Johnny Appleseed Played the Wrong Game

Stop trying to grow your insurance business like Johnny Appleseed. Randomly scattering leads, conversations, and appointments across a massive market feels productive, but it quietly drains your time, energy, and budget until you can’t nurture anything long enough to win. We’re talking about a simpler approach that actually compounds: build stronger client relationships in a smaller, more intentional area so your service creates trust, retention, and referrals.

We walk through the “farmer and watering bucket” mindset for insurance agents and Medicare agents who feel stretched thin. The big idea is focus: pick a section of the field you can water every day, then deliver consistent, high-quality service that clients can feel. That includes fast follow-up, annual reviews, setting clear expectations, and doing what you promised year after year. We also share a practical trust hack you can use immediately in Medicare sales: back up what you teach with written proof, ideally government-issued documents, so clients know you’re credible in a world full of sketchy info.

From there we connect the dots to results that matter: easier closes, fewer price-shopping conversations, a shorter sales cycle, and lower churn because people don’t leave businesses, they leave relationships. You’ll hear real examples of how a long-term client relationship can unlock new Medicare Advantage opportunities and how one small human gesture can turn into dozens of referrals over time.

If you want more organic growth, higher client retention, and a book of business that markets for you, hit play. Then subscribe, share this with another agent, and leave a quick review so more insurance agents can find it.

Transcript

Welcome And The Core Goal

SPEAKER_00 0:05

Welcome to the Invisible Agent Podcast, the show for insurance agents ready to go from unknown to unstoppable, where visibility, strategy, and real-world execution meet. Hosted by Dave Cheatham and Mike Sorensen.

