1 00:00:00,599 --> 00:00:04,920 welcome to the art of succession podcast 2 00:00:02,639 --> 00:00:07,319 with Barrett young join us as we explore 3 00:00:04,920 --> 00:00:08,679 the strategies stories and insights that 4 00:00:07,319 --> 00:00:10,679 shape the Journey of leadership 5 00:00:08,679 --> 00:00:12,240 Transitions and business success no 6 00:00:10,679 --> 00:00:13,839 matter where you find yourself along the 7 00:00:12,240 --> 00:00:16,039 journey this is the podcast where you'll 8 00:00:13,839 --> 00:00:18,199 find the tools to make it happen you can 9 00:00:16,039 --> 00:00:21,279 buy Goodwill but that doesn't mean that 10 00:00:18,199 --> 00:00:24,320 it exists right um you still got to 11 00:00:21,279 --> 00:00:25,880 create and earn that Goodwill what other 12 00:00:24,320 --> 00:00:28,800 kind of sales experience had you had at 13 00:00:25,880 --> 00:00:31,519 this point none if you ask my staff the 14 00:00:28,800 --> 00:00:34,800 way I train is listen no excuses because 15 00:00:31,519 --> 00:00:36,640 I can't sell ice to a Eskimo day one I 16 00:00:34,800 --> 00:00:38,680 had to start introducing myself 17 00:00:36,640 --> 00:00:41,480 explaining my intentions because 18 00:00:38,680 --> 00:00:43,280 insurance is sensitive right like people 19 00:00:41,480 --> 00:00:45,079 have to trust you to do business with 20 00:00:43,280 --> 00:00:47,440 you my name is Barrett young and this is 21 00:00:45,079 --> 00:00:50,440 the AR of succession podcast my guest 22 00:00:47,440 --> 00:00:52,760 today is Nikia Mack an insurance agent 23 00:00:50,440 --> 00:00:54,399 with Oliver Mac Insurance Nikia thank 24 00:00:52,760 --> 00:00:56,520 you for being on guest on the artist 25 00:00:54,399 --> 00:00:58,280 sucession thank you for having me 26 00:00:56,520 --> 00:01:00,920 Barrett yeah I'm looking forward to this 27 00:00:58,280 --> 00:01:03,320 conversation you are my insurance agent 28 00:01:00,920 --> 00:01:05,920 and I I'm thankful that you uh you were 29 00:01:03,320 --> 00:01:07,600 open to talking about the buyout that 30 00:01:05,920 --> 00:01:09,920 occurred about four years ago at this 31 00:01:07,600 --> 00:01:12,200 point what what is it that interested 32 00:01:09,920 --> 00:01:14,000 you specifically about coming on as a 33 00:01:12,200 --> 00:01:15,520 guest and telling that 34 00:01:14,000 --> 00:01:19,040 story 35 00:01:15,520 --> 00:01:21,799 um you're and I'm not saying this you 36 00:01:19,040 --> 00:01:24,840 know with any bias at all I think that 37 00:01:21,799 --> 00:01:28,200 we've had some pretty good conversations 38 00:01:24,840 --> 00:01:31,200 and I think we share a very similar um 39 00:01:28,200 --> 00:01:34,119 background and so the invite was an 40 00:01:31,200 --> 00:01:37,119 absolute honor oh well I'm glad I'm glad 41 00:01:34,119 --> 00:01:41,960 you took it that way thank you so much 42 00:01:37,119 --> 00:01:45,000 um all right so let's I guess start from 43 00:01:41,960 --> 00:01:47,040 prior to buying an insurance agent uh 44 00:01:45,000 --> 00:01:49,520 agency talk about just a little bit of 45 00:01:47,040 --> 00:01:51,360 your professional career and were you in 46 00:01:49,520 --> 00:01:52,240 Insurance prior to that let's let's 47 00:01:51,360 --> 00:01:57,360 start 48 00:01:52,240 --> 00:02:01,759 there um okay long story sort of short 49 00:01:57,360 --> 00:02:05,640 um I while in college I took a job at 50 00:02:01,759 --> 00:02:10,360 about 19 maybe early 20s at a health 51 00:02:05,640 --> 00:02:13,440 care um firm that specialized in complex 52 00:02:10,360 --> 00:02:15,080 and and custom rehab where I was like 53 00:02:13,440 --> 00:02:20,480 accounts receivable that's like a shoe 54 00:02:15,080 --> 00:02:23,920 in to accounting right um and I stayed 55 00:02:20,480 --> 00:02:28,040 there for a long long time like 56 00:02:23,920 --> 00:02:30,400 so in that I discovered that um I wanted 57 00:02:28,040 --> 00:02:33,560 to do respiratory therapy 58 00:02:30,400 --> 00:02:36,319 to help the company provide additional 59 00:02:33,560 --> 00:02:38,440 services and then I took some like core 60 00:02:36,319 --> 00:02:40,159 classes and of those was accounting and 61 00:02:38,440 --> 00:02:43,080 I'm like wait a minute I'm really good 62 00:02:40,159 --> 00:02:46,599 at this and so I decided to change my 63 00:02:43,080 --> 00:02:48,400 major and I transferred to talson as a 64 00:02:46,599 --> 00:02:51,200 junior because I had so many credits 65 00:02:48,400 --> 00:02:52,840 from Community College um and then I 66 00:02:51,200 --> 00:02:54,640 found out that like it was a different 67 00:02:52,840 --> 00:02:56,840 kind of accounting like I wasn't really 68 00:02:54,640 --> 00:03:01,040 doing good at accounting I just thought 69 00:02:56,840 --> 00:03:03,840 that was um so I laced up my boot strap 70 00:03:01,040 --> 00:03:08,560 and I did um Talon's accounting 71 00:03:03,840 --> 00:03:12,480 program and then I did some um studying 72 00:03:08,560 --> 00:03:14,159 for the CPA okay gotcha and so then this 73 00:03:12,480 --> 00:03:17,360 was not right out of high school then 74 00:03:14,159 --> 00:03:20,000 this is n later on in life a little bit 75 00:03:17,360 --> 00:03:22,080 okay awesome love to hear it um 76 00:03:20,000 --> 00:03:24,400 accidental accountant that's great 77 00:03:22,080 --> 00:03:26,720 absolutely accidental accidental 78 00:03:24,400 --> 00:03:29,560 insurance agent 79 00:03:26,720 --> 00:03:32,560 too I just you know I'm I'm winging life 80 00:03:29,560 --> 00:03:35,640 and historically I've done so so okay so 81 00:03:32,560 --> 00:03:37,200 you got an accounting degree you you sat 82 00:03:35,640 --> 00:03:41,360 for the CPA 83 00:03:37,200 --> 00:03:42,920 exam okay and then didn't go into public 84 00:03:41,360 --> 00:03:45,879 was there something about accounting 85 00:03:42,920 --> 00:03:48,360 that you're like maybe not or I never 86 00:03:45,879 --> 00:03:52,560 like that was never my story I I never 87 00:03:48,360 --> 00:03:55,439 intended to go into public um I liked 88 00:03:52,560 --> 00:03:57,680 accounting and so my intention was never 89 00:03:55,439 --> 00:04:00,000 to go into public like it just it was 90 00:03:57,680 --> 00:04:02,760 total happen stance that I got the 91 00:04:00,000 --> 00:04:04,720 funding to study for the CPA and so I 92 00:04:02,760 --> 00:04:07,760 said okay I guess we're studying for the 93 00:04:04,720 --> 00:04:10,400 CPA so part after part I'm like okay I 94 00:04:07,760 --> 00:04:13,400 guess we're going to the next part it's 95 00:04:10,400 --> 00:04:15,079 just it it it it was a wild ride but it 96 00:04:13,400 --> 00:04:17,519 was totally 97 00:04:15,079 --> 00:04:20,400 unplanned okay I got you and then did 98 00:04:17,519 --> 00:04:22,919 you start in accounting at an insurance 99 00:04:20,400 --> 00:04:24,440 agency or how did you go from I've 100 00:04:22,919 --> 00:04:26,080 passed the CP exam but I don't want to 101 00:04:24,440 --> 00:04:29,000 be in public to I want to be in 102 00:04:26,080 --> 00:04:30,680 accounting department my employer just 103 00:04:29,000 --> 00:04:33,400 connected me with with being able to do 104 00:04:30,680 --> 00:04:36,759 more and more accounting projects until 105 00:04:33,400 --> 00:04:38,479 I was on my own um with some mentorship 106 00:04:36,759 --> 00:04:41,120 okay so explain that who's your employer 107 00:04:38,479 --> 00:04:44,520 at the time for this my employer was the 108 00:04:41,120 --> 00:04:46,360 was the small um Healthcare um okay so 109 00:04:44,520 --> 00:04:47,800 they were your you stayed with them 110 00:04:46,360 --> 00:04:50,000 through the accounting degree through 111 00:04:47,800 --> 00:04:51,680 the CPA exam everything like that okay 112 00:04:50,000 --> 00:04:54,039 yeah they gave me the flexibility that I 113 00:04:51,680 --> 00:04:56,080 needed and so instead of seeing we go 114 00:04:54,039 --> 00:05:00,080 they kind of were like okay what do we 115 00:04:56,080 --> 00:05:03,240 how do we Foster this new found 116 00:05:00,080 --> 00:05:05,720 desire to be an accountant and so 117 00:05:03,240 --> 00:05:07,800 basically a lot of my work thereafter 118 00:05:05,720 --> 00:05:11,919 accounting work was like 119 00:05:07,800 --> 00:05:14,800 mentorships um I did the um tax program 120 00:05:11,919 --> 00:05:17,479 for talson and so a lot like I started 121 00:05:14,800 --> 00:05:19,680 tax is my it's like I'm stronger in text 122 00:05:17,479 --> 00:05:24,120 than I'm audit audit is far too 123 00:05:19,680 --> 00:05:26,319 conceptual for me um I'm very like yes 124 00:05:24,120 --> 00:05:30,199 or no black or white and I think you 125 00:05:26,319 --> 00:05:32,840 know that about me by now and so 126 00:05:30,199 --> 00:05:34,840 it tax was kind of where I went and then 127 00:05:32,840 --> 00:05:37,199 I had so many people small businesses 128 00:05:34,840 --> 00:05:41,600 asking hey can you do this and I'm like 129 00:05:37,199 --> 00:05:41,600 okay well I'll try and then you 130 00:05:41,680 --> 00:05:48,919 know okay so as the tax partner here as 131 00:05:45,600 --> 00:05:52,639 as a lifelong tax guy by accident 132 00:05:48,919 --> 00:05:54,360 almost you love tax you like tax but you 133 00:05:52,639 --> 00:05:57,800 didn't want to go into public accounting 134 00:05:54,360 --> 00:05:59,000 and du tax so what I guess talk talk to 135 00:05:57,800 --> 00:06:02,000 me about that disconn I have a 136 00:05:59,000 --> 00:06:03,840 disconnect there in my head I think when 137 00:06:02,000 --> 00:06:06,000 I thought 138 00:06:03,840 --> 00:06:08,360 about public 139 00:06:06,000 --> 00:06:10,599 accounting I I just thought about like 140 00:06:08,360 --> 00:06:14,000 that 141 00:06:10,599 --> 00:06:15,919 uh tax season you could say it no like I 142 00:06:14,000 --> 00:06:19,440 was excited about ta so for me it was 143 00:06:15,919 --> 00:06:22,440 more okay if I'm going to do this I want 144 00:06:19,440 --> 00:06:25,360 to do it all the way right so what does 145 00:06:22,440 --> 00:06:29,759 it take to become partner and I'm like 146 00:06:25,360 --> 00:06:31,919 ah my the dynamic of my life didn't 147 00:06:29,759 --> 00:06:34,639 would not would not have allowed me to 148 00:06:31,919 --> 00:06:38,360 commit to the extent that it would have 149 00:06:34,639 --> 00:06:40,319 taken me to even try for partner and I 150 00:06:38,360 --> 00:06:42,599 felt like I was at the age where it's 151 00:06:40,319 --> 00:06:45,360 like partner or nothing I didn't want to 152 00:06:42,599 --> 00:06:47,039 be like you know I got to run a business 153 00:06:45,360 --> 00:06:50,160 yeah ex 154 00:06:47,039 --> 00:06:51,880 exactly so okay I mean we're getting off 155 00:06:50,160 --> 00:06:53,919 into an accounting related tangent here 156 00:06:51,880 --> 00:06:55,400 and you're an insurance agent so but I'm 157 00:06:53,919 --> 00:06:57,599 interested because you did you did your 158 00:06:55,400 --> 00:07:00,560 accounting program at talson they a big 159 00:06:57,599 --> 00:07:02,400 Maryland University and the experience I 160 00:07:00,560 --> 00:07:04,599 hear from others is the only people that 161 00:07:02,400 --> 00:07:06,440 recruit at the big Maryland universities 162 00:07:04,599 --> 00:07:08,639 are the big four so was that your 163 00:07:06,440 --> 00:07:11,360 perception of public accounting or were 164 00:07:08,639 --> 00:07:13,680 you aware being through a smaller health 165 00:07:11,360 --> 00:07:16,400 care company that there were small CPA 166 00:07:13,680 --> 00:07:18,879 firms that kind of stuff no so you're 167 00:07:16,400 --> 00:07:21,960 right like the exposure was the big four 168 