The GRIT Factor by Insurance Group of America

These Young Producers Are Changing the Face of Commercial Insurance

• Insurance Group of America • Episode 8

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Ever dismissed insurance as a boring career? You might want to reconsider after hearing from three young producers who discovered the "best-kept secret" in business.

Parker Dalton, Buie Williams, and Zac Bratton of Insurance Group of America (IGA) share their unexpected journeys into construction insurance—a field they each initially approached with skepticism. Their transformative experiences reveal a profession far removed from the stereotypical image of personal lines insurance.

"I don't have to sell insurance to my mom's friends," explains Parker, who left a golf pro position in Hawaii to join IGA. "I get to work with incredible people as a business partner and add massive amounts of value." This sentiment echoes throughout their conversation as they describe helping contractors secure crucial bonds that competitors couldn't provide, saving clients substantial money on overhead costs, and becoming trusted advisors in the process.

What emerges is a fascinating look at a misunderstood industry and a company culture built on healthy competition. Despite working remotely, these producers describe an environment where everyone celebrates each other's wins while simultaneously pushing themselves to achieve more. "When you see everybody else winning, it makes you want to win too," Parker notes, capturing the contagious energy that drives their team.

The financial opportunity proves compelling—building a book of business that compounds over time rather than chasing one-off transactions. But equally important is the satisfaction they find in helping construction businesses grow and succeed. As Zac puts it, "The feeling I have watching them grow and achieve the goals they're going after is huge for me."

If you're someone who feels like a misfit in your current role, believes you can do more, and wants work that creates real impact while building your own future, this conversation might just change your perspective on what an insurance career can be.

Speaker 1:

The whole podcast will be how awesome you guys are basically.

Speaker 2:

Can you open it with like you want, to be like these guys.

Speaker 3:

Let's make this the most narcissistic podcast ever. It's going to be awesome.

Speaker 1:

I'm only going to ask one question Tell me why you're awesome.

Speaker 3:

Yeah, dude, I'll go for that.

Speaker 1:

Oh, that's hilarious. Well, let's just jump in. Let's start with some introductions. Parker, we'll start with you, man. Tell me a little bit about who you are, how long you've been at IGA and what you get to do there.

Speaker 3:

Awesome, yeah, parker Dalton, I have been at IGA since February 1st of 2025. So what is that? A little over five months. The math's right.

Speaker 1:

Yeah, yeah. Do you still feel like a newbie or you feel like you're like like a veteran, now, after five months?

Speaker 3:

you know, I wouldn't quite call myself a veteran, but I feel like it's been a doozy of five months it's been. We've been running and going and I was talking to somebody yesterday about this is, uh, I by no means a veteran and I feel like I have leveled up myself out of like the lowest level of amateur and like stepped up one level above that. So, um, yeah, we're progressing along, but we are nowhere near a veteran level you really change your tune since we before we hit record.

Speaker 3:

when you're talking about how awesome you are, I mean I am pretty awesome, but yeah, I mean, I like to act humble.

Speaker 1:

I was like this is a totally different person than what I experienced three minutes ago. No, that's great. Yeah Well, thanks for jumping on this morning. Bowie, let's send it over to you, man. How long have you been around and tell me a little bit about your role?

Speaker 4:

Yeah, so Not too much longer than Parker. I started in December. I just immersed myself in commercial insurance and bonds for contractors. Like Parker said, it's been a whirlwind, but it's been fun. We're not rookie level, but we're going into second-year status Definitely not a veteran yet, but got some grasp on our feet for sure.

Speaker 1:

It seems like the way that the culture at IGA works is the theme in a lot of these podcasts has been the freedom to fail forward. Just not throwing you in, because there's a lot of training and there's a lot of these podcasts has been like the freedom to fail forward, just kind of like not throwing you in, cause there's a lot of training and there's a lot of that stuff. But it's also like we're not going to spend your first three years messing around, like you're going to, you're going to get in there and you're going to go for it and let's, let's, let's, rock and roll. You know and so you brags on you guys all the time just how you got in and how, when the culture fit is right and when you get the right people in the right seats, how it can really really work. Work great, uh zach.

Speaker 2:

Last but not least, um, yeah, so my name is zach bratton. I've been here I guess a little over a year now, almost a year and a half. I actually got started, unlike these guys, I got started as a sales intern. I was the summer going into my junior year of college at Mississippi State. I went full-time in January. I've certainly developed quickly since then. I've developed quickly since being an intern.

Speaker 3:

You're the old head of the group but no, doesn't work that way.

Speaker 1:

Well, let me ask this in in uh zach, we'll just stay with you and kind of kind of go around here, but what was your perspective of the insurance industry like before you started, and how has it changed since?

Speaker 2:

Yeah, so good question. So when I was looking into IGA I got started because my mom knew James Myers. I don't know if you know James, but my mom knew James Myers from church and I was really just looking for a summer internship, certainly not looking for a career path at all, but I had no clue. It was really insurance. But she really wanted me to take this personality test that he was talking about. So he sent over the test and I kind of looked up the company and looked into it and I'm like insurance, that's not fun.

Speaker 2:

You know, I was kind of one of those guys that wanted to do something along the lines of like investment banking or something in high level finance and and insurance, that's not fun. And you know what I think about insurance. Like before now I've thought a lot about like Jake from state farm or nationwide, or even like a Northwestern mutual life insurance, stuff like that, and nothing against all those industries. But it really is just a whole different ball game when you're talking about commercial insurance, especially in a niche market like construction, and I think one of the main differences is the level of competition.

Speaker 2:

So it's not just you're sitting in an office and you call your friends and family and get them to come in so you can quote their personal home and auto. You're actively running around whatever area you're in trying to get in front of these construction company owners and there's four or five other guys that have been doing this 20, 30, 40 years, that are also really good at what you do, that have a lot of these accounts and are also actively chasing new accounts. So it's really an old man's game. So being kind of the young buck in that is a lot of fun and being able to try to differentiate yourself and differentiate. Iga represent IGA and our carriers, insurities and in a market that's been pretty dominated by a certain group of different agents from different agencies for years. And years.

Speaker 1:

Yeah, yeah, well said Parker. I saw you shaking your head during some of that. Is any of that resonate with you? Do you feel the same coming into the insurance industry? Does any of that resonate with you Do?