Why Random Prospecting Fails

The Farmer Bucket Focus Strategy

Relationships As The Real Growth Engine

The Trust Hack With Written Proof

Quality First Then Turn Up Volume

Easier Sales Through Long Trust

Retention And Referrals Beat Churn

Make Clients Feel Seen Early

Closing Thoughts And Share Request

SPEAKER_01 0:26

Welcome to the Invisible Agent Podcast. My name is Mike Sorensen. You just have me today, but we're going to be talking a little bit of how to grow stronger relationships that will equal faster growth in your insurance business. And to start out, I'm going to be talking about Johnny Apposed, what he did, and how he did it wrong. And you've probably heard the story before about a guy named Johnny Appiseed trotting around the country planting trees in the earth and uh just spraying seeds all over the area wherever you went, just dropping seeds wherever he went. But when it comes to growing an insurance business, this story isn't really relatable because in order to grow, you want to make sure you're not going everywhere with these seeds to try to see if you can plant them because you're not going to have enough bandwidth to be able to go back and water, right? So just randomly scattering seeds, or in your case, randomly scattering your scattering your time and energy to get leads, to make conversations, do intros when you don't have the bandwidth to go back and nurture those relationships or create anything essentially meaningful for your business. So today, this episode is really going to focus on the nitty-gritty on how to build super strong relationships that actually can create the biggest growth engine for your business and to make much solid foundation when it comes to your customers. To kind of give you a super fun story about the farmer, the field, and the small bucket. I told something very similar to this, and I want to drive home again because this is a big thing we see with a lot of business owners is if you are a farmer that is sitting in front of a big, big entire field. So make sure, look at the field as your entire physical market. Let's say it's your state, and you are then given a watering bucket, which for most of us is small businesses. We don't have a whole lot of, we have a lot of time. We may have a lot of energy, but some of us don't have as much money. Or, you know, if you have a lot of money, you're probably still on some sort of limited resource end. Like, because again, we only have enough time, energy, and money. So the entire field and the crops in the field are essentially the relationships and the customers you're trying to help. And the watering bucket will represent that time and energy. And one small watering bucket is not going to be able to keep the entire fields uh worth of crops. So, what a lot of business owners will do is they will try to go to each individual crop across the entire scope and try to give it enough water to make sure that that crop actually survives. But the truth is, if you do a little time here and there, splashing little water here, splashing a little water here, having a conversation here, maybe conversation there, it's going to be very hard for you to keep up with those thousands of relationships, or in thousands of different crops over the course of the next coming weeks, months to be able to keep that crop or that lead alive. I hope this analogy is not throwing you off. But what essentially this is is you don't have the bandwidth to be able to go around your entire large, overwhelmingly large market to be able to establish relationships. But if you are the farmer in this situation, if you just divvied out a section that every day you're gonna wake up, take your watering bucket, fill up with water, and dump it only into a certain section of that crop field, is there a better likelihood that you will actually grow a thriving crop section or a thriving market than if you were to try to focus your entire watering bucket across the entire crop field? Yeah, because in that first example, you're actually gonna have a thriving section of plants or crops that are actually gonna make it. In the second example, you're gonna try to spread all that water way too thin across all the crops and they're just gonna die anyways, which now you waste all of your time, energy, and your marketing budget. Why I say Johnny Appleseed did it wrong was he was a person that went across everywhere and tried to planting seeds everywhere. You as a small insurance business, it's not about planting seeds everywhere. It's about planting the right seeds where you have the ability to build relationships, to be able to nurture, be able to keep the crop alive by giving it water, by giving it time, by giving it energy consistently over and over again. If you cannot, you are far too stretched in your area and you have to hone in where you're working. So that's why, again, today we're gonna kind of be diving in um to really four um different areas that I think that could help you build stronger relationships in your area to make sure that you're not spreading yourself too thin. And actually, you can be writing more business in your area than you think if you just expanded, if you just decrease the amount of surface area or, I guess, square mileage that you're actually doing trying to cover. Number one is these relationships ultimately do matter significantly to your business. The success of your business is directly tied to the strength of your relationships. So, what do what do I mean by that? If you are a business that is purely relying on transaction, that you're trying to fit as many sales into your day as possible without the back end work of retention, service, answering questions where you're maybe you're just in a call center where you're just trying to go through sales, this is probably not gonna be as applicable to you. But if you're brick and mortar, you're a uh sole entrepreneur, Medicare trans business, this will be applied applicable to you. When we sit down with a customer and we take the time and the energy to understand what they are going through, to then listen, to then lay out a plan for them that makes sense based off the needs that they were telling us, maybe in the first appointment, maybe even during the beginning of that appointment, that