00:07:18,879 --> 00:07:25,520 and it just that didn't resonate with me 169 00:07:21,960 --> 00:07:27,240 at all for good reason so it was more 170 00:07:25,520 --> 00:07:30,319 like I'm going to finish this accounting 171 00:07:27,240 --> 00:07:32,840 degree and then I was invited to one of 172 00:07:30,319 --> 00:07:34,919 the leadership acmy and I'm like okay 173 00:07:32,840 --> 00:07:37,879 let's do that that sounds fun at the 174 00:07:34,919 --> 00:07:42,039 leadership Association mcpa mcpa okay 175 00:07:37,879 --> 00:07:45,879 great and then at the one of the days of 176 00:07:42,039 --> 00:07:47,319 the Academy I won a wly scholarship 177 00:07:45,879 --> 00:07:49,440 because otherwise I wasn't going to pay 178 00:07:47,319 --> 00:07:52,240 to study for the exam it just was never 179 00:07:49,440 --> 00:07:54,400 something that I desired to do um but 180 00:07:52,240 --> 00:07:56,440 once I got the funding it's like I have 181 00:07:54,400 --> 00:07:58,319 to do this I felt like it's so many 182 00:07:56,440 --> 00:08:02,800 people who don't get the opportunity you 183 00:07:58,319 --> 00:08:05,479 know so that's where my studying Journey 184 00:08:02,800 --> 00:08:07,280 began all right I'll I'll I'll leave it 185 00:08:05,479 --> 00:08:09,720 at that before I lose everybody with an 186 00:08:07,280 --> 00:08:11,960 accounting related discussion but okay 187 00:08:09,720 --> 00:08:14,240 so you're at the you're at your employer 188 00:08:11,960 --> 00:08:16,440 that you had started with not as a as an 189 00:08:14,240 --> 00:08:19,360 accountant major accounting major you 190 00:08:16,440 --> 00:08:21,560 said you'd increased in responsibilities 191 00:08:19,360 --> 00:08:23,879 there and you they'd been a great mentor 192 00:08:21,560 --> 00:08:26,199 to you someone in that organization had 193 00:08:23,879 --> 00:08:29,120 really been coaching you through this 194 00:08:26,199 --> 00:08:32,360 how do they go from like this is a great 195 00:08:29,120 --> 00:08:35,760 EMP that we've fed into all these years 196 00:08:32,360 --> 00:08:37,959 to you should go leave us and buy an 197 00:08:35,760 --> 00:08:39,959 insurance agency how did how talk about 198 00:08:37,959 --> 00:08:43,120 that relationship it actually didn't 199 00:08:39,959 --> 00:08:47,160 happen that way so um I still do work 200 00:08:43,120 --> 00:08:49,600 for them oh okay and yes so but I have 201 00:08:47,160 --> 00:08:52,399 staff and so I'm constantly connected 202 00:08:49,600 --> 00:08:54,279 right um we actually had a conversation 203 00:08:52,399 --> 00:08:56,920 where my boss is like you know you can't 204 00:08:54,279 --> 00:08:59,800 like just go right like we need you 205 00:08:56,920 --> 00:09:02,480 around here so it's more like a 206 00:08:59,800 --> 00:09:05,279 oversight capacity especially with the 207 00:09:02,480 --> 00:09:10,800 accounting skill and the now business 208 00:09:05,279 --> 00:09:12,880 owner skill um my input is a lot um it's 209 00:09:10,800 --> 00:09:15,200 changed the dynamic of the relationship 210 00:09:12,880 --> 00:09:17,560 has changed so it's like a Consulting 211 00:09:15,200 --> 00:09:20,680 capacity kind of thing gotcha okay side 212 00:09:17,560 --> 00:09:23,079 job then the main job has moved to the 213 00:09:20,680 --> 00:09:24,360 side job and the main exactly and then 214 00:09:23,079 --> 00:09:27,680 they put you in 215 00:09:24,360 --> 00:09:30,519 contact uh with Celeste who you bought 216 00:09:27,680 --> 00:09:33,600 her no okay oh my gosh all right see 217 00:09:30,519 --> 00:09:38,000 it's a whole thing all right so how did 218 00:09:33,600 --> 00:09:40,480 that happen one of my small business 219 00:09:38,000 --> 00:09:43,839 clients was an agency 220 00:09:40,480 --> 00:09:46,000 owner and they had a relationship with 221 00:09:43,839 --> 00:09:48,360 Celeste and they found out that she was 222 00:09:46,000 --> 00:09:50,240 selling and they're like you know I 223 00:09:48,360 --> 00:09:52,279 think you guys would be amazing together 224 00:09:50,240 --> 00:09:55,880 just and I'm like that sounds insane 225 00:09:52,279 --> 00:09:57,519 like what so I said okay and I'm always 226 00:09:55,880 --> 00:10:00,920 a person that if you know if the 227 00:09:57,519 --> 00:10:04,800 opportunity is bestowed upon me I owe it 228 00:10:00,920 --> 00:10:06,399 at least some exploration right so I'm 229 00:10:04,800 --> 00:10:09,959 in Baltimore 230 00:10:06,399 --> 00:10:13,240 County and I said we scheduled a meeting 231 00:10:09,959 --> 00:10:16,600 in Waldorf which took me two hours on a 232 00:10:13,240 --> 00:10:20,560 very like I'm like I can't believe like 233 00:10:16,600 --> 00:10:23,480 this is crazy so I get there and 234 00:10:20,560 --> 00:10:26,560 like I was there for four hours just 235 00:10:23,480 --> 00:10:29,560 talking about everything and she told me 236 00:10:26,560 --> 00:10:31,880 that she had um an offer already 237 00:10:29,560 --> 00:10:33,279 somebody had put in a letter of intent 238 00:10:31,880 --> 00:10:36,079 to the 239 00:10:33,279 --> 00:10:40,440 carrier and she's like but I think I'm 240 00:10:36,079 --> 00:10:42,800 going to resend that and she did um with 241 00:10:40,440 --> 00:10:44,959 no letter of intent from you or anything 242 00:10:42,800 --> 00:10:47,120 other than this 4our conversation well 243 00:10:44,959 --> 00:10:48,320 she did she wanted to like she said well 244 00:10:47,120 --> 00:10:50,800 where are you with this because if 245 00:10:48,320 --> 00:10:52,200 you're interested you know I think I 246 00:10:50,800 --> 00:10:56,480 think this is a good fit I think you 247 00:10:52,200 --> 00:10:59,760 will do very well and the rest is 248 00:10:56,480 --> 00:11:01,200 history all right all right so yeah I 249 00:10:59,760 --> 00:11:02,839 mean just a little bit of context that's 250 00:11:01,200 --> 00:11:04,639 how you and I started working together 251 00:11:02,839 --> 00:11:07,839 as Celeste was a client of mine I 252 00:11:04,639 --> 00:11:10,000 shopped my insurance a couple years ago 253 00:11:07,839 --> 00:11:13,639 um and came on board with her agency and 254 00:11:10,000 --> 00:11:15,079 then I think within a year maybe two uh 255 00:11:13,639 --> 00:11:18,040 you took over the 256 00:11:15,079 --> 00:11:21,480 agency you had no 257 00:11:18,040 --> 00:11:23,160 insurance sales experience at this point 258 00:11:21,480 --> 00:11:25,519 because you were on the like the health 259 00:11:23,160 --> 00:11:27,160 care processing of the forms getting 260 00:11:25,519 --> 00:11:28,760 reimbursed and everything is that like 261 00:11:27,160 --> 00:11:31,079 the accounting stuff you were doing pre 262 00:11:28,760 --> 00:11:34,120 previously or the contractual stuff like 263 00:11:31,079 --> 00:11:37,160 fee schedules and that kind of thing 264 00:11:34,120 --> 00:11:39,399 right okay um what other sales 265 00:11:37,160 --> 00:11:42,200 experience other than having a small 266 00:11:39,399 --> 00:11:43,680 bookkeeping business on the side what 267 00:11:42,200 --> 00:11:46,240 other kind of sales experience had you 268 00:11:43,680 --> 00:11:48,519 had at this point none if you ask my 269 00:11:46,240 --> 00:11:51,480 staff the way I train is listen no 270 00:11:48,519 --> 00:11:54,120 excuses because I can't sell ice to a 271 00:11:51,480 --> 00:11:57,079 Eskimo that's that's how I start my 272 00:11:54,120 --> 00:12:00,079 training um I think you have to find 273 00:11:57,079 --> 00:12:02,680 what you're good at I am good at knowing 274 00:12:00,079 --> 00:12:05,000 learning things and being able to share 275 00:12:02,680 --> 00:12:07,800 my knowledge and that Fosters a 276 00:12:05,000 --> 00:12:10,399 relationship of trust um so I don't have 277 00:12:07,800 --> 00:12:14,120 like glitter to put on words that's not 278 00:12:10,399 --> 00:12:15,920 that's not my thing um I I do not that's 279 00:12:14,120 --> 00:12:19,199 not my Approach because I do not 280 00:12:15,920 --> 00:12:21,920 consider myself a salesperson did I mean 281 00:12:19,199 --> 00:12:25,720 did Celeste prep you for how much of 282 00:12:21,920 --> 00:12:28,800 Insurance Agency is selling no not like 283 00:12:25,720 --> 00:12:31,120 I I and I don't know how I feel about it 284 00:12:28,800 --> 00:12:34,639 to this 285 00:12:31,120 --> 00:12:38,160 um I I did not learn that how much sales 286 00:12:34,639 --> 00:12:43,000 it entailed until like we were live and 287 00:12:38,160 --> 00:12:46,519 I'm like wait like this is how it works 288 00:12:43,000 --> 00:12:48,720 um but had she prepared me I probably 289 00:12:46,519 --> 00:12:52,279 would have declined the opportunity so 290 00:12:48,720 --> 00:12:54,959 we I I assume it wasn't impulsive 4-Hour 291 00:12:52,279 --> 00:12:57,639 conversation and then it's done what was 292 00:12:54,959 --> 00:13:00,800 that what was that due diligence process 293 00:12:57,639 --> 00:13:03,320 like for you to start to like go home 294 00:13:00,800 --> 00:13:06,480 consider it say yes all that kind of 295 00:13:03,320 --> 00:13:09,279 stuff um I started researching like what 296 00:13:06,480 --> 00:13:11,880 agency ownership looks like um and then 297 00:13:09,279 --> 00:13:14,320 and then the carrier has their own like 298 00:13:11,880 --> 00:13:16,320 super involved process like you have to 299 00:13:14,320 --> 00:13:18,240 go before a panel for approval it's not 300 00:13:16,320 --> 00:13:20,519 just I'm going to sell this to this 301 00:13:18,240 --> 00:13:23,040 person and the Carri it's like yeah fine 302 00:13:20,519 --> 00:13:26,120 no like they have to approve you still 303 00:13:23,040 --> 00:13:29,920 so you have to prove Financial Acumen 304 00:13:26,120 --> 00:13:32,760 you have to prove credit worthiness 305 00:13:29,920 --> 00:13:35,240 um get your fenra series and all that 306 00:13:32,760 --> 00:13:37,600 too I see and then of course 307 00:13:35,240 --> 00:13:39,920 lure um and you have to be license and 308 00:13:37,600 --> 00:13:42,040 all the things so my staff can choose 309 00:13:39,920 --> 00:13:45,920 right our bread and butter is Property 310 00:13:42,040 --> 00:13:48,519 and Casualty so my bare minimum is a 311 00:13:45,920 --> 00:13:50,360 Property and Casualty license the agency 312 00:13:48,519 --> 00:13:54,079 owner has to be licensed in all the 313 00:13:50,360 --> 00:13:57,519 things but I like to study if it's sold 314 00:13:54,079 --> 00:14:00,800 under your book then you have to be you 315 00:13:57,519 --> 00:14:02,920 know able to superv that kind of sale so 316 00:14:00,800 --> 00:14:06,000 exactly so studying for me was the fun 317 00:14:02,920 --> 00:14:08,120 part like you know um and then like the 318 00:14:06,000 --> 00:14:10,240 life and health portion I I had a lot of 319 00:14:08,120 --> 00:14:12,040 back like I I was doing contracts for 320 00:14:10,240 --> 00:14:13,880 that kind so that was easy peasy 321 00:14:12,040 --> 00:14:20,800 Property and Casualty I had no 322 00:14:13,880 --> 00:14:23,160 experience in so um so is this 323 00:14:20,800 --> 00:14:25,279 um you know from that forour 324 00:14:23,160 --> 00:14:27,360 conversation how long did it take for 325 00:14:25,279 --> 00:14:29,399 you to actually I mean did you start off 326 00:14:27,360 --> 00:14:30,959 as an employee did you start start off 327 00:14:29,399 --> 00:14:33,839 with a purchase and she worked for a 328 00:14:30,959 --> 00:14:35,759 little bit like talk me through the two 329 00:14:33,839 --> 00:14:37,680 to three months or however long it might 330 00:14:35,759 --> 00:14:40,519 have taken to to move forward with the 331 00:14:37,680 --> 00:14:42,120 deal so I made the decision to an 332 