Speaker 3:

you feel the same coming into the insurance industry? Yeah, absolutely. I have a funny story actually. I lived in Hawaii for two years and I got a random call one day from a recruiter and they were like blah, blah, blah, like insurance, take this test. And I thought it was a scam. So I called the guy back to honestly mess with him. And then the guy is like and then we end up having like a great conversation and I was actually flying back to move back to where I'm from, kentucky, and it was like a week before. And then he's like, hey, just take this test. Like there's this, you know salary, all this stuff. And I was like, whatever, I'll take a test and take the test. And then he's like, oh, jamie, the owner really wants to meet you. I was like the owner of the company wants to meet me off of a test. Like come on and and then, and then, long story short, I, I, I'm 24 hour flight, all these layovers, delays.

Speaker 3:

I land in lexington, kentucky, at 1 am. I I meet Jamie at 7 am the next day. I'm half asleep and I walk into the meeting and we're talking about insurance. I'm like insurance, oh my goodness, I don't want to sell insurance. But I was like I don't have any other job right now. I wanted to go into finance, that's what I love.

Speaker 3:

And so I sit down with him and we start talking. He's like this is the greatest industry in the world. It's the best kept secret. And then he started to explain to me why. And I had a good buddy growing up that his dad is a big player in the insurance industry around Lexington. So I kind of got to see the lifestyle, I got to see the advantages of it. And then Jamie really broke it down for me and I just wanted to make sure I wasn't selling life insurance to my friend's parents. I didn't want to do that. I really didn't want to get into that space. And so when he really broke down for me kind of what Zach said, of being able to really micro, niche down into working specifically with contractors, specifically with contractors in the middle market that do public work, it just became way more interesting in the level of competition and the camaraderie in the group and just the company in general. This is just an incredible company. So I'm excited to be in insurance and I never thought I would say that?

Speaker 1:

Wow, that's awesome. Dude, that's a great story. What were you doing in Hawaii before this? Do you have a career at that point?

Speaker 3:

Great question. So I lived in Kentucky, I went to college at University of Kentucky, I was working in real estate, I was doing some accounting on the side as well, but mostly just real estate. I moved to Hawaii honestly on a whim. Me and my wife moved to Hawaii and I was a golf pro at a golf shop at a golf course in hawaii, turtle bay, um what a hard life.

Speaker 3:

Yeah, it was. You know it was terrible, waking up going to the beach doing absolutely nothing. It was horrible. But yeah, I decided to get back to real life after my, my, my hiatus and uh walked into a situation.

Speaker 1:

Man, that's super cool. Bowie, what about you, man? What are you over there thinking?

Speaker 4:

Yeah, so I've got a little bit similar story, but drastically different. So I've known Jamie for I don't know a good while, because we have the same passion in walking horses, right. So he's big into that and so so is my family. So I had taken, taken the test and I was in wealth management and an investment firm for a little while and decided to go into a private equity backed health care company health care company. Well, he called me and he said hey, I'd love to get lunch with you. I know you took, you know that, that grit test a couple years ago. Love to sit down and talk with you.

Speaker 4:

So we met, I can't even some little sports bar and just uh, kind of kind of talked about what I was doing and everything like that and told, told me about the opportunity to IGA and you know what all that entailed and it all sounded great. But I told him, man, I really don't want to be in insurance. I don't, I don't enjoy it, I don't enjoy it, it's not very exciting, Like Zach said. Didn't want to sell insurance to my family, Like Parker said. And then I really I told him, I said I'll just have to think about it.

Speaker 4:

And then that's what started me and Jamie Joe, my IGA courtship. He had to check in with me for every about every month. Hey, what are you thinking you want to come? And I finally made the decision around November of 24. Yeah, I'm going to come on and man, it's been great. I mean it's, it's not like any other insurance that you hear from guys selling all state or state farm. I mean we're, we're going in there with the bonds and we're we're helping people grow businesses and it's, it's pretty remarkable.

Speaker 1:

Well, let's, let's go there. And I and I love that, I love all of y'all story with that, because it's like the common theme is that this is, this is not what you expected about the insurance industry, and I love, I love that and I also love you know jamie's got an eye for talent. You know he's able to and obviously he's a. He's a great, great salesperson himself. But when he sees something in somebody and he knows, hey, you're going to be successful at this, he's persistent. I'm not surprised, bowie, that he just kept after you because he saw something in you and it turned out he was right. I mean, look at where you are and what you're doing.

Speaker 1:

But there is that hurdle of getting over the um, so I say, the stereotype, or some of the misconceptions around around insurance. So let's just go a layer deeper into that. Um, zach, as far as just like how, how is when you say it's different and it's not what you expected? And you, you know I don't want to be just selling life insurance to my family, family, friends. Unpack that for me. What, what do you mean by that? How? How is it different?

Speaker 2:

And you know yeah, so I mean I don't. And first of all, I want to say that I don't have anything against the life insurance industry and I don't have anything against a state farmer or anything like that.

Speaker 1:

No, not at all.

Speaker 2:

Yeah, but um, I think, from my perception, I think the biggest difference is the actual value that we're really adding to these business owners, to their bottom line, essentially, with the bonds specifically, I mean getting a contractor approved for a job, approved to bid on a job that nobody else could get them approved to bid on. Nobody else could get them approved to bid on and ultimately it's going to change the trajectory of this company. Is is an incredible feeling. Or being able to save somebody 30, 40, 50% on something that's a huge overhead cost driver for their company, and so now they can sleep better at night, knowing they have the covers they need and knowing that they're not absolutely getting waxed on it. So I think, just the real value that we can add and then over time and this is, I think, the best value proposition about it is that you become a strategic advisor and a strategic partner for these companies as they grow and you share in their success.

Speaker 2:

I mean, even just the other day and obviously I don't have a huge book of business, none of us do but a client that I picked up in November of last year has grown so quick and they had just started when I picked them up on the bond side and they didn't know how to get bonded and they actually just hired an office manager and have about eight or nine guys working for them. And just I mean the kind of feeling that I got when my client called me and told me that they hired this office manager so I can communicate with her back and forth now about getting things over to me and it's going to be a lot easier, just the feeling I have kind of watching them grow and achieve the goals that they're going after, is huge for me.