connection in their brain lets them know that you are on the same level as them, that you are cut from the same cloth, that you understand them, you understand the pain points, their desires. And there's a lot more that goes in behind that that we're not going to really cover today about building an avatar. But the moment we can become more than just the insurance agent and become the friend to become the more looked like maybe partner, I guess is a great way to put it, put it as a partner in helping them make this Medicare decision, or is it, you know, find gaps in their health insurance and consistently do that time and time again? Because building a relationship will not happen in an hour and a half appointment. As many of uh, as many of the gurus or anyone else in this industry that's trying to tell you, like, oh, build a solid relationship in your appointment. I feel like I've been pretty successful in my career as far as selling in Medicare, but the building of the relationships with my my own clients did not happen in an hour and a half appointment. It happened when they sent me an email and I answered it quickly. That happened when they called me, left a voicemail, and I got back to them quickly. It happened when I did a review every year and told them exactly what I was going to do for them and then delivered on that. It happened when I sent thank you cards. It happened when I sent holiday cards. It happens when you helped their best friend do the same thing that they you just helped them with. And their friend is super happy because they referred you over. It makes them look good. That is what building a relationship looks like. For a lot of agents who say, Oh, my clients really like me, they trust me. Like, yes, in that hour and a half appointment, they probably did. But a relationship is built over time. Your best friend did not become your best friend after a medium in kindergarten on day one or a medium in high school on day one. That took time because ultimately a relationship is really strong when you put yourself out there and become vulnerable, and then they're there for you. In that consistent give and take of, hey, I need help, they're there to help. Hey, I need help, I'm there to help. Hey, I need help, I'm there to help. That consistent repetition and also just getting along with them, obviously having the same view, and maybe the same views, maybe the same likes, dislikes, things like that also play a part. But I believe the customers that I've had, and I stopped marketing my business six years ago. And I this AEP in 2025 has been by far the largest referral output I've gotten in my career in the past six years. And it's it's not surprising because I promised my customers the same thing for the past six years. Like, I'm gonna answer your questions, I'm gonna do your part to drug plan review, I'm gonna make sure I say hi to you on your birthday. I mean, the level of service I've given them has been consistent for the past six years. And I said when I told them that six years ago, I've delivered on every year. So it's not surprising by year six of delivering that same level of service that they are so confident in what I do that they have no problem referring me to their friends, family, or people that it's run into because they know what I've done for them for six years and they know that I can do the same thing for them. That's building a strong relationship. And that does take time, okay? You're not gonna build a best friend in a day or an hour and an appointment or two hours appointment. All right, uh, another part is people buy from people they trust. Trust is the difference between a yes and the difference between a no, because people will not buy from you if they do not trust you. They will not refer you unless they trust you. So when you are sitting inside of a uh of an appointment with a client, you have to be completely detached from the whole money-making process, in my opinion. If you're really attached to the money-making process and you're doing really well and successful, good for you. You won. But for me, and what we've taught agents is being detached from the money-making process of this and just showing them exactly what they're missing, what they're not understanding, educating them correctly. And when you make that, I guess, ask at the end, based on just doing a really good job, educating, doing a really good job, understanding, good, doing a really good job of just building strong rapport throughout the presentation, that back end, there's so much trust there. It's almost impossible to break. And I'll give you the real hack to building an extremely solid trust foundation. If you're in a physical appointment or virtual appointment, it's super easy to do. If you're in a phone appointment only, it could be a little bit harder, but there's a way to do it. Everything that you say, if there's a benefit, if there's a part of Medicare, if there's anything you're saying, this is how it works, be able to back that up in writing. Even better, be able to back that up in writing, that's on a government-issued document. Because the moment they think that you're trying to do something that maybe might not quite be true, and they don't know what's true and what's not true when they're right when you're in the educational process, because you're just telling them a lot of factoids and a lot of how this Medicare process works. But the moment you say something and it can completely attribute it back to actually a document that states that's how it works, and you do that consistently over an hour and a half, two-hour presentation for you newbies, it might go a little longer than that. That demonstrates one, you know what you're doing, two, what you're saying is actually true. And over the period of time, that builds an insane amount of trust inside this vacuum of the appointment. So if you're looking to build an insane amount of trust, understand, educate, and also attribute everything that you say, that is that you're explaining a fact or you're explaining a reason why something happens or how something works, make sure you can prove it in some sort of document. Again, hopefully not something you created or something you're just scribbling on a piece of paper because that's not as