00:14:40,519 --> 00:14:45,600 affirmative decision in 333 00:14:42,120 --> 00:14:48,680 July and the conversation was what month 334 00:14:45,600 --> 00:14:50,839 again July okay so same month like yeah 335 00:14:48,680 --> 00:14:53,959 I it didn't take me long to decide like 336 00:14:50,839 --> 00:14:56,440 this is what I want to do and then still 337 00:14:53,959 --> 00:14:58,720 with like a lot of concern about like 338 00:14:56,440 --> 00:15:02,160 like I literally got anxiety every day 339 00:14:58,720 --> 00:15:06,440 up and until I opened on December 1st 21 340 00:15:02,160 --> 00:15:07,959 um so from July I didn't get appointed 341 00:15:06,440 --> 00:15:11,560 until November that's how long the 342 00:15:07,959 --> 00:15:14,160 carriers process is so there's lots of 343 00:15:11,560 --> 00:15:15,560 like you got to present a business plan 344 00:15:14,160 --> 00:15:18,199 like we want to know what your plans are 345 00:15:15,560 --> 00:15:19,880 for the next decade um they have to look 346 00:15:18,199 --> 00:15:22,279 at you have to do several background 347 00:15:19,880 --> 00:15:25,600 checks you have to if you have any debt 348 00:15:22,279 --> 00:15:28,000 you have to resolve that debt um they 349 00:15:25,600 --> 00:15:32,160 found a parking ticket from 2006 and 350 00:15:28,000 --> 00:15:33,720 they're like go pay that and you can't 351 00:15:32,160 --> 00:15:36,560 settle you have to pay the amount in 352 00:15:33,720 --> 00:15:38,480 full like non non-current debt needs to 353 00:15:36,560 --> 00:15:40,600 be closed out or they include like 354 00:15:38,480 --> 00:15:43,199 student loans and things that are stud 355 00:15:40,600 --> 00:15:45,560 Lo St Lo um as long as the student loans 356 00:15:43,199 --> 00:15:49,839 were not like I don't I'm not entirely 357 00:15:45,560 --> 00:15:53,480 sure of the criteria um for like debt 358 00:15:49,839 --> 00:15:56,959 that is like not that is current right 359 00:15:53,480 --> 00:16:00,680 but for like any kind of collections 360 00:15:56,959 --> 00:16:04,120 because with the SEC with fenra you 361 00:16:00,680 --> 00:16:06,360 can't be compromised in a way um that 362 00:16:04,120 --> 00:16:10,440 like having debt where people could 363 00:16:06,360 --> 00:16:11,880 leverage that I I guess is the logic um 364 00:16:10,440 --> 00:16:13,680 so if you owe people they don't want you 365 00:16:11,880 --> 00:16:16,040 owing anyone 366 00:16:13,680 --> 00:16:19,000 essentially so I had to pay the parking 367 00:16:16,040 --> 00:16:21,160 ticket from 2006 in 368 00:16:19,000 --> 00:16:24,959 2021 and I called the courthouse and 369 00:16:21,160 --> 00:16:26,560 they're like what just trust me I need 370 00:16:24,959 --> 00:16:29,480 to pay you just let me pay I got to pay 371 00:16:26,560 --> 00:16:31,240 it and I got to pay the entire amount so 372 00:16:29,480 --> 00:16:35,240 wow don't do me any 373 00:16:31,240 --> 00:16:38,000 favors yep okay um and so this is this 374 00:16:35,240 --> 00:16:40,160 is an asset sale so you're not you 375 00:16:38,000 --> 00:16:42,319 weren't buying celeste's agency you were 376 00:16:40,160 --> 00:16:44,680 buying her Goodwill her Client List all 377 00:16:42,319 --> 00:16:47,519 of that so you had to start up an LLC 378 00:16:44,680 --> 00:16:51,639 and the the name of your business was 379 00:16:47,519 --> 00:16:53,279 Oliver Mac insurance so what so I'm 380 00:16:51,639 --> 00:16:56,279 prepping I prepped you for this but why 381 00:16:53,279 --> 00:17:00,800 Oliver Mack who's Oliver Oliver is my 382 00:16:56,279 --> 00:17:04,720 family name and then Mac is my name so 383 00:17:00,800 --> 00:17:06,199 um like I shared with you um offline I 384 00:17:04,720 --> 00:17:10,079 am one of the first business owners in 385 00:17:06,199 --> 00:17:13,760 my family so I wanted to give my family 386 00:17:10,079 --> 00:17:15,480 some connection to my business um Mac is 387 00:17:13,760 --> 00:17:17,919 my married name so of course my kids 388 00:17:15,480 --> 00:17:19,280 share that name and you know so I I 389 00:17:17,919 --> 00:17:22,640 wanted to kind of make that connection 390 00:17:19,280 --> 00:17:25,799 for everybody okay 391 00:17:22,640 --> 00:17:29,080 um in a relationship business when 392 00:17:25,799 --> 00:17:34,320 you're taking over from somebody I mean 393 00:17:29,080 --> 00:17:37,120 how did that hers was Conor's 394 00:17:34,320 --> 00:17:38,640 um how did that Conor's Ward Conor's 395 00:17:37,120 --> 00:17:41,320 Ward which was 396 00:17:38,640 --> 00:17:45,200 her partner or deceased husband I can I 397 00:17:41,320 --> 00:17:47,280 can't neither neither okay so later it's 398 00:17:45,200 --> 00:17:52,760 funny that you bring that up later I 399 00:17:47,280 --> 00:17:54,760 found out that it was um conventional 400 00:17:52,760 --> 00:17:57,840 that 401 00:17:54,760 --> 00:18:01,360 the seceding 402 00:17:57,840 --> 00:18:03,720 agent attatch the previous agents name 403 00:18:01,360 --> 00:18:05,679 to their business sure okay so it would 404 00:18:03,720 --> 00:18:07,559 it should have been Mack Conor's Ward 405 00:18:05,679 --> 00:18:09,720 then to show some continuity there I 406 00:18:07,559 --> 00:18:12,200 mean it's CPA firms we used to have 407 00:18:09,720 --> 00:18:14,240 seven names at the end of our name and 408 00:18:12,200 --> 00:18:16,600 and so I didn't intentionally omit 409 00:18:14,240 --> 00:18:18,799 anyone I just didn't know right and I'm 410 00:18:16,600 --> 00:18:20,360 like I felt so bad but this was like two 411 00:18:18,799 --> 00:18:22,360 or three years in and I'm like wait I 412 00:18:20,360 --> 00:18:26,440 was supposed to do that oh you okay so 413 00:18:22,360 --> 00:18:28,480 she never brought it up she never no so 414 00:18:26,440 --> 00:18:30,039 it wasn't intentional it was just you 415 00:18:28,480 --> 00:18:31,960 know just didn't know I didn't know that 416 00:18:30,039 --> 00:18:34,840 that it was it's no written it's a 417 00:18:31,960 --> 00:18:39,440 tradition it's like honoring like yeah 418 00:18:34,840 --> 00:18:41,360 gotta okay so was that tough to to 419 00:18:39,440 --> 00:18:43,840 transfer I mean because this is what I 420 00:18:41,360 --> 00:18:45,480 really want to get into in this is you 421 00:18:43,840 --> 00:18:47,400 know we're both in relationship 422 00:18:45,480 --> 00:18:49,360 businesses and it's like my relationship 423 00:18:47,400 --> 00:18:52,440 was with Celeste 424 00:18:49,360 --> 00:18:53,720 and there unless you were an employee 425 00:18:52,440 --> 00:18:55,520 there and I got to know you as an 426 00:18:53,720 --> 00:18:58,360 employee it's like well who's this 427 00:18:55,520 --> 00:19:01,000 person so talk talk through some of that 428 00:18:58,360 --> 00:19:05,520 and just the successes and maybe some 429 00:19:01,000 --> 00:19:08,360 struggles ah so celeste's book is about 430 00:19:05,520 --> 00:19:12,440 was about 36 years old when I took 431 00:19:08,360 --> 00:19:16,240 over so we we we there was a a lot of 432 00:19:12,440 --> 00:19:18,240 challenge in creating trust you can buy 433 00:19:16,240 --> 00:19:22,000 Goodwill but that doesn't mean that it 434 00:19:18,240 --> 00:19:24,799 exists right um you still got to create 435 00:19:22,000 --> 00:19:26,960 and earn that Goodwill and so a lot of 436 00:19:24,799 --> 00:19:30,240 her clients were like you know I just 437 00:19:26,960 --> 00:19:31,720 don't and so statistically when you 438 00:19:30,240 --> 00:19:35,520 purchase a book of 439 00:19:31,720 --> 00:19:42,240 business um it is anticipated that about 440 00:19:35,520 --> 00:19:44,520 5% um of that book falls off due to um 441 00:19:42,240 --> 00:19:47,039 the acquisition just we're going to take 442 00:19:44,520 --> 00:19:48,960 a chance shop shop new rates and stuff 443 00:19:47,039 --> 00:19:50,440 like like I said I have a relationship 444 00:19:48,960 --> 00:19:53,280 with Celeste she's not here anymore I'm 445 00:19:50,440 --> 00:19:55,520 going to take this chance to so even 446 00:19:53,280 --> 00:19:59,240 with a national brand like you work for 447 00:19:55,520 --> 00:20:02,240 there still is very much that the is my 448 00:19:59,240 --> 00:20:06,080 insurance agent yes absolutely 449 00:20:02,240 --> 00:20:07,480 absolutely even even um in my business 450 00:20:06,080 --> 00:20:10,039 today there are clients that will not 451 00:20:07,480 --> 00:20:12,280 talk to my staff they'll call in it 452 00:20:10,039 --> 00:20:15,760 could be a payment and they're like nope 453 00:20:12,280 --> 00:20:18,200 I I I need to speak to Nikia so uh and 454 00:20:15,760 --> 00:20:19,440 that it is you know it's it's a it's a 455 00:20:18,200 --> 00:20:22,480 blessing and a 456 00:20:19,440 --> 00:20:24,400 curse so yes it was it was a bit of an 457 00:20:22,480 --> 00:20:26,240 uphill battle but I I don't think it was 458 00:20:24,400 --> 00:20:29,240 as much of an uphill battle as I 459 00:20:26,240 --> 00:20:32,320 anticipated I was prepped for that 460 00:20:29,240 --> 00:20:35,880 okay so more than five I mean that's the 461 00:20:32,320 --> 00:20:38,120 we did not lose 5% oh really okay we I 462 00:20:35,880 --> 00:20:41,960 don't even think we lost 463 00:20:38,120 --> 00:20:44,840 2% uh I think I was a bit proactive and 464 00:20:41,960 --> 00:20:49,440 so the carrier does dictate how you can 465 00:20:44,840 --> 00:20:53,240 communicate the acquisition um it's 466 00:20:49,440 --> 00:20:55,600 almost for continuity it's almost not 467 00:20:53,240 --> 00:20:57,240 discouraged but you have to be very 468 00:20:55,600 --> 00:20:59,400 intentional about how that acquisition 469 00:20:57,240 --> 00:21:01,559 is communicated 470 00:20:59,400 --> 00:21:05,600 um and so I just I had to do a whole lot 471 00:21:01,559 --> 00:21:08,360 of like reaching out once I um at 472 00:21:05,600 --> 00:21:10,039 closing like after like day one I had to 473 00:21:08,360 --> 00:21:14,200 start introducing 474 00:21:10,039 --> 00:21:16,600 myself um and basically explaining my 475 00:21:14,200 --> 00:21:18,400 intentions because insurance is 476 00:21:16,600 --> 00:21:21,000 sensitive right 477 00:21:18,400 --> 00:21:23,320 like people have to trust you to do 478 00:21:21,000 --> 00:21:25,559 business with you and so they nobody 479 00:21:23,320 --> 00:21:29,080 likes the idea of oh I was just assigned 480 00:21:25,559 --> 00:21:31,600 to you right yeah so and she she the the 481 00:21:29,080 --> 00:21:33,400 book of business is is a good siiz book 482 00:21:31,600 --> 00:21:36,559 of business and so I had to come up with 483 00:21:33,400 --> 00:21:38,360 a plan to be able to you know have those 484 00:21:36,559 --> 00:21:40,320 kind of conversations with a a good 485 00:21:38,360 --> 00:21:43,640 portion of now I have some clients who 486 00:21:40,320 --> 00:21:45,480 to this day I've only spoken with once 487 00:21:43,640 --> 00:21:47,760 you know and those are the people who 488 00:21:45,480 --> 00:21:50,880 are okay with binding a policy 489 00:21:47,760 --> 00:21:53,039 online but the vast majority of that 490 00:21:50,880 --> 00:21:58,679 book are people have been with the 491 00:21:53,039 --> 00:22:02,360 carrier for 36 years and so um those 492 00:21:58,679 --> 00:22:04,840 conversations were required and you know 493 00:22:02,360 --> 00:22:07,240 just nurturing those 494 00:22:04,840 --> 00:22:08,880 conversations and those relationships 495 00:22:07,240 --> 00:22:11,279 like they still have to happen to this 496 00:22:08,880 --> 00:22:13,120 day yeah so you I mean you said it was 497 00:22:11,279 --> 00:22:15,360 an uphill battle but then you also said 498 00:22:13,120 --> 00:22:17,559 you had below average turnover