Speaker 1:

That's huge, man, because I think what I'm hearing you say is this is way more than just a transaction. There's like a relational component in this where you're winning together and you're also offering and this is my take on it, so please correct me if I'm hearing this wrong but you're offering this product and service that is actually at a deeper level, at even an emotional and even philosophical level, is helping these businesses grow and thrive and saving them. Like hey, you know, trust me, this is great Like you're actually can show on paper how this is going to save them money, make their, make their world better, life better. And I love how you said help them sleep at night. I mean that's not just a flippant statement. I mean you think about these, these business owners and leaders and the people you're working with. The peace of mind that you're really selling and offering is is huge, right. I mean that's, that's awesome.

Speaker 2:

Yep, a hundred percent.

Speaker 2:

And and one thing I didn't mention even outside of insurance and bonds, which is what we do, obviously being able to go to bat for our clients and connect them with the strategic partners they need that are going to eventually ultimately help them out in every other aspect of their business, whether that's a construction CPA or a CFO that can help them organize their QuickBooks in a way they understand, or a safety firm, that's going to ultimately make our job a lot easier and save them a bunch of money on their insurance.

Speaker 2:

So yeah, like I said, you really just become more of this advisory role, strategic partner in their company, and I would almost compare it more. Like when I first started getting a grasp on what it is that we do when I was interning, I was thinking to myself like I would almost compare it. I would almost say it's closer to being like a hotshot corporate lawyer or a high level consultant than it is to being Jake from State Farm. Again, nothing against it, I like the commercials and all it's just that wouldn't really be my cup of tea.

Speaker 1:

Yeah, and I'm glad that you keep saying that, because it's more just about differentiating who we are versus who we're not. It's not that it's a right or wrong, it's just that we were trying to dispel the perception of what this is and that's so interesting that you can. You compared it to almost like a corporate lawyer, cause I mean, that does feel way different than than you know, jake from state farm. But but Parker, I, I'm, I'm curious. So you mentioned lifestyle and seeing friends, lifestyle, and you know, and if I ask this question it backfires, we can cut it out.

Speaker 1:

But let's talk. Let's talk about, let's talk about the hype around and maybe that's the wrong world word to use but the real opportunity for financial growth here, right? So you guys have been in, you know you're around, you know under a year, year-ish, you know that we're all in like that kind of year year. You know that same sort of season. Has it lived up to the hype in the interview process, like as what you've been told and promised or expected? And I'm not asking you to, you know, show me your paycheck, I'm just saying you know.

Speaker 3:

I'll pull it up.

Speaker 1:

Yeah, go ahead.

Speaker 3:

No, it's funny Cause I actually had a phone call with somebody that was, uh, thinking about working here and they had that, like do you really get paid? I was like, yeah, I really get paid. But no, I think it's a great question. And to backtrack, like, yeah, growing up I grew up with a buddy whose dad's a big player in the industry and, yeah, we played baseball together for a long time and all this stuff, and so I got to see how he lived his life and I always thought, well, that's probably the most boring job in the world. Like I knew he sold insurance and then now I know what he does and I'm like that's really not that boring.

Speaker 3:

And so the financial side of it it's a great vehicle because it's, if you are interested in finance, like the idea of of passive income, even though it's not really passive, it's just being able to build up a book of business and to benefit over benefit off of that for the long run and to be able to really partner with people.

Speaker 3:

You're not making a single sale, you're really partnering with someone and going to be with them for the long haul and there's a great financial gain for them and for us in that, like Zach said, we're going to help them grow their business in ways that no one else is going to help them. At the same time, we're going to benefit from that as well, and so, yes, the financial side of it is has been amazing so far, and I think the opportunity moving forward it just expounds and builds and, like Warren Buffett said, the eighth greatest wonder of the world is compound interest, and this business really allows you to compound all of your years of work on top of each other, and that is honestly what drew me in more than anything. I loved the company, I love Jamie, I love the opportunity, but the idea of being able to build something that will grow upon itself the more. The better we do our job, the better they do, the more money that we'll both make, and so I love that idea. Yeah, it is real, by the way, if you're wondering.

Speaker 1:

Yeah, so you're already early on starting to see some of that manifest.

Speaker 3:

Absolutely. For example, I had a phone call, I had a proposal 15 minutes before this and I had a guy that obviously won't say anyone's name but he wants to get to a certain level and he's not quite there yet, but I laid out exactly for him how we're going to get him to this level that he wants to be at. And, with that being said, obviously him getting to that level is going to benefit me, it's going to benefit him, his family and everyone that he works with, and so that's just kind of how it works and it's it's. It's such a cool opportunity for sure. Yeah.

Speaker 1:

Jamie said this to me before and a couple of you guys talked about wanting to go into finance or having a finance background or whatever. Why do you think that works so well? Again, if you're like me and you hear the term sales similar to insurance sometimes that can be a turnoff for people because you're like, well, I don't want to be, no matter the industry, I don't want to be your stereotypical salesperson, like you know. I just you know. And a couple of you guys mentioned finance, and I've heard Jamie say this before. Maybe I'm telling, maybe I'm giving away a secret here, I don't know, but there's some connection with finding people who have an interest in finance and success in this role. There's a connection there, somehow, some way. Does that make sense to you? I mean, is there something in that? You mentioned having an interest there? How does that translate?

Speaker 4:

Yeah, absolutely. So. I did the corporate finance deal before this. I was in corporate finance for a PE-backed healthcare firm and I think the big characteristic that you have to have is be very analytical, right. So going through the numbers and being able to look at a person's financials and making the numbers come to life and saying, hey, this is where we need to get to be able to have you know this bond program, or to be able to do this for for your company, I think that's that's a key characteristic.

Speaker 4:

Another characteristic, coming out of college, I personally think is so when you're sitting there and you're in the admissions office, right, and you're fixing to pick, you know where you want to go.

Speaker 4:

Some will go in there and they'll just pick. You know I want to be business management or I want to be this or I want to be this, but usually the highest paid business majors out of college is accounting and finance. And so, if you look that up, right, I did. That's the reason why I studied finance is I didn't like accounting because I wasn't a very good accountant, right, but I still wanted to get a degree in something that I can make a living off of. So I think there's a key characteristic in that about how people process that decision and then how it transitions over to, you know, building a book of business and being able to say, ok, you know, if I follow this process and I do this, then I am able to, you know, just build a great career. And I think, and I think that is that there's two characteristics there, but I think those are, those are two, that that uh are good in finance.