trustworthy, but attribute it back to a document because we are in the antitrust era of information right now, where anything online we could easily say is fake or we can easily say is credible. But the one thing they cannot really discredit is a government-issued document because that is coming straight from a credible source, the government, describing how it's going to work. I see a lot of agents making their own stuff up or using carrier-branded items where it's very easy to be portrayed that that is swaying them in some way. We want credible information from a credible source documented every single time over that. If you want to create the most insane amount of trust, that's why I did it early on in my career, and I sold over 220 plus applications in my first year in Medicare. That was a super big key to me. And that's how I was taught. Number two, quality over quantity when it comes to building relationships. I did an insane amount of volume when I first got into Medicare, where it was calling everybody all over the state, trying to do as much as possible. So I'm not standing on a pedestal here trying to say, like, you shouldn't do everything everywhere or chase volume. Like I did that when I first got in Medicare. Trust me, I understand. When things started to get really online for me was when I started choosing to work a little bit inner for work, you know, work more, do more quality work than all this scattered work. Once I was able to understand a system where I can do things in better quality closer to where I lived, that is when you use the volume trigger. That's when you start picking up the volume of doing things inside this area. But especially for you who are struggling or new, like you're told to get multiple state licenses, you're told to go everywhere. If they raise their hand and they're in Idaho, help them out. It's like great. That's good for maybe a second, and then you realize you have to keep track of now how the Idaho market's working. You have to keep track of Illinois, Wisconsin, West Minnesota. And things are so crazy right now, it's almost impossible to keep track of unless you're just in a call center just working on volume. So I had an agent right now who just started actually in this AP that we we'll focus on in just a certain area of where he lives, and we're working on finding the quality. Where can he go to find quality individuals that he identifies with that he can help and figure out what their desired outcomes are, what their pain points are, and have those quality conversations and give them the highest level of service possible. And he is actually for every person he's worked with, he gets two names from. And he's not even asking for the names. They're just saying, this was awesome. I'm gonna tell everybody about you. So if he's running, actually, some of them gave him three names. The stats he gave me is that if he's worked with 10 people so far, he's gotten now 25 names of people that he's never met that they're saying, hey, they've the client reached out to the person, person reached back out to uh to my agent. That's that's insane. Just by choosing to do something a little closer to home and focusing on the quality of the service that they're offering, they have now gotten two and a half times amount of people inside the door just because they focused just on that. Instead of me, who was at the very beginning, and then maybe you as well, I just wanted to call everybody all at the same time. I was going through phone calls all every single day, just trying to whip through people and say who would just meet with me. And when I met with them, I gave them a super good quality service, but I did it in sporadic areas. So getting referrals was super tough. So that'd be that'd be my basic, uh biggest thing. But if you can figure out a way to give a high quality service and build a high quality relationship with that person, you will get more opportunities than you can actually handle when growing your business. Because what most agents really don't take into consideration is when you work with your first couple of clients, that's setting the stage and creating the habits of what you're gonna do with your next five to 10 clients. So if you can build out a full service and practice that for your first five to 10 clients, that creates habit for the next ones. So the better service you can offer, the more opportunities you're gonna get. And the deeper a relationship you build with those clients, the better referral opportunities you're gonna get from them as well. And again, it took me six years to get my highest referral AEP that I've ever had. So it is a little bit of delayed gratification. Because again, you don't make friends overnight, you don't build deep relationships overnight, you don't even build loyalty overnight. It takes a while for these things to get done. But the moment you can focus on the quality first, hone down a really good service on how you can really help out your client, focus closer in on the home and just turn the volume knob all the way up. That is when you can really start to see a lot of gains. But if you're gonna turn the volume up, volume uh, I guess the knob all the way up first without focusing on the quality or focusing on location, you will work a lot harder than you really have to. I speak from that personal experience. Number three, so number one was relationships matter. Number two, quality over quantity at first, and then turn up the quantity. And then number three is stronger relationships will give you easier sales. I'll give you a quick example of that just from something I happened to meet just a week ago. I've had a client now for six years, because that's when I started, I started selling Medicare about six, seven years ago, and he's been on a Medicare supplement for that entire period of time. And like I said, when people trust you, you don't have to sign. Really, really at all. They will just take your word for it, as long as you let them know again how the plan works, all that stuff, like all the compliance stuff you have to take care of. There is no convincing, there is just being of service. So I had a guy, he actually lives in Sun Prairie, he's been on meds up for six years, and he said, Hey, I need, I need what are what are