so what 499 00:22:15,360 --> 00:22:20,600 was the uphill battle about it the 500 00:22:17,559 --> 00:22:23,600 uphill battle was um combating the 501 00:22:20,600 --> 00:22:26,799 notion so I people will say I didn't 502 00:22:23,600 --> 00:22:30,200 experience increases until you took 503 00:22:26,799 --> 00:22:33,720 over I I don't get to determine the 504 00:22:30,200 --> 00:22:36,919 increases um but we it was also we were 505 00:22:33,720 --> 00:22:38,480 taking a turn industrywide around the 506 00:22:36,919 --> 00:22:40,880 same time right so it it's a perfect 507 00:22:38,480 --> 00:22:44,320 storm where 508 00:22:40,880 --> 00:22:47,840 increases every renewal period is it was 509 00:22:44,320 --> 00:22:50,799 a fairly New Concept right like prior to 510 00:22:47,840 --> 00:22:53,039 covid you weren't seeing an increase 511 00:22:50,799 --> 00:22:55,600 every single renewal period and that 512 00:22:53,039 --> 00:22:57,559 still is not always the case but I'm 513 00:22:55,600 --> 00:23:01,000 sure that you can attest to the fact 514 00:22:57,559 --> 00:23:05,200 that re renewals bring increases far 515 00:23:01,000 --> 00:23:08,559 more often than let's say a decade ago I 516 00:23:05,200 --> 00:23:11,200 Goa okay so it wasn't yeah it was just 517 00:23:08,559 --> 00:23:13,919 the conversations selling to people 518 00:23:11,200 --> 00:23:16,320 who've already been sold to it's not so 519 00:23:13,919 --> 00:23:17,799 easy is like oh well they've been a 520 00:23:16,320 --> 00:23:19,240 client of hers for 36 years they're 521 00:23:17,799 --> 00:23:20,880 going to be a client of mine for 36 522 00:23:19,240 --> 00:23:23,799 years it's like no every six months 523 00:23:20,880 --> 00:23:26,840 you're gonna be selling again so 524 00:23:23,799 --> 00:23:29,240 absolutely yeah I got you okay um you 525 00:23:26,840 --> 00:23:32,400 have staff now at the time did Celeste 526 00:23:29,240 --> 00:23:34,520 have any staff in the agency No so at 527 00:23:32,400 --> 00:23:38,240 the time we 528 00:23:34,520 --> 00:23:42,360 were just coming out of covid um and I 529 00:23:38,240 --> 00:23:47,039 think there was um the carrier did 530 00:23:42,360 --> 00:23:49,840 allow uh agents to go remote completely 531 00:23:47,039 --> 00:23:53,039 and so with that Celeste was just kind 532 00:23:49,840 --> 00:23:55,880 of a oneman show and she didn't have any 533 00:23:53,039 --> 00:23:59,720 staff so I didn't acquire any staff my 534 00:23:55,880 --> 00:24:01,840 staff has been built by me so I know the 535 00:23:59,720 --> 00:24:04,080 buyout so you said the transition is 536 00:24:01,840 --> 00:24:06,080 governed by the national brand the 537 00:24:04,080 --> 00:24:08,279 buyout though is negotiated between you 538 00:24:06,080 --> 00:24:11,039 and Celeste like do they do they weigh 539 00:24:08,279 --> 00:24:14,279 in on amounts or any kind of stuff like 540 00:24:11,039 --> 00:24:16,760 that or are earn outs or how long she 541 00:24:14,279 --> 00:24:19,440 has to stick around in order for that 542 00:24:16,760 --> 00:24:22,640 anything like that so the financial 543 00:24:19,440 --> 00:24:26,080 piece is between you and the the seller 544 00:24:22,640 --> 00:24:28,200 um there are industry metrics so for 545 00:24:26,080 --> 00:24:30,559 instance the book of business is you 546 00:24:28,200 --> 00:24:34,480 know to help you value it then correct 547 00:24:30,559 --> 00:24:37,799 valuation is yes exactly exactly so 548 00:24:34,480 --> 00:24:40,600 depending on the climate right or even 549 00:24:37,799 --> 00:24:43,399 the like the the variations in the 550 00:24:40,600 --> 00:24:45,320 different metrics year over year because 551 00:24:43,399 --> 00:24:47,080 I had some accounting experience I was 552 00:24:45,320 --> 00:24:50,760 able to say hey this is a negative 553 00:24:47,080 --> 00:24:53,039 variance can you explain why and you 554 00:24:50,760 --> 00:24:55,360 know why this would be favorable and 555 00:24:53,039 --> 00:24:59,799 Celeste was so transparent like I hear 556 00:24:55,360 --> 00:25:02,159 horror stories um but there are industry 557 00:24:59,799 --> 00:25:05,679 standards for those metrics and how to 558 00:25:02,159 --> 00:25:07,480 Value the book okay gotcha and did she I 559 00:25:05,679 --> 00:25:09,279 mean part of that buyout was she GNA 560 00:25:07,480 --> 00:25:12,399 stick around for six months is she gonna 561 00:25:09,279 --> 00:25:16,480 stick around for a year was she 562 00:25:12,399 --> 00:25:19,919 tried um she she the original plan 563 00:25:16,480 --> 00:25:23,399 was I believe maybe two 564 00:25:19,919 --> 00:25:27,120 months and then so January and February 565 00:25:23,399 --> 00:25:28,960 like a and but the first two weeks she 566 00:25:27,120 --> 00:25:33,080 agreed to be in 567 00:25:28,960 --> 00:25:36,799 agency and then she was like sitting by 568 00:25:33,080 --> 00:25:38,520 her phone and for the first one or two 569 00:25:36,799 --> 00:25:40,679 weeks I would call and say hey what is 570 00:25:38,520 --> 00:25:45,159 it like I was starting from literal 571 00:25:40,679 --> 00:25:47,840 Ground Zero most agency owners you know 572 00:25:45,159 --> 00:25:50,000 are like it's a it's a legacy kind of 573 00:25:47,840 --> 00:25:52,840 business dad was an agent Granddad was 574 00:25:50,000 --> 00:25:57,919 an agent um or you worked there for a 575 00:25:52,840 --> 00:25:59,919 couple years retired yep okay so you 576 00:25:57,919 --> 00:26:02,159 know would ask all the foundational 577 00:25:59,919 --> 00:26:04,200 questions and after maybe two or three 578 00:26:02,159 --> 00:26:06,679 weeks she had to text me and she's like 579 00:26:04,200 --> 00:26:09,320 are you okay cuz you know she wasn't 580 00:26:06,679 --> 00:26:12,360 hearing from me um oh okay so she got 581 00:26:09,320 --> 00:26:14,679 all your answers right so she planned on 582 00:26:12,360 --> 00:26:19,039 being around for a while and we still 583 00:26:14,679 --> 00:26:21,399 like I I I talk to her regularly um I 584 00:26:19,039 --> 00:26:24,080 just saw I was just with her on Friday 585 00:26:21,399 --> 00:26:25,760 so um the relationship is not just a 586 00:26:24,080 --> 00:26:28,520 business relationship and I'm so 587 00:26:25,760 --> 00:26:31,880 grateful for that um but I had to tell 588 00:26:28,520 --> 00:26:34,320 her to go to a beach like 30 days in I'm 589 00:26:31,880 --> 00:26:36,120 like why are you still here it's going 590 00:26:34,320 --> 00:26:39,960 to be okay 591 00:26:36,120 --> 00:26:42,159 right awesome um is that standard I mean 592 00:26:39,960 --> 00:26:43,440 that quick of a turnover what's the 593 00:26:42,159 --> 00:26:46,279 what's the standard within your 594 00:26:43,440 --> 00:26:49,320 organization usually I think it depends 595 00:26:46,279 --> 00:26:51,720 on the transition so if it were like an 596 00:26:49,320 --> 00:26:54,440 employee then I think um probably the 597 00:26:51,720 --> 00:26:55,320 transition is probably a lot easier and 598 00:26:54,440 --> 00:26:59,120 more 599 00:26:55,320 --> 00:27:01,360 expedited um but I know agents who 600 00:26:59,120 --> 00:27:02,679 um don't talk to their seller at all 601 00:27:01,360 --> 00:27:04,679 they don't know where they are they 602 00:27:02,679 --> 00:27:09,039 don't you know so like I think our 603 00:27:04,679 --> 00:27:12,279 Dynamic is definitely um an anomaly for 604 00:27:09,039 --> 00:27:15,919 sure um Rick remind me had you before 605 00:27:12,279 --> 00:27:20,320 that 4-Hour conversation had you met her 606 00:27:15,919 --> 00:27:22,760 no no I had like so I may I might have 607 00:27:20,320 --> 00:27:25,360 received a call on like Wednesday just 608 00:27:22,760 --> 00:27:27,600 to like tell get directions and confirm 609 00:27:25,360 --> 00:27:30,200 an appointment kind of thing and then I 610 00:27:27,600 --> 00:27:32,320 was there on Saturday and like the an 611 00:27:30,200 --> 00:27:34,480 hour end I'm like I think I might turn 612 00:27:32,320 --> 00:27:39,200 around this is actually crazy because 613 00:27:34,480 --> 00:27:41,480 how could I possibly do this daily so uh 614 00:27:39,200 --> 00:27:45,200 so I want to shift into now it's your 615 00:27:41,480 --> 00:27:46,919 agency so what what were those warning 616 00:27:45,200 --> 00:27:49,240 sign or not warning signs but just what 617 00:27:46,919 --> 00:27:51,840 were those things that 618 00:27:49,240 --> 00:27:55,480 were at the back of your head like can I 619 00:27:51,840 --> 00:27:57,480 do this what you know did those Fe did 620 00:27:55,480 --> 00:28:00,919 those fears become reality did it play 621 00:27:57,480 --> 00:28:02,519 out how were they like squashed how how 622 00:28:00,919 --> 00:28:05,720 how did it I think tell me about your 623 00:28:02,519 --> 00:28:08,640 first year those fears happen on a 624 00:28:05,720 --> 00:28:10,120 Continuum okay um you know different 625 00:28:08,640 --> 00:28:13,640 things present 626 00:28:10,120 --> 00:28:15,440 themselves with every quarter right the 627 00:28:13,640 --> 00:28:17,399 accountant in me it's like okay it's 628 00:28:15,440 --> 00:28:19,919 first quarter I'm preparing for fourth 629 00:28:17,399 --> 00:28:25,000 quarter but then like the industry 630 00:28:19,919 --> 00:28:26,559 changes um regulations change like so 631 00:28:25,000 --> 00:28:28,760 there are different things that drive 632 00:28:26,559 --> 00:28:31,159 our success right so if you like 633 00:28:28,760 --> 00:28:33,120 purchase leads there are some FCC things 634 00:28:31,159 --> 00:28:37,440 happening right now as it relates to 635 00:28:33,120 --> 00:28:40,440 leads and how you know so in the 636 00:28:37,440 --> 00:28:42,480 beginning most of my fears were around 637 00:28:40,440 --> 00:28:44,799 my 638 00:28:42,480 --> 00:28:48,600 ability um those did not like I've 639 00:28:44,799 --> 00:28:51,080 shocked even myself because um again I 640 00:28:48,600 --> 00:28:53,840 went into this like I I don't wait there 641 00:28:51,080 --> 00:28:56,080 this is there's sales involved like 642 00:28:53,840 --> 00:28:59,640 nobody like I no there's no 643 00:28:56,080 --> 00:29:03,000 way and then I found my them because 644 00:28:59,640 --> 00:29:04,919 there's a lot of learning in insurance 645 00:29:03,000 --> 00:29:08,120 and you like learning for sure I love 646 00:29:04,919 --> 00:29:09,799 learning so like one of my agent friends 647 00:29:08,120 --> 00:29:12,039 was like can you like can you leave the 648 00:29:09,799 --> 00:29:14,080 accountant at home because most 649 00:29:12,039 --> 00:29:15,960 insurance agents are very gray they live 650 00:29:14,080 --> 00:29:18,600 in the gray and I'm like wait well no 651 00:29:15,960 --> 00:29:21,720 how this like I literally would go into 652 00:29:18,600 --> 00:29:24,279 like we have a rules and rates library 653 00:29:21,720 --> 00:29:25,760 and I would go in and try to like 654 00:29:24,279 --> 00:29:29,840 calculate 655 00:29:25,760 --> 00:29:31,279 premium by hand mhm like look somebody's 656 00:29:29,840 --> 00:29:34,000 quote or something like that rating 657 00:29:31,279 --> 00:29:35,679 factors right so and there like no 658 00:29:34,000 --> 00:29:37,200 literally Nobody Does that like you 659 00:29:35,679 --> 00:29:42,679 should you should stop you have better 660 00:29:37,200 --> 00:29:42,679 things to do U but I think my background 661 00:29:42,880 --> 00:29:49,760 actually uh assist me a lot because I'm 662 00:29:46,279 --> 00:29:53,039 not gray and so I need the answers I 663 00:29:49,760 --> 00:29:56,200 need to understand you know risk 664 00:29:53,039 --> 00:29:59,240 management policies I need to know what 665 00:29:56,200 --> 