Speaker 1:

Yeah, yeah, really well said. That makes a lot of sense when you, when you say it that way, I'm like, okay, well, now I see why people who are like I want to, I want to build a book of business, I want to make good money, I want to kind of be in this way and I also want to be in a partnership type scenario. I mean, y'all are selling me. I'm like I'm about to close down my business and see if Jamie will hire me. I want to be. He already told me. He already told me he wouldn't. I've already been down that road. He's been. I'm not hiring you, drew, so we're better off as buddies. I guess it's awesome.

Speaker 1:

On that note, let's switch gears a little bit. And, zach, let's talk culture. You know a lot of this culture. It does reflect Jamie and the leadership team. You know I've been at a couple. You know company parties. I know Jamie real well. He and again he's. I don't want to make the podcast is not about Jamie, whatever, but I do think that when it comes to culture, you know he helps drive a lot of that and he cares deeply about it, among others, right, andrew and Amy, and you can go down the list of all the people that drive that house and it's like there's tons of people do that, um. But but I've been at some of the parties and you all know how to have fun. I mean, this is a fun team. You know this is a. You know it's a fun culture. But I'm curious from your standpoint. This is something that obviously IGA values at a high level, but I think all of you guys are remote, right? Yeah?

Speaker 3:

Yes, sir.

Speaker 1:

Yeah. Does anybody live in Franklin out of the three of you guys or anywhere in the Nashville area?

Speaker 4:

So I'm about to. I live South Murfreesboro so I go into the office every now and then.

Speaker 1:

Every now and then you can make it in the bus. So what? 45 minutes to an hour?

Speaker 4:

away. Yeah, yes, sir.

Speaker 1:

Yeah, and then where are you guys at Parker? Where are you located? Lexington, Kentuckyucky about four hours away okay I'm in starville, mississippi, gotcha. So here we got, you know, part of this team, mostly all remote, one, look, you know regional kind of local um, you guys are crushing it, you're killing it, and how does that culture impact you guys being remote? And how would you describe the culture of IGA and does that matter? Why does it matter?

Speaker 2:

Yeah, so I think I mean when you talk about culture. Like you said, the podcast isn't about Jamie, but I think that's very. It's important to note that having that our culture really is driven by the fact that we have a leader. If he really wanted to, could, could sell iga right now for five to seven times his top line revenue and retire and never work another day in his life. And that's just the reality. But instead he's literally doing the complete opposite and doubling down and investing just unspeakable amounts of time and energy and money into young guys like us that probably cause him more headaches than anything else in life.

Speaker 2:

Yeah, yeah, he's really just fully invested in us and cares so much about our personal development and success. And as far as working remotely and how the culture kind of ties into that, it almost feels like I'm with these guys in person every day, um, just because it it constantly feels like we're going to war with each other, we're we're competing against each other, um, and we're we're trying to grow this company together. So I mean, I think what's really behind all of IGA's culture and the grit is is everybody in the organization is 100% fully committed to moving this thing forward and taking it to the moon. And and it's not like some big, you know national brokerage where you know you, you know the people in your home office and that's it. And and the company's already huge and they're buying up other agencies. It's, it's very much. It very much has a feel of like a startup tech company, like the early days of apple or google wow, wow, that's high praise, I mean.

Speaker 1:

But I recognize that. I see that as well. And you know one quick story, even about this podcast you know, jamie for a long time has been like, you know, telling me you got to get, you get you guys on the podcast, cause I've been like Jamie, you know, come back on the podcast and share, cause he's an interesting guy and I love hearing from him and all that stuff and he's constantly pushing other people out. No, you got to talk to these guys Like, these are the guys you want to talk to. And one thing he said about even this podcast and starting it out is when I pitched him this idea of like hey, let's, let's have a podcast and let's, let's set you up as a thought leader.

Speaker 1:

One thing that he said to your point was I don't really have ego around building my personal brand, but I do care deeply about creating an environment for other people and helping them build whatever. So, to your point, yeah, I mean, there's some days where I'm sure it'd be a lot easier for him just to cut and run, but the thing that he is passionate about is culture and creating a spot for people like you guys to really succeed and thrive and build a huge future for yourselves. Parker, how would you describe the culture? How have you experienced it?

Speaker 3:

It's a great question. Culture at IGA is different than anything I've been a part of. It's a lot of things that I always really missed. I think you go back to like I don't know if you played high school sports, but it's like there's just something about when you got you know a bunch of guys that you feel like you're pushing through hard things with and you got someone that's just kicking you in the butt making sure you're doing your stuff. Get you know all of that and I haven't really had that in a while. I love sports, I love doing it growing up and then to join this team.

Speaker 3:

I may sound like a corny sales guy, but I just feel like it's the greatest opportunity in the world. Like what we're doing and where we're at at this time with this company, with the amount of investment in each other and the amount of investment that Jamie's put into us and the opportunity that we have in this specific niche in this industry, and that level of education, all of this stuff. It's like if you can't level up to the level that is expected of you, then you kind of just get out and that's. That's just the blunt truth. It's not for everyone. Like you, you're either going to get up to this level or you're going to get out, and that's what I love.

Speaker 3:

I think that was the challenge that drew me in was well, if, if nobody else makes it, I'm going to make it like that, and I think that grit factor is what Jamie's really looking for, the more I look into it. Like hanging out with these two guys is they have the same thing. Like you're going to tell them they can't do it, they're going to do it and I think that's just, that's just the culture, and back against the wall we'll figure it out and that's just that's just the kind of guys that uh and gal that we work with. That that's what we do, and I love that. I love the grittiness of the culture.

Speaker 1:

It's awesome, billy, anything you would add to that.

Speaker 4:

Yeah, absolutely. So I have three things. So, first, it starts with the top. You know, Jamie's the type of CEO with the leadership mindset that you know if he hires you he's going to get down, you know, in the mud with you and he's going to make sure you succeed and give you every resource and opportunity to succeed. So it starts at the top, for sure, and then going into the type of culture that he's created and the leadership team has created is coming from a corporate background.

