3.04 | The Missing Piece with Kristy Sanford
Bound & Determined℠
English - April 26, 2021 12:00 - 37 minutes - 34.5 MBBusiness Education Self-Improvement women in leadership insurance sales insurance agent leadership women in sales inclusion insurance women in insurance women in business sales Homepage Download Google Podcasts Overcast Castro Pocket Casts RSS feed
00:00 - 03:20 | Meg welcomes Kristy Sanford to Bound & Determined℠. Kristy is an insurance agent, helping small business owners to build business insurance programs.
03:21 - 06:00 | Kristy shares more about her decision to join an insurance agency after spending time as a small commercial sales rep for an insurance carrier.
06:01 - 08:59 | The past year helped Kristy to realize she missed being close to the small businesses she was helping. After some deliberation, Kristy knew she was content but not happy.
09:00 - 10:53 | Change can be hard; it means saying goodbye to friends and colleagues, but it also means welcoming new colleagues and clients into your world.
10:54 - 12:09 | When relationships can transcend a conversation about insurance, you know you've made an impact on your client. It's the best feeling, isn't it?
12:10 - 14:59 | Kristy shares more on the difference between being content and being happy. Why don't we take more chances in our lives and careers?
15:00 - 16:49 | It's okay to question our job satisfaction - to wonder if there might be something else out there. So much of our past experience informs our future decisions.
16:50 - 18:59 | The leap? It doesn't have to be huge! Meg waxes on divorcing our careers - will this be normalized in our lifetime?
19:00 - 22:21 | What makes Kristy Sanford great? What makes you great? Kristy is an expert listener and will never "always be closing."
22:22 - 24:23 | Kristy talks us through an example of her sales style. What works in role-playing won't work in reality.
24:24 - 26:39 | Empathy goes a long way in building long-term relationships. Fear-based sales may have worked in the past, but our clients are craving something different.
26:40 - 27:44 | When you are 100% who you are, the people who value you for that will find you.
27:45 - 29:29 | Kristy's roots are in small business. Though she's not up for entrepreneurship, she respects it and is glad to be part of solving the insurance puzzle - and others - for her clients.
29:30 - 31:59 | It can be hard to make a living selling small business insurance. The numbers don't always make sense. Kristy shares her perspective and why she's here for the long term.
32:00 - 34:49 | You don't know when small business might become big business! And even insurance agents don't get it right every time.
34:50 - 37:43 | Holding space for these conversations is important, and we're not alone. And a final thought on competition. There's more than enough to go around, isn't there?
Kristy Sanford is a commercial lines account manager for Robertson Ryan & Associates. Learn more about the work she does when you connect with her on LinkedIn, or send her a message here.
To learn more about the ways Meg McKeen supports insurance salespeople, visit www.adjunctadvisors.com.
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