some other options? And just knowing a lot about him, kind of where his income is now kind of bad. And that I just made a recommendation based on, again, bird's eye viewing this, but the recommendation at the end was, hey, we're gonna put you on a Medicare Advantage plan. Here's a cancer plan and a hospital number plan. And word for word, out of his mouth, is like, if this is what you're telling me to do, I know this is right. Literally verbatim. Now, and this was six years of just documented helping them out, helping them out, helping them out, helping them out to the point now, for me from a business, going from a we all know in medsup, when they get past six years, our commissions go down to 3%, 1%, or maybe not even get paid anymore. So now from a business standpoint, I just made a significant amount more money from a business standpoint, and from his standpoint, he is now in a better financial position than he was before just because the premiums for his medsup were getting exceptionally high, wasn't able to afford it, and we got him some backup, we got him some help uh with some ancillary products out filling those gaps. He is now extremely happy and referred me over to more people just from that one sale. And I didn't have to work that hard for the first one. And those next two clients you're gonna give them are gonna hear such good things from my customer that it's gonna be even easier for me to make that sale. Those strong relationships eliminate resistance. Weak relationships absolutely will require convincing. So when you're selling to existing clients, it should be five to seven times easier to sell to them to then try to sell to a new customer. So when it comes to your internal book of business, obviously we're seeing a pretty big shift inside of Medicare right now. Again, not to say this is going to be a long-term thing. It's all, I believe it's come back. You've already seen things come back when it comes to commissions on MAPDs. You have a client base that knows you, trusts you, and I could almost guarantee don't have any of the other products or have very limited other products under their name. So five to seven times easier to sell an existing product to them versus going to find a new new person, just because you've had a documented relationship with these people who trust you. Again, when you first bring out a new client, when you first sit down with them, there is no relationship there. It's pretty weak. So the convincing part has to show up pretty true, which we still need to put time and effort into finding new customers. That's the way we will grow the most. But also having a strategy to be able to say, hey, existing customer, you're on this plan. Maybe we can put you on this plan, or yeah, this plan, but there's holes in this plan where we can add this plan or this plan. That's when we start growing the business. And the more products you sell these people, your clients, yes, you're gonna make more money, and that's okay, but they will feel better about it. So detach yourself from I'm just trying to sell product to I'm doing what's best for the customer. Because ultimately, if they understand what they're buying and you didn't say you didn't lie about how the plan works and they said yes, what do we feel bad about? You did exactly what you did. You did your job. They know exactly how the product works. You didn't lie about it. They want it, you did your job. Nothing to be scared of. So big big key here is sell to the people who already love you, the new people coming in, sell what you can in the moment you have and build a relationship so they buy from more from you later. Big key there. But ultimately, this will, if you, especially if you're working with people who already know you or there are referrals from people who already know you and love you, this will shorten your sales cycle considerably because instead of maybe kicking the can down the road for those of us who work with a lot of thinkers or I want to think it over, that happens when there is weak trust and a weak relationship. Girls, and you know, like I talked about before is how you build stronger trust in appointments. If you do that, you get a little bit of a stronger relationship, a little bit stronger trust, you'll convert much higher. But people who are coming from people who already love you, that will make uh less meeting time, so number of times. I don't want to say less in number overall time because you got compliance to worry about, but it's it stops from the kicking the can down the road and it lets you actually sell more product per customer because they trust you versus just a cold person coming in who's just gonna be a new client. Your close rate will also go up and you'll have less uh a less sales cycle so you can do more sales. There's nothing better than that in the world, right? And lastly, I kind of already touched upon a little bit, your retention and churn will go down significantly because people don't leave businesses, they leave relationships. And I'll give you an example. I have a I have a customer that I I have a customer I've had for well had for about four and a half years around there. They never did a review with me every year, they never called with questions, they never engaged with me, never responded to any of the cards I sent. They just, I pretty much wrote them up at the beginning. And every time I reached out, or if they need questions or need help, they never engage back. And they called me up this year and said, Hey Mike, I think we're just gonna go another direction with our agent this year. I said, perfectly okay. No problem. Why didn't I get upset or why did I try to not fight for the sales? Because I don't have a relationship with them because they chose not to have a relationship with me. I'm not gonna fight to create much more of a relationship with a client who doesn't want it with me. And there are definitely clients that don't want a relationship with me who will stay on my books and stay on your books for an extremely long time because they need you once, they don't need you again. That's fine. I see that's just that's just pure profit into the business because you don't have to take your time away to answer questions and do reviews, right? Just easy money. But for the