Speaker 4:

Whether you are a analyst or a manager or a director, there is a hierarchy there and right, there always will be, because you'll have a leadership team, but nobody honestly nobody at IGA feels like they're better than anybody. Like, whether you're a sales guy or your account manager, they all work together to help you facilitate this account or to help solve a problem with this account. So that's one thing that I love is it's just very cohesive, right, Everybody's working together on that and I love that. And another thing about the sales team is some people get nervous about sales teams because it can be cutthroat.

Speaker 4:

Different places here, these two guys on here and everybody else that we have on the sales team I want to see them sell more than me, honest to goodness. But also I'm competitive and I want to sell more than them. But when they have success I want to applaud them on that. And then next thing I'm thinking about is how can I then go get another account or a bigger account? So it's very, very healthy competition. That is really good, because nobody's jealous of anybody. I want to see them succeed, just like I want to see myself succeed.

Speaker 1:

Yeah, I see you guys nodding and laughing. What's your view on what Bowie just said?

Speaker 2:

Yeah, I think it's important to note that if you don't have a sense of competitive drive and a sense of wanting to be the best, if you haven't instilled that kind of mental frame where you want to be at the top of the leaderboard with whatever you're doing, then I think you'll end up struggling here. And that's the cool thing about iga and it almost sounds too good to be true and booze describing it, but it's 100 accurate that that I see buoy or parker or whoever win an account and it gets announced.

Speaker 2:

And, by the way, every time you want an account it gets announced on what, no matter how big it is. It gets announced on the whole company email. Um, so like I'll see one of them win an account and I'm super excited and happy for them and proud of them. And at the same time I'm thinking, okay, how do I go get a win so I can keep climbing up and not get left in the dust? And it's very it's simultaneously. It's not a jealousy thing. Where you see somebody else win, you're like, oh man, I got to get back to it. It's more of a this thing's growing, this company's going to the moon. Let's make sure I'm a big part of that as well.

Speaker 1:

Yeah, and there's not a sorry go ahead, go ahead.

Speaker 3:

No, I was just going to say one little thing. It's like when you see everybody else winning, it just makes you want to win too, and I think that's just kind of how it feels is like when he hires Jamie hires the level of people that he's hiring like these guys are going to win, like everyone he hires is going to win. So if you aren't winning, you're going to figure out real quick who is winning and it's like you're going to want to catch up and you get to celebrate each other and be a part of that. It really is. It's healthy competition. Yeah, nick.

Speaker 2:

Saban talks about, and I think this and Jamie loves quoting Nick Saban.

Speaker 2:

I don't know if he's ever quoted this one to us, but he talks about high performers love being around other high performers and hate being around underperformers, and underperformers, in the same respect, can't stand being around high performers all day and want to be with people that are at their same level, and so I think that's another thing that's really helped IGA's culture, along with the personality test that essentially weeds out people that don't belong here not in a good or bad way, but weeds them out and the onboarding kind of process that does the same thing is we're at a certain level. I think right now, with the guys on the sales team, the guys in GAL on the sales team, that we are all the kind of people that have a lot of grit and have a lot of competitive drive and want to win, and I think that also ultimately translates to to IGA clients in the way that we're going to do whatever it takes and go to bat for them, as opposed to to, you know, being lazy or sitting back and thinking about what's best for us.

Speaker 1:

Yeah, amazing. I think you guys really unpacked that very well. I mean, what I'm, what I'm hearing and picking up from this is that there's just not a scarcity mindset around opportunity Like it's. It's, you know, part of what Jamie has has, has pitched to you guys, which we were seeing come true, is you don't have to be afraid when someone closes a client because it's not like, hey, there's, oh, there's, there's one less.

Speaker 1:

For me, it's like no, let me go out and get another one. There's plenty of opportunity here and I love that. Everything you guys are describing is what a healthy, high-performing culture has. I mean, it's exactly what makes IGA great and other companies like it is, when there's a team that's high-fiving and celebrating each other and inspired to go out and kind of top that one, you know, and then you just keep growing and I absolutely love that. Now we have been singing iga's praises, you know, and and this is all real like jamie didn't call you guys and tell you to say all this stuff, this is real, this is the real deal he would actually, he would actually call you after this, after this podcast, and ream you out if you, if you bs'd anything on here and say that's not how it is. Tell, tell the truth um.

Speaker 2:

He's actually right here he's. He's staring me down, yeah he's on my.

Speaker 3:

Imagine. Yeah, can you?

Speaker 1:

imagine, if you like, panned your camera over and jb just stayed and they were this arm. That would be hilarious, um, no, not at all the kind of leader he is. But I am curious. This isn't an easy job, like we're not saying this is easy, this is a challenge. This is a challenge. This is a hard job. This is challenging, right, and I hear y'all saying that. What are some of the hardest parts? What are some of the challenges that you've hit so far in your first year? As far as you're like man, I wasn't sure if I was going to be able to overcome that, or, um, that was harder than what I thought, or, or what are, what are some areas that have really challenged or maybe even frustrated you with this job? I don't know who wants to start. Bowie, let's start with you. We'll switch up the order a little bit.

Speaker 4:

Yeah. So I think the first thing is that you're jumping in feet first into an industry that, to Zach's point earlier, most of the guys that you'll with are 50, 60s, have been doing a long time Right and you're trying to knowledge catch up. You're trying to, you know, get the, get the meetings with people they have met, with people they have as current current clients. So that can be challenging, just walking in with slick back hair and being a young guy Right, and then them to take you seriously. So I think that how we're able to succeed is with the training that we have and jumping in. So sometimes you feel like you're drinking through a fire hose, but it's all for you to accelerate your growth, right. And then another thing is if you have a client who needs.

Speaker 4:

So when Zach says, you know we go to the highest extreme to make sure we take care of our clients, we do that. I mean there was one day that I had meetings on a day and I had a client who had a bid the next day and from me driving to Knoxville to Chattanooga, you know I probably drove bid the next day and from me driving to Knoxville to Chattanooga, I probably drove nine hours that day honestly. But we do that because when we come in and we get a client, we make that commitment that, hey, we're a partner with you and if you need that done we're going to be there for you. And so not that that's challenging, it's very rewarding, but driving nine hours sometimes can be a little tiring, for sure.

Speaker 1:

Yeah, yeah, you should do whatever it takes, parker. What about you, man? What's some of the challenges you've had so far?