00:30:01,399 make what makes this rate do this or 666 00:29:59,240 --> 00:30:03,320 that right because you could receive a 667 00:30:01,399 --> 00:30:05,799 quote from another agent right up the 668 00:30:03,320 --> 00:30:07,640 street and our rates would be different 669 00:30:05,799 --> 00:30:09,840 because like I know okay these are the 670 00:30:07,640 --> 00:30:12,480 discounts these are the these are the 671 00:30:09,840 --> 00:30:14,880 things that apply um it takes some kind 672 00:30:12,480 --> 00:30:18,360 of like they call it field underwriting 673 00:30:14,880 --> 00:30:21,880 it takes knowing the questions to ask to 674 00:30:18,360 --> 00:30:25,000 make sure that you are properly 675 00:30:21,880 --> 00:30:28,200 presenting um 676 00:30:25,000 --> 00:30:29,760 protection so um I guess to answer your 677 00:30:28,200 --> 00:30:31,240 question a lot of those fears were 678 00:30:29,760 --> 00:30:34,799 around my own 679 00:30:31,240 --> 00:30:36,360 ability uh and I like now they're are 680 00:30:34,799 --> 00:30:39,600 more around the business and how to 681 00:30:36,360 --> 00:30:41,679 Pivot when necessary talk to me about 682 00:30:39,600 --> 00:30:43,960 deciding to expand Beyond yourself 683 00:30:41,679 --> 00:30:45,600 because you know for sure as an 684 00:30:43,960 --> 00:30:47,120 insurance agent I mean you might get I 685 00:30:45,600 --> 00:30:49,159 don't know a part-time admin or 686 00:30:47,120 --> 00:30:51,720 something like that or if there's I 687 00:30:49,159 --> 00:30:54,440 don't know of probably the national 688 00:30:51,720 --> 00:30:57,399 carer would do admin for you too if you 689 00:30:54,440 --> 00:31:00,600 pay him a an amount or I'm sure that's 690 00:30:57,399 --> 00:31:01,400 that's probably in there so what why why 691 00:31:00,600 --> 00:31:03,440 did you 692 00:31:01,400 --> 00:31:06,080 [Music] 693 00:31:03,440 --> 00:31:09,080 hire so very 694 00:31:06,080 --> 00:31:11,960 quickly um I knew that my purpose had to 695 00:31:09,080 --> 00:31:14,000 be bigger than making money because this 696 00:31:11,960 --> 00:31:16,919 is a hard 697 00:31:14,000 --> 00:31:20,639 industry 698 00:31:16,919 --> 00:31:22,840 um contrary to popular belief agents 699 00:31:20,639 --> 00:31:26,000 don't like to see rates increase right 700 00:31:22,840 --> 00:31:28,600 that's all those are very hard 701 00:31:26,000 --> 00:31:31,039 conversations and we are not exempt from 702 00:31:28,600 --> 00:31:33,880 those increases I always say well who do 703 00:31:31,039 --> 00:31:36,519 I talk to when my rate goes up so it 704 00:31:33,880 --> 00:31:39,360 like I had to find a a greater purpose 705 00:31:36,519 --> 00:31:41,200 and a part of that was 706 00:31:39,360 --> 00:31:44,679 providing 707 00:31:41,200 --> 00:31:49,720 employment my I have right now all 708 00:31:44,679 --> 00:31:52,639 female staff and you know two I think 709 00:31:49,720 --> 00:31:55,519 two and I am actually looking to on 710 00:31:52,639 --> 00:31:58,559 board a third really soon great and all 711 00:31:55,519 --> 00:32:01,000 of them are well one of them is a 712 00:31:58,559 --> 00:32:04,399 and like she is one of my favorite 713 00:32:01,000 --> 00:32:07,360 people just seeing her grow is one of 714 00:32:04,399 --> 00:32:09,279 the most rewarding things and none of my 715 00:32:07,360 --> 00:32:12,240 staff had Insurance 716 00:32:09,279 --> 00:32:14,080 experience so just seeing seeing people 717 00:32:12,240 --> 00:32:19,039 like come in and 718 00:32:14,080 --> 00:32:21,480 flourish was um my goal and it and I 719 00:32:19,039 --> 00:32:24,240 can't say that it doesn't help me right 720 00:32:21,480 --> 00:32:27,399 um I wanted to very quickly I always 721 00:32:24,240 --> 00:32:29,000 want to skip to the good part right so I 722 00:32:27,399 --> 00:32:31,360 wanted to get to a place where I was 723 00:32:29,000 --> 00:32:34,279 working on the business and not in the 724 00:32:31,360 --> 00:32:36,960 business I am still very much working in 725 00:32:34,279 --> 00:32:40,880 the business but I have solid solid 726 00:32:36,960 --> 00:32:43,720 people um and so I I never went into 727 00:32:40,880 --> 00:32:46,279 this wanting to be a oneman show 728 00:32:43,720 --> 00:32:49,480 ever so you got some e- myth in there 729 00:32:46,279 --> 00:32:51,240 from Michael Gerber uh that that it's 730 00:32:49,480 --> 00:32:56,360 not a surprise you're a reader if you're 731 00:32:51,240 --> 00:32:56,360 a learner so H how soon I 732 00:32:56,840 --> 00:33:02,679 mean yeah I mean to go from entrepreneur 733 00:33:00,039 --> 00:33:05,200 to go from employee to business owner to 734 00:33:02,679 --> 00:33:08,679 now employer that is a shift that's two 735 00:33:05,200 --> 00:33:11,720 shifts in mindset there um I mean did 736 00:33:08,679 --> 00:33:13,600 you know from like stepping in there 737 00:33:11,720 --> 00:33:15,399 that this is where you were heading or 738 00:33:13,600 --> 00:33:16,880 did it take like was it a year of 739 00:33:15,399 --> 00:33:18,440 running the agency by yourself and 740 00:33:16,880 --> 00:33:20,600 you're like I I don't want to do this by 741 00:33:18,440 --> 00:33:24,559 myself what tell me about that I hired 742 00:33:20,600 --> 00:33:27,320 people almost immediately okay um 743 00:33:24,559 --> 00:33:30,559 because it wasn't a scratch agency and 744 00:33:27,320 --> 00:33:33,399 so you had some cash flow there to right 745 00:33:30,559 --> 00:33:37,279 and I never 746 00:33:33,399 --> 00:33:38,960 wanted my my clients to feel like they 747 00:33:37,279 --> 00:33:41,880 were being short changed because I was I 748 00:33:38,960 --> 00:33:45,480 was a new agent um so we needed to hit 749 00:33:41,880 --> 00:33:47,480 the ground running uh including like 750 00:33:45,480 --> 00:33:50,399 understanding like I was so afraid that 751 00:33:47,480 --> 00:33:53,360 I would just say the wrong thing um so I 752 00:33:50,399 --> 00:33:55,559 spent nights like up reading rmps and 753 00:33:53,360 --> 00:33:58,760 like just I have to know this like I 754 00:33:55,559 --> 00:34:00,960 know my name and so so it was never an 755 00:33:58,760 --> 00:34:02,960 option not to have that support because 756 00:34:00,960 --> 00:34:05,760 I knew that my client base would feel 757 00:34:02,960 --> 00:34:08,399 the lack of support if I didn't hire 758 00:34:05,760 --> 00:34:10,760 immediately so it it didn't take long it 759 00:34:08,399 --> 00:34:14,200 was it was immediate almost Uh current 760 00:34:10,760 --> 00:34:17,320 employees that you have now or did you 761 00:34:14,200 --> 00:34:19,440 um so some have changed okay so so you 762 00:34:17,320 --> 00:34:20,960 needed support and you were a new person 763 00:34:19,440 --> 00:34:23,440 so you hired somebody that had 764 00:34:20,960 --> 00:34:25,520 experience then is that correct you 765 00:34:23,440 --> 00:34:28,760 would think so right had it on the 766 00:34:25,520 --> 00:34:32,480 resume well so I my 767 00:34:28,760 --> 00:34:34,280 first um employee did she had some 768 00:34:32,480 --> 00:34:38,639 experience 769 00:34:34,280 --> 00:34:41,440 and I think from that relationship I 770 00:34:38,639 --> 00:34:44,919 learned that you hire people for what 771 00:34:41,440 --> 00:34:46,760 you can't do so our Dynamic worked like 772 00:34:44,919 --> 00:34:49,960 a puzzle 773 00:34:46,760 --> 00:34:53,800 because our personalities are different 774 00:34:49,960 --> 00:34:56,839 like I'm very much by the book not that 775 00:34:53,800 --> 00:34:58,720 she wasn't but she's very much I'm just 776 00:34:56,839 --> 00:35:00,160 going to jump in here and figure this 777 00:34:58,720 --> 00:35:02,440 out where I'm like no no we got to read 778 00:35:00,160 --> 00:35:05,280 it first it's a thousand Pages we can't 779 00:35:02,440 --> 00:35:07,240 do anything until we read the thousandth 780 00:35:05,280 --> 00:35:09,200 page where she's like uh I think I've 781 00:35:07,240 --> 00:35:11,119 read enough let's let's see if it works 782 00:35:09,200 --> 00:35:13,119 assemble the parachute on the way down 783 00:35:11,119 --> 00:35:14,599 exactly um and I think I needed a little 784 00:35:13,119 --> 00:35:16,880 bit of 785 00:35:14,599 --> 00:35:17,960 that definitely definitely some of that 786 00:35:16,880 --> 00:35:19,960 in 787 00:35:17,960 --> 00:35:22,520 entrepreneurship right there's no book 788 00:35:19,960 --> 00:35:25,000 what am I now what do I do no and so 789 00:35:22,520 --> 00:35:28,720 like I found myself building the 790 00:35:25,000 --> 00:35:30,839 book gotcha okay um so yeah she was she 791 00:35:28,720 --> 00:35:33,440 had a little bit of experience more than 792 00:35:30,839 --> 00:35:36,680 I did for sure uh but she was 793 00:35:33,440 --> 00:35:38,960 experiencing a different way mhm okay 794 00:35:36,680 --> 00:35:41,400 all right so you've got employees from 795 00:35:38,960 --> 00:35:43,920 day one um you knew that you wanted to 796 00:35:41,400 --> 00:35:46,760 be working in the business not or on the 797 00:35:43,920 --> 00:35:49,280 business not in the business I mean what 798 00:35:46,760 --> 00:35:52,079 does in your mind what does that look 799 00:35:49,280 --> 00:35:55,440 like in a small agency of three to four 800 00:35:52,079 --> 00:35:59,920 people where you are the agent what's 801 00:35:55,440 --> 00:36:04,599 that look like it looks like like 802 00:35:59,920 --> 00:36:07,440 um not like my my people being confident 803 00:36:04,599 --> 00:36:10,319 enough to handle the operations piece 804 00:36:07,440 --> 00:36:13,400 and I am looking at all the things that 805 00:36:10,319 --> 00:36:15,599 makes the agency great right so um 806 00:36:13,400 --> 00:36:19,160 making sure that operations still make 807 00:36:15,599 --> 00:36:22,119 sense making sure that we have various 808 00:36:19,160 --> 00:36:24,040 ways of prospecting like if I'm working 809 00:36:22,119 --> 00:36:27,000 in the business there's no way I can 810 00:36:24,040 --> 00:36:30,599 like build relationships or um kind of 811 00:36:27,000 --> 00:36:34,000 do the re search necessary to Pivot when 812 00:36:30,599 --> 00:36:35,880 necessary uh I can't be selling all day 813 00:36:34,000 --> 00:36:40,040 I do sell because I have a point to 814 00:36:35,880 --> 00:36:42,319 prove like if I give objectives my staff 815 00:36:40,040 --> 00:36:44,319 know they can see I they I am the 816 00:36:42,319 --> 00:36:45,400 example that this can be done um because 817 00:36:44,319 --> 00:36:50,280 I think that's 818 00:36:45,400 --> 00:36:52,359 important but I working on the agency is 819 00:36:50,280 --> 00:36:55,359 just you know having that birds I view 820 00:36:52,359 --> 00:37:00,079 because somebody has 821 00:36:55,359 --> 00:37:01,800 to gotcha okay so there so if you have 822 00:37:00,079 --> 00:37:05,319 other agents working under you they're 823 00:37:01,800 --> 00:37:06,640 doing half the half the commissions or a 824 00:37:05,319 --> 00:37:09,599 third of the commissions or whatever the 825 00:37:06,640 --> 00:37:12,800 case might be you're still closing just 826 00:37:09,599 --> 00:37:15,400 as much as you're asking them to at this 827 00:37:12,800 --> 00:37:18,240 point but then are you passing off that 828 00:37:15,400 --> 00:37:20,240 relationship to the team I mean how does 829 00:37:18,240 --> 00:37:22,839 how does that work does like again to 830 00:37:20,240 --> 00:37:27,200 get out of working on in it to working 831 00:37:22,839 --> 00:37:29,040 on it so um I think time blocking is is 832 00:37:27,200 --> 00:37:32,480 the method that I've been using so I I 833 00:37:29,040 --> 00:37:35,040 go in every Saturday and I'm just like 834 