people who just don't engage, who just want to leave, fine. Those aren't gonna be your fans, and I guarantee you they have not sent you a single referral. So get them out, and that's okay. We we have to accept that we are gonna lose those people. It's just gonna happen. But the people who want to engage, people who want to have a strong relationship with you, with you, who will get. More renewals because of that, because they will stay for you with you for as long as humanly possible until the inevitable day that it comes down the road that they pass away. But that's why we're in or unfortunately, we're in the replacement business because we have to deal with a factor that most businesses don't have to have don't really have to worry about it, which is unless you're like a mortician, is death. So you will get more renewals because they will stay on the books longer, and the people who really love you have a deep relationship who will just send you more people. And then if you build really good relationships with the referrals, the first gen referrals, then the second gen referrals come, the third gen referrals come, and then you know, so on and so forth, which would just pretty much rides the tides of the business, which again gets into the more referrals part. Every person that actually, I mean, the one that the best referral I ever had was crazy. We went out, you want to take me out to lunch. We went out to lunch, we went to a taco place up in northern Wisconsin. Um, this is this guy's probably sent me maybe 20 to 22, 23 referrals um over the past five years now. It involved going to lunch for with him for an hour. I've not seen him since. I went to his home one time. We talked on the phone a couple times. I went to lunch with him for an hour, and that literally meant the world to him because he was his favorite place. And he just wanted to sit down and have a real conversation because he was holding off. He was widowed, lives up in a cabinet up north, doesn't really have he's got a friend group that he sits with, but really had no one else to really sit with. But when I did that and had that conversation with him, I had that lunch with him, and just you know, shot the breeze with him, it showed that I was more of a human than anyone else he's come in contact with when it comes to Medicare or insurance. A lot of people are just going for the transaction and set up the relationship, and that has yielded me close to over 20 referrals just from one person who lives up in northern Wisconsin. He spread me through his friend group like crazy, which is ultimately what you want. That's and that's just one. I'm not even talking about the the dozens and dozens of other people who referred me as well and are probably also referring to you. Sometimes we we think about we think very short-sighted on the actions that we do based on the return we're gonna get instantly. And I'll I'll I'll rephrase that. I didn't have to go up and have lunch with this man. It netted me minus about$16 and some some odd sense after tip. But what it gave me, and also gas money to get there, but what it gave me was 20 plus extra fros just because I took the chance and wanted to build a relationship with a guy that I genuinely thought was interesting, interesting, right? It's a great conversation. I still talk to him every single year, multiple times a year. It's a great guy. So when we look at like ROI type activity, that$16,$17 I spent on lunch has made me more money than I would ever have thought at the time. So just know that some relationships are gonna yield you zero, and that's just drawing the straw, drawing the short straw. And some relationships are gonna yield you exponential returns on the business. And obviously, when it comes to comes to churn, that guy is never gonna leave me. Like I can guarantee it. I can literally guarantee that guy is never gonna leave me. Along with a lot of customers that I maintain relationships with, they're just never gonna leave because I do a review from every year, I talk to them every year, I talk maybe two or three other times additionally in a year to kind of check on them, see how they're doing. That level of service does not come from a lot of places. Also, guess who told them that I was gonna do that from the very beginning? Me. How do you build more trust? Say what you're gonna do, then do it. And if you do that for a number of years consistently, you have now created what I call an unstoppable business because the referrals will continue and continue and continue. And like I said, I wrote an article actually post on LinkedIn, and it talked about like I have not marketing my business six years. I cannot stop referrals from coming in. I don't even want to write the business. Like, I'm not looking to grow my business. I just want to help out the referrals from my current client basis that I have. That's all I want to do. And I'm writing more business in a year than the average Medicare insurance agent. You know, that's around like 30 mid-30 applications a year. I'm doing that just purely from the book of business that I have. Fun little tip there. If they don't leave, they'll love you and they'll refer you. And then lastly, uh, you'll get fewer price shopper conversations. So if they're coming from a credible source, from a strong relationship, like my guy in Sun Prairie referring me out, or my guy up in Northwoods referring me out, they say this guy does great work for me. You have to work with him. The odds that they're going to shop around, as long as I don't insult the guy in the appointment or say something that's incorrect or just go after dollar signs, I got the sale. And so do you. And you can just continually do that repeatedly, repeatedly, repeatly, repeatedly over time, that's what will create a lot of growth. When the honest to God truth is when people feel seen and you understand what they're going through and they feel supported in doing so, they will stay. That is why it's so important from the very beginning. If you're struggling or you're new, this is probably the perfect time. That's why it's so important to understand who your avatar is. Because a lot of what we focus on when building an avatar is what keeps them up at night. What are their pain points? What is their desired