Speaker 3:

That's a great question. I think initially getting started, some of the biggest hurdles were no-transcript I we set these things called appointment days right, and so I had to set my appointments up for Jamie or another member of the team to come up and go on these appointments with me. And it was a struggle for me because you have to line I had to line everything up on one day and try to get everyone aligned at the same time to meet and all this stuff. And I'm cold calling all these guys and I'm just getting in the industry, so I'm already nervous and it's like you, really like you are thrown into it. Yes, I had the training, but no matter how much training you have, you still have to do it, and doing it is scary sometimes.

Speaker 3:

And so, yeah, getting on the phone talking with you know sometimes some grumpy old contractors you know we work with contractors. We're not working with, you know, white collar lawyers or whatever. We're working with blue collar guys that will say what they mean and mean what they say, and so I love that and it's fun to work with them, but sometimes it can be intimidating. Sometimes it can be a little upfront and if you're a young sales kid on the phone. You can get tore apart real quick if you're not confident in what you do.

Speaker 3:

And so, yeah, I've had phone calls that haven't gone well, I've had meetings that haven't gone well, I've had meeting days that I was just stressed out about, and that's all part of the journey, and it was difficult.

Speaker 3:

It was difficult being out here alone trying to make phone calls, and it is difficult still, like now I'm kind of past that hurdle. And, to buoy's point, it's like I think in one week I drove over 25 hours in one week just driving out the middle of nowhere. One day I drove 12 hours. I drove to the top of kentucky, to the bottom of kentucky in the same day, and it was a lot of driving, but I'm not going to drive out there for no reason. So there's opportunity, right, but it is a lot, and it you a lot of driving, but I'm not going to drive out there for no reason. So there's opportunity, right, but it is a lot, and it got to do whatever it takes, and there's, yeah, whether it's jumping on the phone or jumping in the car and driving a long way not knowing what the outcome is going to be, it is, it's gritty, for sure.

Speaker 1:

Zach, I want to jump to you on this question but I also want to just real quick follow up on something that you said, parker, about I had calls that didn't go well, had meetings that didn't go well. Tell me about the bounce back from that. How did that go? How was that conversation with you? Know your direct reports and your company and your organization? Can you just follow up on just that, the aftermath of calls and meeting that doesn't go well, on just the aftermath?

Speaker 3:

of calls and meeting that doesn't go well yeah, it is. You're always nervous to have that original, like that call, whether it's with Jamie or our sales team leader, james. It's like you are nervous for it, but it's like they're. They're very supportive and they're also not going to be around the bush in the sense of, oh, it's like, pat you on the back, it's okay, honey. It's like no, like what get it? They get very granular, like what exactly went wrong? What exactly is the issue? Why do these meetings suck? Like there's a reason like are you not qualifying? Like are you asking the right questions? Like I've?

Speaker 3:

I've sat in the car awkwardly with Jamie before and he's just, you know he's, he's, he's ripped into me before because I didn't do what I was supposed to do, and that's just part of it. And he's not afraid to tell you that the God's honest truth. And if you're not going to do what you say you're going to do or what's expected of you, you will be notified of that. And that's not always easy, easy to swallow, but it is, uh, it's, yeah, I mean, that's the only way to get to the next level. You never, you never wake up thinking, oh, I'm going to take today off, like that's just not an option. So it is, uh, you, you definitely have to push yourself and, um, especially at this point in our career, we got, we got a big hill to climb and he's going to make sure we climb it.

Speaker 1:

I love how you said you will be notified of that.

Speaker 3:

You don't get to slide things under the rug at IGA, that's for sure.

Speaker 1:

But I will say in Zach, you're up on this, and I'll just mention I've had conversations, even just friendship conversations, with jamie, and there's one thing about jamie that I've never doubted was his, his desire for, um, for the best for me, right, like I never even.

Speaker 1:

You know, and and I've come to this point in my life, that my true friends and the, the people that I really trust the most, are the ones that will actually tell me what needs to be said. They'll tell me the truth, even if it's tough and knowing that, hey, we're gonna land on the other side of this, you know. And so if, if jamie, even as a friend, calls me out on anything, I actually trust him more because I'm like, okay, this is a guy that's is not going to bs me on stuff, like he's going to just tell me that he's going to tell me the truth, and you know, he's also going to give me the shirt off his back to help me win, which I love, like, and that's just the truth. That's the, that's who the guy is, you know, and um, so, so, yeah, zach, I'm curious. Challenges, frustrations are you, do you relate to what these guys are saying, or has it just been all smooth sailing for you from the beginning.

Speaker 2:

No, it's been all smooth man. Yeah, absolutely Everything that y'all just said in that little segment is 1000% true and I couldn't agree more, more. I think one thing that's not talked about a ton is that the IGA personality test and also just the IGA working here the value proposition in general for a producer. It really attracts people with a very entrepreneurial spirit. It attracts people that are very innovative and I think these guys would agree with me and innovative and and deep down, have a sense of I know what's best, uh, kind of mindset.

Speaker 2:

And I think and I think part of my biggest struggle and the hump I'm kind of getting over is realizing, is having some humility and dropping my ego, having some humility and realizing that, okay, this is a system that these guys have in place for a reason. This is what works, this is what my bosses are saying works after years of doing this and actively still doing it, and this is what it takes to win and build a big book of business and be good in this industry. So I should listen to them and, even if it doesn't make total sense to me and I want to do it my own way being able to, like I said, drop the ego and follow instructions and make adjustments is difficult for me personally. And then, obviously, like they said, I mean it's not easy to to get up at six in the morning and start making cold calls to, to construction company owners, you know, I mean nobody's saying that's easy. And if that's something that, like you hear and you and you think I could never do, that that's not me at all then I probably wouldn't recommend coming here and just full transparency.

Speaker 2:

And if you're not willing to, if you've never been in a position like playing a high school sport or anything like that, and or willing to just adjust to this environment, if you're not willing to get strongly corrected for your own benefit, then it's not going to be for you. Because I mean and this is one of the things that I love about IGA is it's full transparency. There's absolutely no beating around the bush kind of corporate manager feel where you're going to have a performance review every quarter and, uh, one of these days, if you're not performing well, nobody's ever going to tell you, until the day that you just get fired. It's like no, it, yeah, I mean. It's like you're never going to get fired here if you're constantly developing and improving and you're here for a reason and and I mean, like I said, jamie and james have invested so much and in us and believe in us so much, and everybody on the sales team to the point where they, you have full confidence in their desire for your own personal game.

