a sale despite not getting the internship
Getting them roughly $150,000 in revenue back
[44:33] One final piece of advice for the audience
Teamwork makes the dream work!
“Be the egg”
The same boiling water that softens the potato hardens the egg. It’s not the circumstances, but what you’re made of