outcome? How is what they're going through if has changed their behavior, both professionally and maybe personally, right? If we understand that, you can create such a customized level of service to your client and be able to speak to them on a level that they truly understand that no one else can. Because most people are getting on the phone and say, Hey, I'm looking for med. I'm, you know, I guess uh things on Medicare. Like, oh, okay, like who are your doctors? Who are you, what are your prescriptions? Oh, first I need to get, I need a sc I need to get a scope. It's like the personability from that conversation just gets walled from the very beginning. And I've listened to the sales calls. I've been in appointments with people who have done that. Like, and it's a very common mistake where it's like we just get right into, all right, let's get into it. I need this information and this information before we can even talk. It's like for me, if I was that customer, sales gone. I need to, I want you to hear me out, hear what's going on in my life, and for then you as an agent to listen and then repeat back your problems so you understand that you heard me. Without that, they do not feel understood. They do not feel seen, they don't feel like you really understand the situation, or worst of all, they feel like you don't care. They feel like, oh, you're just trying to make a buck, which everyone's trying to make a buck. We get it. It's not a it's not a surprise. Everyone's in business to make money. But you will lose a significant amount of customers and you will lose a significant amount of sales if the first thing you say after they start telling you what they're looking for in their problems, like, hey, before we can talk any further, I'm gonna need to sign a scope. It's like, yeah, I don't need a scope to hear about your problems. I don't need a scope to understand what you're going through. I don't need a scope to understand what's really been bothering you, what keeps you up at night. I don't need a scope for that. And honestly, if you're taking a human factor completely off the table with a lot of these people, and I get your time is very precious. I understand. You're probably super busy, but if you are too busy for your customer, you will realize that you'll become less busy over time because the customers that you already have are leaving you, and the new business you're trying to get on board is also leaving you, which is a problem I've seen a lot of agents come into their own now, is they're finding that now people are trying to work with them as much as they used to. Like, oh, I used to do it, I mean, I used to write 200 applications, now I'm lucky to write 100. It's like, well, the market hasn't changed that much. Still the same amount of people there. Like, what's going on? Are you marketing less? Are you married, oh no, spending more on marketing? It's like, okay, so your clients are just not feeling that you are as inviting or doing as best for them as they once thought. Or maybe there's a reputation around that you're not doing as good of a job, or maybe you're not as friendly as you think you are. Like, stop in your shoes and understand that these people are probably the most scared they've been in a long time. They're they're approaching, like in their minds, they're approaching the end of life, and they're approaching a time where there is probably the most uncertainty in their life than right now. Feeling seen and feeling supported has literally almost never been more important than the day that they probably got married or their loved one, their partner, their spouse, whatever. Like, this is probably the next most important time. Arguably probably more important now because now their spouse is going through and they want to make sure their spouse is getting the same thing. So if you can make them feel seen, understood, and you can support them throughout their career, tell them what you're gonna do and you actually deliver on that. You'll create the most trust you can possibly with a client and deliver that over and over again. And make sure you're doing it in a quality way that can show your level of service in an appointment or two appointments that they will not be able to find anywhere else. You have now created the greatest growth engine that exists in insurance by building a really strong relationship with your client and doing that over and over. Again, this podcast is designed, and this episode, these episodes are designed to give you tidbits of information on how you can grow and scale your insurance business and go from unknown to unstoppable. Again, is it going to happen overnight? I mean, if you have a lot of money, maybe you can like start with a ton of business right away. But for most of you, you want to find a way to leverage your time. You want to find a way to leverage your activity and find a way to use your dollars in the most efficient way possible. And this, this, these episodes will do so for you. So again, we do not promote this podcast in literally any way in any way, besides like maybe posting it on social medias, but it's all organic. We're not going to do any paid marketing for it. If you find this to be beneficial for you and understanding of how to grow your business, or there's just tidbits that you really love, share this with other insurance agents that you know in the space, especially in the Medicare space. That's kind of like our bread and butter. Again, if you find value in it, share it. Um, if you don't, oh, you know I have to listen. But this, these are all designed to keep you from struggling and to have you go from being unknown, maybe in your market right now, to literally being unstoppable with a point you couldn't even, you couldn't, you couldn't derail your business if you even tried. Thank you for listening. We will see you on the next episode, and we're gonna show you more strategies on how to go from unknown to unstoppable on the Invisible Asian podcast. See you next time.

SPEAKER_00 31:44

We do not do any paid marketing to promote this podcast. It only grows if you find value in this and share it. Keep following as we show insurance business owners how to go from unknown to unstoppable. Thank you for listening, and we will see you next week.