Speaker 2:

Yeah, I know it's long-winded, but no, I'm saying they want the best for you, man so yeah, well said no.

Speaker 1:

And as you were talking, I just was thinking my favorite coach of all time was my high school basketball coach and man, he ripped me a new he was old school bobby knight style ripped me a new one. Just, I mean, golly, I could, just I could hear his voice now screaming my name and I always went by Drew and, for whatever reason, he called me Andy and I would never correct him, like I was just like, oh, hey, you call me whatever you want coach, I would just hear him scream across the court. But as I'm looking back, I'm like that's the best coach I ever had, like that was the coach that brought the, got the best out of me. He believed in me, he coached me hard Cause he saw something in me, you know, and I want to keep. I want to keep going off of what, um, what Zach was just saying, because, uh, and this has been awesome.

Speaker 1:

Guys, thanks for giving your time to this, cause this is, this is really incredible, and I only have a couple more questions, and I know you guys probably got to get to work at some point, um, but uh, I have a couple more questions.

Speaker 1:

I want you guys just to kind of go around and answer, and one is going to be I want to go off what Zach was saying. I want you to kind of scare off that person that might be listening or watching to this as to what is not going to be a good fit for this kind of position, and you guys have already kind of said it. And then I want to close with the question of I want you to give your recruiting pitch as to who would you want on your team with you and what kind of person is going to really thrive. So let's start with like, but we scare them off, someone's listening or watching this or think, oh, I love this, I want to get in, I want to make a bunch of money and I want to work on a team like this and I want want to, you know, give your pitch as to why this would not be a good fit for that person well, I say, first, you got to be personable, right.

Speaker 4:

Uh, most people think they're personal, but you're walking into a guy who potentially has a multi-million dollar company, has been very successful, right, and um, you have to be able to, one one, have the have the knowledge to speak his construction language and know about his business. But, two, you have to have the self-confidence that, hey, I know what I'm talking about and hey, I can have a conversation with it, because a person sitting across from that table is just another person. And if you have issues meeting people or drawing up conversations, it probably isn't for you, right? If you don't, you know, have the consistent drive to get better, like Zach said, and coach, this probably isn't for you, I mean, if you mess up.

Speaker 4:

He talks about performance reviews, which I thought was funny, but your performance review could be daily if you continue to mess up, right, I mean, because they're going to review that with you until you get it right and then, once you get it right, you won't hear about it again. But they have a system and if you humble yourself every day and you'll go by the system, man, you can be wildly successful. But if you want to go, do your own thing and think you're the best salesman ever and hey, I can talk to anybody and won't humble yourself, then you won't be able to do that.

Speaker 1:

I think I say it every episode, but that was why Jamie wouldn't hire me. He was like Drew, you won't listen to me and you're going to want to do your own thing. And I was like I know exactly what works here. And the assessment I took basically told him that I wouldn't listen and he was like I don't need someone rebuilding my system. I know it works and you're not going to do it. So he's like you'd probably be a great salesperson, but I'll never hire you. So I think that's great.

Speaker 3:

Parker? What about you? Why would you, why would you invent someone to not work here? Yeah, I don't want to stroke Jamie's ego too much, but I think of that. That.

Speaker 3:

He had me read the book relentless and I always think about this. I think of Michael Jordan and I think of let's put Jamie and Michael Jordan's place for a second big difference. You know, but there's this line in the book that they had me read that really sticks with me and it's like you're either going to get to my level or you're going to get out, and they used a little bit different language there, but we won't curse in the podcast, and so I think understanding that like there's a level that you're going to have to get to and they are going to help you get to this place. But if you don't have what it takes to push through the dog days of summer when no one's watching you, no one's telling you to make calls, no one is there patting you on the back, telling you good job, you have to really want this for yourself to a level, to where you're going to do whatever it takes.

Speaker 3:

You don't need Jamie to tell you, you don't need James to tell you, you don't need boo your Zach, to give you a call and encourage you. You have to be able to do this and it is hard and it's not easy, and you're either going to get to that level or it's just it's. It's not that anyone's better than anyone else, it's just kind of who, how hard are you willing to to push? And I think that's just a big part of the culture of IGA and who we attract. So, yeah, if you, if you don't like making cold calls at 6 am or do you know, or you don't want to drive nine hours in a day, like Bowie said, then this may not be a fit for you, but if you want to do whatever it takes for your future family or your family to give them the life that you want and there's a clear avenue that IGA has laid out then you fit great here.

Speaker 1:

That's awesome. No, that's awesome, Zach. Anything you would add to that?

Speaker 2:

Yeah, I'd like to really emphasize something that Parker just said, because I know we spent some time on this podcast talking about the system we have in place and how we really do have a roadmap that leads to success. But, something that Parker mentioned, we do have a system. At the same time, nobody's going to baby you man time. Nobody's gonna baby you man like it. I mean, if you're somebody that needs a daily structure and you need to know exactly what you're supposed to do, uh, somebody, you need somebody telling you exactly what you're supposed to do every day and and you know you have like a really routine schedule. If you need that, then this place is not for you as a producer at all. Um, just because you never know what's going to happen and things come up and and you have to be able to adjust and and you have to be able to do what it takes to win.

Speaker 2:

Jamie talks about the book. Uh, it takes what it takes. Yeah, trevor, uh, whatever his last name is, but I mean and then again that that relentless book, like Parker said there, you really know. I mean, once you get a grasp on this job and and on what we're actually doing, you know what you have to do to be able to go out and win business. So it's really just a matter of, like Parker said and like who's talked about, just self-determination and self-motivation and you don't not needing anybody to, you know, drag you along because you want to get there for yourself or your family or whatever it is.

Speaker 2:

I think, if you're in a position like I am, where I'm still finishing up school, I think if you're really concerned about work-life balance and I want to tread lightly on this topic because it's something that I think is somewhat important, but if you really have this deep concern for work-life balance as a young sales guy, then I would evaluate why that is and what your real motives are for coming to this company, because it's not something that I even think about. You know, if you're concerned about only working a certain number of hours every week and how many hours you work this week, then you're doing it for the wrong reasons and you're not thinking about this the right way.