00:37:32,480 --> 00:37:37,240 pulling back the cabinets like making 835 00:37:35,040 --> 00:37:39,160 sure that just everything is going the 836 00:37:37,240 --> 00:37:41,280 way it's every week just let's look at 837 00:37:39,160 --> 00:37:43,680 what we did for the week what can we do 838 00:37:41,280 --> 00:37:46,079 differently building out trackers to 839 00:37:43,680 --> 00:37:48,319 look at you know where are our lead 840 00:37:46,079 --> 00:37:51,480 sources and which lead sources do I need 841 00:37:48,319 --> 00:37:54,839 to increase and and here's the plan to 842 00:37:51,480 --> 00:37:57,560 do this in that time I may have a 843 00:37:54,839 --> 00:38:00,800 customer walk in and you know needing a 844 00:37:57,560 --> 00:38:05,000 review or a new you know a prospect 845 00:38:00,800 --> 00:38:07,640 wanting a quote so um it's just kind of 846 00:38:05,000 --> 00:38:10,160 allotting enough time to be able to do 847 00:38:07,640 --> 00:38:12,880 both what's that look like is it just 848 00:38:10,160 --> 00:38:15,839 that Saturday is it one day out of six 849 00:38:12,880 --> 00:38:18,119 or is it like 20% of your time you're 850 00:38:15,839 --> 00:38:19,880 trying to focus on High level stuff or 851 00:38:18,119 --> 00:38:23,240 how how does that work for you it's 852 00:38:19,880 --> 00:38:28,160 daily um so that's that's the way it 853 00:38:23,240 --> 00:38:30,119 should be okay I so you know this you 854 00:38:28,160 --> 00:38:32,800 may call the agency and the likelihood 855 00:38:30,119 --> 00:38:33,800 of you getting me is probably so I make 856 00:38:32,800 --> 00:38:37,079 myself 857 00:38:33,800 --> 00:38:40,079 available the first portion of the day 858 00:38:37,079 --> 00:38:42,680 so that my staff can kind of prepare to 859 00:38:40,079 --> 00:38:44,960 just you know they're they they have to 860 00:38:42,680 --> 00:38:47,440 come in and then they're on so I'm 861 00:38:44,960 --> 00:38:49,079 taking the service calls I'm taking the 862 00:38:47,440 --> 00:38:50,720 exist the calls from the existing book 863 00:38:49,079 --> 00:38:53,359 of business the people who only want to 864 00:38:50,720 --> 00:38:55,640 speak to me to make a payment um the 865 00:38:53,359 --> 00:38:58,720 people who need to discuss claims you 866 00:38:55,640 --> 00:39:00,319 know just the I do the I'm working in 867 00:38:58,720 --> 00:39:02,319 the business for the first two or three 868 00:39:00,319 --> 00:39:03,760 hours of the day like I am the front man 869 00:39:02,319 --> 00:39:07,280 I am the person who's going to answer 870 00:39:03,760 --> 00:39:09,960 the phones and then on Saturdays I am 871 00:39:07,280 --> 00:39:12,280 looking at like my cancellation list 872 00:39:09,960 --> 00:39:14,480 right because it gives me an opportunity 873 00:39:12,280 --> 00:39:17,240 to see what my staff is 874 00:39:14,480 --> 00:39:19,200 doing if I didn't T if I didn't work in 875 00:39:17,240 --> 00:39:21,599 the business at all I would not be able 876 00:39:19,200 --> 00:39:24,640 to see you know are we really doing what 877 00:39:21,599 --> 00:39:27,000 we're supposed to do so it it has to be 878 00:39:24,640 --> 00:39:29,319 a balance so I'm doing some of that 879 00:39:27,000 --> 00:39:31,560 every day so about half of each day 880 00:39:29,319 --> 00:39:33,280 during the normal work week and then all 881 00:39:31,560 --> 00:39:35,200 day Saturday that's like your fun 882 00:39:33,280 --> 00:39:38,200 project I'm sure 883 00:39:35,200 --> 00:39:40,319 so I feel the same way about marketing 884 00:39:38,200 --> 00:39:42,319 I'm like if I can just do this on Monday 885 00:39:40,319 --> 00:39:43,880 through Friday so I can shoot videos on 886 00:39:42,319 --> 00:39:46,680 Saturday I'm like it doesn't feel like a 887 00:39:43,880 --> 00:39:52,400 work day for me at that point right so I 888 00:39:46,680 --> 00:39:55,240 totally understand that okay um give me 889 00:39:52,400 --> 00:39:58,359 some it can't have all been amazing for 890 00:39:55,240 --> 00:40:01,160 the past four years so share with me 891 00:39:58,359 --> 00:40:03,920 some lessons learn some of those wow you 892 00:40:01,160 --> 00:40:06,079 know you you said a c a while ago if I 893 00:40:03,920 --> 00:40:07,440 would have known then what I know now I 894 00:40:06,079 --> 00:40:11,079 probably would have walked away at that 895 00:40:07,440 --> 00:40:14,240 point so talk to me about that um I am 896 00:40:11,079 --> 00:40:17,440 an anxious person by nature and so just 897 00:40:14,240 --> 00:40:20,720 if if people gave me the bed I wouldn't 898 00:40:17,440 --> 00:40:22,599 have it just wouldn't have been worth 899 00:40:20,720 --> 00:40:24,760 the risk I don't think because I 900 00:40:22,599 --> 00:40:30,440 probably would have doubted 901 00:40:24,760 --> 00:40:33,560 myself um no it's not all amazing it 902 00:40:30,440 --> 00:40:35,839 like having to have 903 00:40:33,560 --> 00:40:37,960 conversations especially in today's 904 00:40:35,839 --> 00:40:40,440 economy about like I have clients who 905 00:40:37,960 --> 00:40:44,079 say listen like I can't pay this 906 00:40:40,440 --> 00:40:47,240 insurance bill and go grocery 907 00:40:44,079 --> 00:40:48,839 shopping um those conversations are hard 908 00:40:47,240 --> 00:40:52,280 because I don't have all the 909 00:40:48,839 --> 00:40:55,720 answers so um but I feel like they 910 00:40:52,280 --> 00:40:58,200 deserve answers they deserve Solutions 911 00:40:55,720 --> 00:41:00,640 if I can offer them 912 00:40:58,200 --> 00:41:04,079 uh and I think that that is one of the 913 00:41:00,640 --> 00:41:07,480 things that makes my agency unique my 914 00:41:04,079 --> 00:41:09,079 staff um I see a lot of myself and my 915 00:41:07,480 --> 00:41:11,280 staff and that they are always wanting 916 00:41:09,079 --> 00:41:12,480 to educate always wanting to solve all 917 00:41:11,280 --> 00:41:17,000 the 918 00:41:12,480 --> 00:41:20,119 problems um and then just you know 919 00:41:17,000 --> 00:41:22,760 losing people because a lot of my my 920 00:41:20,119 --> 00:41:24,599 book of business is is elderly right and 921 00:41:22,760 --> 00:41:28,680 so 922 00:41:24,599 --> 00:41:31,040 just time makes it hard um so no it's 923 00:41:28,680 --> 00:41:35,160 not all amazing I think overall just 924 00:41:31,040 --> 00:41:39,240 being able to share the knowledge that I 925 00:41:35,160 --> 00:41:40,640 have makes it worth it yeah so it's kind 926 00:41:39,240 --> 00:41:43,720 of like I 927 00:41:40,640 --> 00:41:45,560 mean not having foresight or forn 928 00:41:43,720 --> 00:41:48,200 knowledge of the future is kind of a 929 00:41:45,560 --> 00:41:50,400 Grace like a good thing to us because we 930 00:41:48,200 --> 00:41:52,359 would collapse under that pressure but I 931 00:41:50,400 --> 00:41:55,640 could take it one day at a time or one 932 00:41:52,359 --> 00:41:57,280 week like today's problems for today's 933 00:41:55,640 --> 00:41:59,240 you know today's Barett that's that's 934 00:41:57,280 --> 00:42:03,640 future bear that story about that a 935 00:41:59,240 --> 00:42:06,440 little bit yeah okay I get that yeah so 936 00:42:03,640 --> 00:42:08,880 how do you I mean when you hit something 937 00:42:06,440 --> 00:42:11,160 like that how do you how do you stay 938 00:42:08,880 --> 00:42:12,880 positive how do you tackle it I mean 939 00:42:11,160 --> 00:42:16,160 obviously you work hard you learn 940 00:42:12,880 --> 00:42:19,079 everything you can about things but what 941 00:42:16,160 --> 00:42:21,720 I know those conversations can be a 942 00:42:19,079 --> 00:42:24,160 could be stressful and as an you know as 943 00:42:21,720 --> 00:42:26,000 an empathetic person you take a lot of 944 00:42:24,160 --> 00:42:27,960 that home with you and everything how do 945 00:42:26,000 --> 00:42:30,079 you get up in the morning and and 946 00:42:27,960 --> 00:42:32,400 continue to do it when faced faced with 947 00:42:30,079 --> 00:42:34,839 things like that I think I committed 948 00:42:32,400 --> 00:42:38,040 early on to doing what's best for the 949 00:42:34,839 --> 00:42:40,480 client even if that's helping them shop 950 00:42:38,040 --> 00:42:43,599 right um and a lot of my clients come 951 00:42:40,480 --> 00:42:48,520 back to me for that reason I have so 952 00:42:43,599 --> 00:42:51,760 many agents um who make it really hard 953 00:42:48,520 --> 00:42:55,119 for like clients to cancel and it leaves 954 00:42:51,760 --> 00:42:57,640 a very like a really bad taste in the 955 00:42:55,119 --> 00:43:00,079 client's mouth when they can't 956 00:42:57,640 --> 00:43:02,280 um just call and cancel yeah they have 957 00:43:00,079 --> 00:43:04,160 jump through hoops and sign stuff and 958 00:43:02,280 --> 00:43:07,119 come into the office and give me it in 959 00:43:04,160 --> 00:43:09,160 paper and all this kind of stuff so I 960 00:43:07,119 --> 00:43:12,280 always tell my clients listen I am your 961 00:43:09,160 --> 00:43:13,720 agent until I'm not and so if you're 962 00:43:12,280 --> 00:43:14,880 shopping let's look at those quotes 963 00:43:13,720 --> 00:43:17,480 together it's it's going to be really 964 00:43:14,880 --> 00:43:19,520 easy for you to find a lower rate but I 965 00:43:17,480 --> 00:43:20,800 don't want you to lead with that um when 966 00:43:19,520 --> 00:43:23,200 shopping because you're going to get a 967 00:43:20,800 --> 00:43:25,440 lower rate but that may not be the 968 00:43:23,200 --> 00:43:28,000 protection that you have now and I can 969 00:43:25,440 --> 00:43:30,359 say that because I priori prti 970 00:43:28,000 --> 00:43:31,319 protection so if if somebody comes to me 971 00:43:30,359 --> 00:43:33,880 and they 972 00:43:31,319 --> 00:43:37,079 have equal or better protection at a 973 00:43:33,880 --> 00:43:39,839 lower rate I'm going to say it's 974 00:43:37,079 --> 00:43:42,240 time um so 975 00:43:39,839 --> 00:43:44,640 prioritizing what's best for my clients 976 00:43:42,240 --> 00:43:47,599 is what helps me like you know it was 977 00:43:44,640 --> 00:43:49,640 the other agent won fair and square and 978 00:43:47,599 --> 00:43:52,119 my agent will all I mean my my client 979 00:43:49,640 --> 00:43:53,280 will always remember that I did what was 980 00:43:52,119 --> 00:43:56,760 best for 981 00:43:53,280 --> 00:43:57,920 them I mean you've solidified me for 982 00:43:56,760 --> 00:44:00,040 every 983 00:43:57,920 --> 00:44:01,760 so um two months ago we had a 984 00:44:00,040 --> 00:44:03,359 conversation cuz my daughter just got a 985 00:44:01,760 --> 00:44:05,480 driver's license and you shared yours 986 00:44:03,359 --> 00:44:07,839 was in a similar boat yeah your you had 987 00:44:05,480 --> 00:44:09,839 a kid in a similar boat but just you you 988 00:44:07,839 --> 00:44:12,680 reminded me in that conversation yes I 989 00:44:09,839 --> 00:44:14,480 was shocked by the premiums which are 990 00:44:12,680 --> 00:44:18,720 about equivalent to what me and my wife 991 00:44:14,480 --> 00:44:20,520 pay as two full-grown drivers yeah but 992 00:44:18,720 --> 00:44:22,240 you helped me see you you guys are not 993 00:44:20,520 --> 00:44:23,920 the cheapest and I wasn't I'm not 994 00:44:22,240 --> 00:44:25,319 looking for the cheapest I know I can 995 00:44:23,920 --> 00:44:26,839 find cheaper out there and they'll Jack 996 00:44:25,319 --> 00:44:30,400 my rates up over the next 2 to three 997 00:44:26,839 --> 00:44:32,240 years anyways to to get me where I'm at 998 00:44:30,400 --> 00:44:35,319 um but you help me see that this is 999 00:44:32,240 --> 00:44:39,040 insurance and this is shielding your 1000 00:44:35,319 --> 00:44:41,000 assets not necessarily just a an expense 