logo
episode-header-image
Jan 2025
1h 26m

Embrace The Fear & Bet On Yourself, Nich...

Wes Schaeffer
About this episode

In this conversation, Nichole Lucas and I discuss Nichole's transition from residential to commercial insurance, her experiences as a broker, and the importance of networking and marketing strategies in the insurance industry.

Nichole shares her unique approaches to marketing and building relationships, emphasizing the value of trust and respect in business.

We discuss effective strategies for building trust with prospects, targeting the right clients, and innovative marketing techniques with an emphasis on the importance of networking, especially through personal connections and events, and share creative ideas for standing out in a competitive market.

The discussion also covers maximizing opportunities at trade shows and the significance of follow-up in sales.

00:00 Introduction and Background
03:02 Transitioning to Commercial Insurance
05:54 Navigating the Broker Landscape
09:07 Effective Networking Strategies
12:05 Unique Marketing Approaches
15:00 Understanding Insurance Discounts
17:53 The Role of HOAs in Insurance
21:03 Building Trust Through Education
29:53 Building Trust with Prospects
35:05 Targeting and Networking Strategies
41:45 Innovative Marketing Techniques
52:33 Maximizing Trade Show Opportunities

  • 23 years in insurance.
  • Went out on her own into commercial insurance as a broker three years ago after a headhunter reached out.
  • Good agents earn broker credits to pass on to their clients.
  • Carriers also give credits for longevity, so review your policies regularly.
  • Hired two part-time people to help with business development, and one was for maintaining the back office.
  • Lead with education to ideal prospects.
  • Help your customers help their customers.
  • Take prospects golfing!
  • Do 3D mailing for direct mail.

"Go for no. That's my thing.”

  • Get a good list.
  • The coolest thing she has seen in 23 years of sales...a vendor at a tradeshow had a magician at their booth.


GUEST INFO:


Sales Growth Tools

Up next
Jul 5
Entrepreneurship // Donny Hackett Shares How To Launch Your SaaS Side Hustle...and Keep Salespeople Honest on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®
Donny Hackett is the founder of VeriDeal.He is launching this with a friend/partner because when he got laid off from AWS, he found his job efforts thwarted by other sales reps who had no problem lying about their accomplishments.So he created a new SaaS platform for sales reps t ... Show More
46m 59s
Jun 17
Persuasion Training // The 10 Commandments of Sales With Dr. Persuasion on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®
Dr Persuasion, Yaniv Zaid, joins me on episode 720 of The Sales Podcast to discuss his book, "The 21st Century Sales Bible: Mastering The 10 Commandments of Marketing, Negotiation, & Persuasion."00:00 Introduction to Dr. Yanniv Zaid02:59 The Journey from Air Force to Sales Traini ... Show More
1h 7m
Jun 12
Entrepreneurial Advice // Walked away from the 150-person company he founded to be an entrepreneur // Mike Pritchett shares how to win on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®
#12WeeksToPeak #PersonalDevelopment #SelfImprovement #GrowthMindset #LifeLessons Show notes:https://wesschaeffer.com/blog/mike-pritchettGuest Site: https://www.buzztrail.ai/Guest LinkedIn: https://www.linkedin.com/in/mike-pritchett/Company LinkedIn: https://www.linkedin.com/compa ... Show More
58m 13s
Recommended Episodes
Jul 2024
Codie Sanchez’ Strategies For Creating Business Growth
Codie Sanchez, a powerhouse influencer and expert in the world of business acquisition & growth for the everyday entrepreneur. Codie went from her unique background in traditional finance roles to becoming a prominent online figure who teaches people how to buy businesses like la ... Show More
1h 1m
May 2024
Why Face-to-Face Wins in 2024: Strategies for Door-to-Door Life Insurance Sales
Welcome back to the Life Insurance Academy Podcast! 🎧 In this episode, we're shaking things up a bit. While Chris and Roger are off exploring the world, Zach is here to hold down the fort and dive deep into the art of face-to-face sales in the life insurance industry. Zach, a se ... Show More
44m 40s
Nov 2024
The $50K Consulting Offer That Works with Mike LaVista
What does it take to go from seeking sales door-to-door to helping $100 million industrial companies achieve 10x growth? Caxy CEO Mike LaVista has done all that and more in his 23-year journey scaling a tech consulting firm, and he shares many of his secrets for success here toda ... Show More
37m 20s
Aug 2024
The 3 Biggest LTV Mistakes Businesses Make (And How to Fix Them)
Ralph and Lauren go into a deep discussion about marketing metrics that truly matter. They cover the importance of customer lifetime value, sharing strategies to encourage repeat purchases and maximize long-term profitability. They also talk about often-overlooked post-purchase e ... Show More
40m 30s
Jul 2024
How to Sell Life Insurance: Stop Chargebacks in Their Tracks
In this episode, Zach and Chris dive deep into strategies to maximize your profitability and retain your business. They share golden nuggets about not just writing new policies, but also keeping your existing business on the books.   Join us as we discuss the essential work neede ... Show More
26m 7s
Aug 2024
Pivoting to Success: The Tenbound Story
What if the key to your company’s success lay hidden in a challenge you’re currently facing? David Dulany's journey from sales frustration to creating a thriving business is a testament to this idea.In this episode of Sales Talk for CEOs, Alice Heiman speaks with David Dulan ... Show More
37m 6s
Nov 2024
The Secret to Building Customer Loyalty and Increasing Revenue [9 min]
Have you ever wondered how some businesses seem to effortlessly keep their customers coming back for more?That's exactly what we're diving into today...the secret sauce behind customer lifetime value (LTV) and how YOU can harness its power to grow revenue without having ... Show More
9m 27s
Sep 2024
Insider Tips for Scaling Insurance Agencies with Telefunnel Mastery | The Insurance Dudes
Shoot Us A Message!Craig Pretzinger delves into the intricacies of creating a predictable, consistent, and profitable agency sales machine. Kicking off with a reflection on the importance of strategic investment and the pitfalls of a DIY approach, the episode centers around the t ... Show More
3m 40s
Aug 2024
Building Outbound Sales Teams For Agencies w/ JJ Russell
This week's guest is JJ Russell, founder of Higher Resolution Outbound a company that specializes in outbound sales for agencies. JJ, an expert in outbound sales with a background in marketing agencies, shares his remarkable story of transitioning from ministry to building A ... Show More
46m 1s