Speaker 1:

Well, I think that's a great statement of clarity, because this isn't a nine to five punch the clock type role. This is a investment in your future and in your family's future, and the reason why I ask that question is it may not be for everybody, and I know that IGA cares deeply about you personally and your families and all that stuff, and so I know there's it's not like you know, just get in and work, work, work, work, and we don't care about you as a person. But we also would be foolish to paint a picture that, especially in the beginning and the early days, it's, it's going to, it's going to require an investment, there's a commitment level there and you're going to get out of it. Well, you put into it. By the way, it's not one of those companies where you're just going to work and work and work and then you're not going to have anything to show for it. But you know all your managers, everyone else is getting rich, but you're just working on their behalf. This is a company where when you, when you put into it at least that's what I'm hearing you guys say is that when you put yourself into it, you're going to get amazing benefit, reward. But if someone has got the personality where they just want to punch the clock and just kind of go in and do the nine to five deal and just tell me what to do and I'll do it. Probably not a great, great fit from what I'm hearing you say. And let's close with this. I think, man, we'll have to do this again because, if you guys are up for it because I'd love to talk more I've got so many more questions around like uh, training, like what was the training process like and how did you guys get on board?

Speaker 1:

And what was that first 90 days? Like Right, so maybe we can do this again and talk about that. I've got questions around the system because there you guys are handed a bit of a system to work and I want to. I'm curious about that Like what is that system? And and I think it'd be helpful for people to hear it without giving all the you know inside baseball on it, but I don't, I don't want to give away you know what we do exactly.

Speaker 1:

But I think, knowing that there is a system that you're you're given that you can work, and if you work this system, you know it's going to be to your benefit. But so maybe we can schedule another time, if you guys are open to it, to talk through some of those things, because this is really, really fun to talk with you guys. But I'm just curious if you're talking, you're sitting across the table or on a Zoom call with someone who's thinking about coming to IGA. Give me your pitch, what are you saying? And it might be a little redundant, because I feel like after talking to you guys for almost an hour here, I've got a pretty good feel of what it would take to be a part of it, but I just want to hear it in your own words and a buoy, we'll start with you and kind of kind of go around the horn. But yeah, give, give your, give your best sales pitch as to why IGA would be a great place to work.

Speaker 4:

Absolutely. I mean, I think it's the inverse of what we said before, but we want you know, if you're self-determined and you're independent and you're motivated, the sky's the limit here and you're going to get every resource and training possible to help you with that, and you're going to get not only just the leadership team but your co-workers and everybody else in the sales team is going to help you. I can't tell you how many times I've gotten on the call with these two guys and said, hey, what about this meeting? What about this competitor? You know I ran across him. So when I say that we all try to make each other better, we really do so.

Speaker 4:

I think it's a great place to work, um. So I think it's it's a great place to work, um. And you know, if, if you're excited and want to grow a future, no matter your background, whether you come from sales or you're like man, I think I what those guys say, I think that I can be that Absolutely. We would love to, uh, to meet you, and I'll leave you with this little snippet if we have another podcast. But the training is better than a $2 billion healthcare company training, because I've been through it. So the training is there in depth and in the weeds that it's better than a $2 billion privately owned healthcare company, in my opinion.

Speaker 1:

That's a great teaser for the next episode.

Speaker 4:

So now I'm even curious.

Speaker 1:

I'm like, can you tell me more about that?

Speaker 3:

So even, if it never airs, I need.

Speaker 1:

I need I know I need to talk to you guys about that.

Speaker 2:

That's awesome, I guess we're fully committed to this next episode now.

Speaker 1:

I guess we're.

Speaker 2:

Hey, I guess we're in right, right, that's awesome, we're going to end up booking a time by the end of this call.

Speaker 1:

That's great. Yeah, yeah, Parker. What about you man?

Speaker 3:

IGA, we sell insurance in a different way than anyone else. It's the greatest opportunity for anyone that loves entrepreneurship but just needs that little bit of structure, that little vehicle to put all of their skills, their talents, their abilities into this vehicle that someone else gives you the keys to and says drive to wherever you want to drive, do whatever you want to do. You can go as far or as fast as you want to go. We'll help you along every step of the way, because we've already gone to the place that you want to be and we have people that are at the place. The next step, and the next step and the next step, all the way up to your wildest dreams, People are already at that place in this company and we'll help you get there and, to be honest, it's just, we work in insurance, but it's such a cool niche I don't have to sell insurance to my mom's friends.

Speaker 3:

I get to work with incredible people as a business partner and I get to add massive amounts of value to watch companies grow into where they want to be as well, to be able to feed their families, their employees' families, and to live the lifestyle that way they want. We get to be a vital part of that and that is so rewarding. It's so incredible and let's just say, we work at the greatest insurance company in the world, so why wouldn't you join?

Speaker 1:

That's awesome. I don't know, zach, those two guys that's going to be hard to beat those pitches.

Speaker 2:

man, I know we have a healthy competitive culture here, but I guess you got the last word yeah, well, I mean this might it might be a little redundant and I don't really have a 60 second uh infomercial, but if you're somebody who feels like a misfit at the company you're at or the the community you're in, you've always had this sense of I can do more, I can do better, um, and you have a real passion for helping people out and growth and adding value to somebody else who could really use it, and you're a hard worker and you're willing to do what it takes, you're willing to learn and listen and hone in on your technical understanding of something that's not super fun to think about, like insurance or surety bonds, and you're willing to put the time in and the work in and and have some delayed gratification, then the sky's the absolute limit in this career, literally.

Speaker 2:

I mean so. So if you're like I said, I mean if you're somebody that's driven and motivated and has a deeper purpose beyond just wanting to make a quick buck here and there, then uh, certainly encourage you to take the personality test yeah, incredible.

Speaker 1:

Well, guys, thank you so much. I won't take any more of your time, but yeah, let's, let's circle back on that next episode, because there's definitely more to there's more to talk about here and I I can see not not to flatter, but I can see why why Jamie's so proud of you guys? Because you're killing it, you're crushing it. I mean it's just awesome. And congratulations to all three of you for finding a career that is really going to change your life. I mean it really is and that's awesome. I'm really happy for you guys. So until next time, thanks guys. Thank you, jerry. I'm really happy for you guys.

Speaker 3:

So until next time, thanks guys thank you, jerry, to meet you, to talk with you yeah, thank you, thank you cool later parker parker bailed, sorry, does zach bailed um?

Speaker 1:

yeah, that's all right um.