1001 00:44:39,040 --> 00:44:43,559 on your daughter's you know your 1002 00:44:41,000 --> 00:44:45,280 daughter's side so correct exactly I'm 1003 00:44:43,559 --> 00:44:47,680 like you know you're right I would not 1004 00:44:45,280 --> 00:44:49,960 think twice about paying that on like 1005 00:44:47,680 --> 00:44:52,040 errors and Emissions insurance or 1006 00:44:49,960 --> 00:44:54,359 general you know liability within the 1007 00:44:52,040 --> 00:44:56,160 company or even like you know taking 1008 00:44:54,359 --> 00:44:57,520 care of my team with short-term 1009 00:44:56,160 --> 00:45:00,440 disability or something something like 1010 00:44:57,520 --> 00:45:03,920 that so like H yeah when I stopped 1011 00:45:00,440 --> 00:45:06,000 thinking like a broke 17-year-old myself 1012 00:45:03,920 --> 00:45:08,400 trying to buy my first policy and having 1013 00:45:06,000 --> 00:45:10,240 the context of what prices were like 25 1014 00:45:08,400 --> 00:45:13,280 years ago I'm like stop that you need to 1015 00:45:10,240 --> 00:45:16,040 stop that so right and that and that 1016 00:45:13,280 --> 00:45:18,400 that conversation was just like no Niki 1017 00:45:16,040 --> 00:45:19,960 is right this is this we're we're gonna 1018 00:45:18,400 --> 00:45:22,880 make this work and I I totally 1019 00:45:19,960 --> 00:45:25,800 appreciate that you know that uh 1020 00:45:22,880 --> 00:45:27,599 relationship there and just empathy that 1021 00:45:25,800 --> 00:45:29,400 I felt through that conversation and 1022 00:45:27,599 --> 00:45:32,359 understanding and everything like that 1023 00:45:29,400 --> 00:45:36,160 so yeah so you didn't have that 1024 00:45:32,359 --> 00:45:37,400 knowledge four years ago prior to no so 1025 00:45:36,160 --> 00:45:40,160 is that just from having these 1026 00:45:37,400 --> 00:45:42,720 conversations AB that six times a day 1027 00:45:40,160 --> 00:45:44,559 for the past four years and seeing like 1028 00:45:42,720 --> 00:45:47,599 seeing 1029 00:45:44,559 --> 00:45:49,839 the the damage that like a claim could 1030 00:45:47,599 --> 00:45:51,800 do and we're not just talking about like 1031 00:45:49,839 --> 00:45:54,480 physical damage we're talking about like 1032 00:45:51,800 --> 00:45:57,040 Financial Devastation due to liability 1033 00:45:54,480 --> 00:46:00,079 like it's so many components 1034 00:45:57,040 --> 00:46:03,200 that your policy cover like we are 1035 00:46:00,079 --> 00:46:07,440 trained first of all I think 1036 00:46:03,200 --> 00:46:10,040 we we have the wrong um understanding of 1037 00:46:07,440 --> 00:46:12,880 the purpose of insurance and a lot of us 1038 00:46:10,040 --> 00:46:14,920 think that it's like a social program 1039 00:46:12,880 --> 00:46:17,160 like there's nothing there's it's not a 1040 00:46:14,920 --> 00:46:20,200 social benefit right these are 1041 00:46:17,160 --> 00:46:24,040 corporations in it to make money if you 1042 00:46:20,200 --> 00:46:26,760 can self- insure you would so you know 1043 00:46:24,040 --> 00:46:29,960 like just learning exactly what it does 1044 00:46:26,760 --> 00:46:32,559 and and to see it work the way that it's 1045 00:46:29,960 --> 00:46:35,240 supposed to work helps me have those 1046 00:46:32,559 --> 00:46:38,920 conversations because like it it feels 1047 00:46:35,240 --> 00:46:40,960 yeah we're paying $2 $300 a month but 1048 00:46:38,920 --> 00:46:43,559 then when your car is totaled and you 1049 00:46:40,960 --> 00:46:45,440 have a loan then you know what I mean 1050 00:46:43,559 --> 00:46:48,319 like but it's hard for us 1051 00:46:45,440 --> 00:46:50,920 like human beings only see best case 1052 00:46:48,319 --> 00:46:53,640 scenario most times and so it takes 1053 00:46:50,920 --> 00:46:55,760 Devastation to see and I like I always 1054 00:46:53,640 --> 00:46:57,880 say if if I am your agent you're never 1055 00:46:55,760 --> 00:47:00,480 surprised like you're never going to 1056 00:46:57,880 --> 00:47:02,319 have a claim and then say wait I didn't 1057 00:47:00,480 --> 00:47:06,880 know that I will I will let you walk 1058 00:47:02,319 --> 00:47:09,800 first before I sell you a an inferior 1059 00:47:06,880 --> 00:47:13,119 policy yeah that's 1060 00:47:09,800 --> 00:47:15,280 awesome um anything else Nikia that I 1061 00:47:13,119 --> 00:47:16,880 didn't cover that you wanted to bring up 1062 00:47:15,280 --> 00:47:19,119 just about you know taking over the 1063 00:47:16,880 --> 00:47:21,480 agency building it growing it all that 1064 00:47:19,119 --> 00:47:24,839 kind of stuff that gets you excited I I 1065 00:47:21,480 --> 00:47:28,640 just think um having the opportunity 1066 00:47:24,839 --> 00:47:30,800 to um be an employee here being able to 1067 00:47:28,640 --> 00:47:33,680 provide opportunity is is beyond 1068 00:47:30,800 --> 00:47:36,440 anything that I could have imagined I am 1069 00:47:33,680 --> 00:47:39,240 I have like a such a strong relationship 1070 00:47:36,440 --> 00:47:42,599 with my staff and even with my clients 1071 00:47:39,240 --> 00:47:45,040 uh just being in this position even 1072 00:47:42,599 --> 00:47:47,960 though it's not always fun it just puts 1073 00:47:45,040 --> 00:47:51,240 me in a position to be able to do good 1074 00:47:47,960 --> 00:47:54,040 work right all the way around just even 1075 00:47:51,240 --> 00:47:55,400 if ultimately the relationship like we 1076 00:47:54,040 --> 00:47:57,079 we have to separate even like 1077 00:47:55,400 --> 00:48:00,599 temporarily 1078 00:47:57,079 --> 00:48:02,359 I feel good about sending my clients off 1079 00:48:00,599 --> 00:48:06,000 with knowledge that they didn't have 1080 00:48:02,359 --> 00:48:08,280 before um and providing my staff with 1081 00:48:06,000 --> 00:48:10,319 opportunities that you know they may not 1082 00:48:08,280 --> 00:48:12,880 have otherwise 1083 00:48:10,319 --> 00:48:14,599 had yeah I mean that's huge and that's 1084 00:48:12,880 --> 00:48:17,280 hard to convey to somebody that's not 1085 00:48:14,599 --> 00:48:19,480 been an employer and has only ever had 1086 00:48:17,280 --> 00:48:21,240 negative you know corporate 1087 00:48:19,480 --> 00:48:23,839 relationships with their employers and 1088 00:48:21,240 --> 00:48:25,640 everything like the contentual like it's 1089 00:48:23,839 --> 00:48:28,760 US versus them make sure everything's 1090 00:48:25,640 --> 00:48:28,760 documented all that kind of stuff 1091 00:48:28,920 --> 00:48:35,640 employees bring heartache and bring pain 1092 00:48:33,040 --> 00:48:37,800 and you invest you invest in a great 1093 00:48:35,640 --> 00:48:39,800 employee and then they say they left for 1094 00:48:37,800 --> 00:48:42,920 you know a cheaper policy almost like 1095 00:48:39,800 --> 00:48:44,680 just you know yeah um so they they you 1096 00:48:42,920 --> 00:48:46,640 know it rips your heart out but then at 1097 00:48:44,680 --> 00:48:49,319 the same time it's 1098 00:48:46,640 --> 00:48:51,480 like you you'll get there as you move 1099 00:48:49,319 --> 00:48:53,839 away from working in the business and 1100 00:48:51,480 --> 00:48:56,240 everything at this point I'm no longer 1101 00:48:53,839 --> 00:48:58,160 doing this for my clients the client 1102 00:48:56,240 --> 00:48:59,799 relationship are great I love the phone 1103 00:48:58,160 --> 00:49:03,760 conversations and everything like that 1104 00:48:59,799 --> 00:49:05,640 but you can only do so much if you're 1105 00:49:03,760 --> 00:49:07,160 the center of all of that attention if 1106 00:49:05,640 --> 00:49:10,400 you're the one that everybody has to 1107 00:49:07,160 --> 00:49:12,760 talk to and you see that it's not just 1108 00:49:10,400 --> 00:49:15,640 you plus two people equals the effort of 1109 00:49:12,760 --> 00:49:17,559 three people it's like no the effort of 1110 00:49:15,640 --> 00:49:20,799 three is more like the effort of six 1111 00:49:17,559 --> 00:49:23,319 seven you know it just expands or 1112 00:49:20,799 --> 00:49:26,040 exponentially grows the more the more 1113 00:49:23,319 --> 00:49:27,760 you you guys know what you're about so 1114 00:49:26,040 --> 00:49:29,559 that's awesome 1115 00:49:27,760 --> 00:49:31,520 um do you guys have core values have you 1116 00:49:29,559 --> 00:49:33,119 ever done anything like that with with 1117 00:49:31,520 --> 00:49:36,160 the agency over the past four years 1118 00:49:33,119 --> 00:49:38,920 thought about like vision and what we 1119 00:49:36,160 --> 00:49:40,559 stand for and obviously I know you've 1120 00:49:38,920 --> 00:49:43,400 talked about like why you feel you're 1121 00:49:40,559 --> 00:49:44,880 different but do you guys do Retreats or 1122 00:49:43,400 --> 00:49:46,400 do you talk about stuff like that what 1123 00:49:44,880 --> 00:49:51,040 do you what do you do for culture within 1124 00:49:46,400 --> 00:49:55,440 the company um I think I think we have 1125 00:49:51,040 --> 00:49:57,760 um burst of like cultural evaluation 1126 00:49:55,440 --> 00:50:01,319 almost daily right 1127 00:49:57,760 --> 00:50:03,440 um just because when you start to see 1128 00:50:01,319 --> 00:50:05,799 staff as like 1129 00:50:03,440 --> 00:50:08,240 people I am a person that likes to plan 1130 00:50:05,799 --> 00:50:11,160 for like the long term so it took me it 1131 00:50:08,240 --> 00:50:13,040 took me a long time to to see that like 1132 00:50:11,160 --> 00:50:15,599 these relationships while great may only 1133 00:50:13,040 --> 00:50:18,520 be temporary and 1134 00:50:15,599 --> 00:50:21,280 so I think the hardest part is 1135 00:50:18,520 --> 00:50:23,240 really in like you said investing and 1136 00:50:21,280 --> 00:50:27,440 people who may not be here next year 1137 00:50:23,240 --> 00:50:30,839 yeah but to like enjoy the relationship 1138 00:50:27,440 --> 00:50:33,200 in the moment and value the people for 1139 00:50:30,839 --> 00:50:36,400 what they contribute to your 1140 00:50:33,200 --> 00:50:38,160 business um and so yes culturally I 1141 00:50:36,400 --> 00:50:39,599 think I think I've been lucky because 1142 00:50:38,160 --> 00:50:42,079 I'm very slow to 1143 00:50:39,599 --> 00:50:43,880 hire um they have to be a good fit like 1144 00:50:42,079 --> 00:50:49,599 I do personality 1145 00:50:43,880 --> 00:50:53,079 tests and which one we use ideal traits 1146 00:50:49,599 --> 00:50:56,960 okay um and so and it it's not a tell 1147 00:50:53,079 --> 00:50:59,480 all right but it gives you a good idea 1148 00:50:56,960 --> 00:51:02,559 as to if the person will be a good fit 1149 00:50:59,480 --> 00:51:03,920 and it's not always 100% it's never 100% 1150 00:51:02,559 --> 00:51:06,079 but it's not 1151 00:51:03,920 --> 00:51:08,520 always accurate and things are ever 1152 00:51:06,079 --> 00:51:10,280 changing right so you may hire somebody 1153 00:51:08,520 --> 00:51:12,839 who was a great fit in the beginning and 1154 00:51:10,280 --> 00:51:14,559 then life happened or you know just 1155 00:51:12,839 --> 00:51:18,920 their perspective of things 1156 00:51:14,559 --> 00:51:20,960 change um so I think we like we create 1157 00:51:18,920 --> 00:51:24,160 our core values on the fly right so 1158 00:51:20,960 --> 00:51:26,280 dealing with our clients we and just 1159 00:51:24,160 --> 00:51:29,000 prioritizing them it kind of defines our 1160 00:51:26,280 --> 00:51:30,119 core values so it's understood that like 1161 00:51:29,000 --> 00:51:32,079 we don't 1162 00:51:30,119 --> 00:51:36,119 sell we don't 1163 00:51:32,079 --> 00:51:38,640 sell terrible policies just to check the 1164 00:51:36,119 --> 00:51:40,359 box that you know we wrote an item I 1165 00:51:38,640 --> 00:51:42,200 don't feel good about that every single 1166 00:51:40,359 --> 00:51:45,319 time I get a notification of a claim I'm 1167 00:51:42,200 --> 00:51:47,000 like did I write this because if I wrote 1168 00:51:45,319 --> 00:51:49,160 it I know that you know all the things 1169 00:51:47,000 --> 00:51:52,319 are there but I acquired a book of 1170 00:51:49,160 --> 00:51:55,319 business and it wasn't just like it's 1171 00:51:52,319 --> 00:51:57,160 just those core values play a part in 1172 00:51:55,319 --> 00:51:57,960 everything that you do 1173 00:51:57,160 --> 00:52:00,880 and 1174 00:51:57,960 --> 00:52:04,559 so because of that everything that you 1175 00:52:00,880 --> 00:52:08,240 do defines those core values so this is 1176 00:52:04,559 --> 00:52:10,000 every day gotcha awesome yeah I heard an 1177 00:52:08,240 --> 00:52:11,760 analogy once that helped me a lot with 1178 00:52:10,000 --> 00:52:13,839 that and said that your business is like 1179 00:52:11,760 --> 00:52:16,599 a tree You've Got Roots you've got 1180 00:52:13,839 --> 00:52:18,240 branches and you've got leaves and your 1181 00:52:16,599 --> 00:52:19,680 roots are like the foundation of the 1182 00:52:18,240 --> 00:52:21,119 business the people who've been there a 1183 00:52:19,680 --> 00:52:23,359 long time they're foundational the 1184 00:52:21,119 --> 00:52:26,319 branches you know are supported by the 1185 00:52:23,359 --> 00:52:28,280 roots and you know they reach out and 1186 00:52:26,319 --> 00:52:31,319 that's how you get a lot of stuff done 1187 00:52:28,280 --> 00:52:34,000 and then you have leaves and leaves 1188 00:52:31,319 --> 00:52:36,040 leave that's what leaves do yeah that is 1189 00:52:34,000 --> 00:52:38,000 true and leaves are here for a short 1190 00:52:36,040 --> 00:52:39,880 time and they make the tree look really 1191 00:52:38,000 --> 00:52:41,440 good and you don't want to be a tree 1192 00:52:39,880 --> 00:52:44,520 without leaves because that means you 1193 00:52:41,440 --> 00:52:46,839 don't have any life but but don't be mad 1194 00:52:44,520 --> 00:52:50,640 at a leaf because it's not a 1195 00:52:46,839 --> 00:52:53,119 branch enjoy and invest into feed the 1196 00:52:50,640 --> 00:52:54,640 leaves while they're there but then know 1197 00:52:53,119 --> 00:52:55,880 that they're going to go off and they're 1198 00:52:54,640 --> 00:52:58,599 not going to be part of the tree for 1199 00:52:55,880 --> 00:53:00,720 long term and that really helped me yeah 1200 00:52:58,599 --> 00:53:02,599 if somebody's here for a year it's like 1201 00:53:00,720 --> 00:53:04,160 well I'm never going to hire somebody 1202 00:53:02,599 --> 00:53:05,640 again because of that it's like no 1203 00:53:04,160 --> 00:53:07,720 invest into that person while they're 1204 00:53:05,640 --> 00:53:10,240 here so that they speak well of you when 1205 00:53:07,720 --> 00:53:12,480 they leave and it's you 1206 00:53:10,240 --> 00:53:14,599 know not everybody's going to become a 1207 00:53:12,480 --> 00:53:16,960 partner not everybody's gonna become a 1208 00:53:14,599 --> 00:53:19,119 CPA not everybody's gonna be you know 1209 00:53:16,960 --> 00:53:22,400 stay here for 35 years just because 1210 00:53:19,119 --> 00:53:24,920 we've had some that have so yeah awesome 1211 00:53:22,400 --> 00:53:26,720 so all right uh Nikia I do a lightning 1212 00:53:24,920 --> 00:53:28,280 round with my guests at the end of the 1213 00:53:26,720 --> 00:53:30,040 episode before we get into that was 1214 00:53:28,280 --> 00:53:32,240 there anything else that I that you 1215 00:53:30,040 --> 00:53:34,319 wanted to add or forgot to cover no 1216 00:53:32,240 --> 00:53:36,799 thank you Barrett all right awesome so 1217 00:53:34,319 --> 00:53:38,680 let's get into the lightning round um 1218 00:53:36,799 --> 00:53:40,319 coffee or tea and how do you like it 1219 00:53:38,680 --> 00:53:43,040 prepared 1220 00:53:40,319 --> 00:53:47,400 coffee absolutely every day multiple 1221 00:53:43,040 --> 00:53:51,599 times a day um just creamer okay just 1222 00:53:47,400 --> 00:53:53,280 plain un unflavored creamer gotcha okay 1223 00:53:51,599 --> 00:53:56,440 um pie or cake and do you have a 1224 00:53:53,280 --> 00:53:57,760 favorite kind cheesecake yeah AB 1225 00:53:56,440 --> 00:54:01,040 abolutely 1226 00:53:57,760 --> 00:54:02,440 probably strawberry cheesecake okay 1227 00:54:01,040 --> 00:54:04,880 gotcha all 1228 00:54:02,440 --> 00:54:07,640 right um what's a common belief among 1229 00:54:04,880 --> 00:54:10,160 entrepreneurs that you would want to 1230 00:54:07,640 --> 00:54:11,799 challenge um that everything has to be 1231 00:54:10,160 --> 00:54:14,200 perfect before you 1232 00:54:11,799 --> 00:54:16,640 start uh and and I was one of those 1233 00:54:14,200 --> 00:54:18,960 people like this H like this doesn't 1234 00:54:16,640 --> 00:54:21,680 feel complete and I I can't but you you 1235 00:54:18,960 --> 00:54:24,319 have to just do it especially being 1236 00:54:21,680 --> 00:54:26,799 somebody who has to read a thousand 1237 00:54:24,319 --> 00:54:29,079 pages I totally understand that it's 1238 00:54:26,799 --> 00:54:30,880 like until all of the unknowns are 1239 00:54:29,079 --> 00:54:32,359 figured out but like but like we've 1240 00:54:30,880 --> 00:54:34,000 talked about there's going to be 1241 00:54:32,359 --> 00:54:36,000 unknowns that you couldn't even know 1242 00:54:34,000 --> 00:54:39,920 until you got started so not even in 1243 00:54:36,000 --> 00:54:43,079 those those 10,000 Pages yep the book's 1244 00:54:39,920 --> 00:54:45,040 2,000 Pages nobody told me that right 1245 00:54:43,079 --> 00:54:48,319 there's a part 1246 00:54:45,040 --> 00:54:50,280 two yep awesome uh what's your favorite 1247 00:54:48,319 --> 00:54:54,200 holiday and 1248 00:54:50,280 --> 00:54:56,520 why I would have to say 1249 00:54:54,200 --> 00:54:59,400 Christmas um because I've been dedic 1250 00:54:56,520 --> 00:55:02,280 ated to redefining what that looks like 1251 00:54:59,400 --> 00:55:04,599 uh Growing Up Christmas was like my 1252 00:55:02,280 --> 00:55:07,799 grandmother was like the the the like 1253 00:55:04,599 --> 00:55:10,599 the Christmas boss and I remember her 1254 00:55:07,799 --> 00:55:12,920 like bullying my mom and my aunts into 1255 00:55:10,599 --> 00:55:14,680 like you have to spend as much all the 1256 00:55:12,920 --> 00:55:16,799 money you have to make sure these kids 1257 00:55:14,680 --> 00:55:18,720 have all the 1258 00:55:16,799 --> 00:55:21,559 things 1259 00:55:18,720 --> 00:55:26,960 um that's not so a long I started 1260 00:55:21,559 --> 00:55:26,960 homeschooling some years ago and 1261 00:55:27,000 --> 00:55:32,359 pretty early on in 1262 00:55:29,079 --> 00:55:34,400 motherhood I realized that like those 1263 00:55:32,359 --> 00:55:36,000 things will be broken tomorrow or 1264 00:55:34,400 --> 00:55:39,640 they're just going to play with the box 1265 00:55:36,000 --> 00:55:41,880 right so I was committed to like okay 1266 00:55:39,640 --> 00:55:44,359 we'll study this region in school and 1267 00:55:41,880 --> 00:55:48,680 then we'll visit they will have those 1268 00:55:44,359 --> 00:55:51,799 memories forever so it's been really fun 1269 00:55:48,680 --> 00:55:54,039 um redefining what what Christmas is for 1270 00:55:51,799 --> 00:55:58,319 us awesome so do you guys take a trip at 1271 00:55:54,039 --> 00:56:00,520 Christmas then oh cool that's neat MH 1272 00:55:58,319 --> 00:56:02,839 are you a morning person or a night 1273 00:56:00,520 --> 00:56:06,520 person do you have a routine that you 1274 00:56:02,839 --> 00:56:10,520 love um my routine is not having a 1275 00:56:06,520 --> 00:56:13,200 routine I am not a morning 1276 00:56:10,520 --> 00:56:15,520 like I guess most people believe that 1277 00:56:13,200 --> 00:56:18,319 like business owners 1278 00:56:15,520 --> 00:56:20,799 are all of them are up at 4 a.m. like 1279 00:56:18,319 --> 00:56:25,240 you know the ear the the the early bir 1280 00:56:20,799 --> 00:56:27,799 get I I would never eat um I'm a night 1281 00:56:25,240 --> 00:56:29,599 person through and through and I I I 1282 00:56:27,799 --> 00:56:31,960 guess I have the CPA exam to thank for 1283 00:56:29,599 --> 00:56:34,680 that because I had to study after work 1284 00:56:31,960 --> 00:56:37,039 right so I would be up till 3:00 am and 1285 00:56:34,680 --> 00:56:39,119 then I would tell people like I would 1286 00:56:37,039 --> 00:56:40,640 solve problems in my sleep like I I 1287 00:56:39,119 --> 00:56:43,720 would study in my 1288 00:56:40,640 --> 00:56:47,400 sleep if I went to bed with like a far 1289 00:56:43,720 --> 00:56:50,039 Sim that I didn't in my sleep and then I 1290 00:56:47,400 --> 00:56:51,480 would get up like oh this is it right I 1291 00:56:50,039 --> 00:56:53,559 I can't tell you the number of tax 1292 00:56:51,480 --> 00:56:56,280 returns I've resolved at 2:00 in the 1293 00:56:53,559 --> 00:56:57,680 morning write a note roll over right 1294 00:56:56,280 --> 00:56:59,359 note put it back down look at it the 1295 00:56:57,680 --> 00:57:03,359 next morning be like wow that's actually 1296 00:56:59,359 --> 00:57:05,880 pretty smart exactly so I'm definitely a 1297 00:57:03,359 --> 00:57:07,720 night person uh I dread mornings I do 1298 00:57:05,880 --> 00:57:10,480 them but I don't like 1299 00:57:07,720 --> 00:57:12,720 it um what is one thing that you would 1300 00:57:10,480 --> 00:57:14,520 want your successor to remember you for 1301 00:57:12,720 --> 00:57:19,400 following in your 1302 00:57:14,520 --> 00:57:21,240 shoes compassion uh it is so easy to 1303 00:57:19,400 --> 00:57:25,240 forget why you do 1304 00:57:21,240 --> 00:57:27,760 this um you know money could be a 1305 00:57:25,240 --> 00:57:30,760 motivation and that's it's okay right 1306 00:57:27,760 --> 00:57:33,760 but that will not that's not sustainable 1307 00:57:30,760 --> 00:57:36,160 because insurance is hard it is like and 1308 00:57:33,760 --> 00:57:38,280 I've said that several times right and I 1309 00:57:36,160 --> 00:57:40,839 can't say it enough it's hard it's hard 1310 00:57:38,280 --> 00:57:45,400 the changes are hard the conversations 1311 00:57:40,839 --> 00:57:47,160 are hard the losses are hard so you 1312 00:57:45,400 --> 00:57:49,640 there are other ways you could make a 1313 00:57:47,160 --> 00:57:52,000 living that's not signing up for all 1314 00:57:49,640 --> 00:57:54,520 this exactly and 1315 00:57:52,000 --> 00:57:58,000 so um 1316 00:57:54,520 --> 00:58:01,119 compassion even for the people 1317 00:57:58,000 --> 00:58:04,880 who call you the spawn of Satan 1318 00:58:01,119 --> 00:58:06,640 because their premium went up like you 1319 00:58:04,880 --> 00:58:08,640 you have to see every one of those 1320 00:58:06,640 --> 00:58:12,440 people and you know 1321 00:58:08,640 --> 00:58:14,760 because I so I want to be remembered for 1322 00:58:12,440 --> 00:58:16,920 being compassionate 1323 00:58:14,760 --> 00:58:19,200 awesome uh where where are you finding 1324 00:58:16,920 --> 00:58:22,480 creativity right 1325 00:58:19,200 --> 00:58:26,240 now just having to reinvent the the 1326 00:58:22,480 --> 00:58:29,480 business like 1327 00:58:26,240 --> 00:58:34,520 things change quickly and you you got to 1328 00:58:29,480 --> 00:58:37,839 be creative and so like I am 1329 00:58:34,520 --> 00:58:39,480 not I'm like people close to to me will 1330 00:58:37,839 --> 00:58:41,880 tell you that I'm a robot like my kids 1331 00:58:39,480 --> 00:58:46,079 say Mom you're a robot um because my fun 1332 00:58:41,880 --> 00:58:49,920 is studying right um so I don't give 1333 00:58:46,079 --> 00:58:51,720 like main character energy at all like I 1334 00:58:49,920 --> 00:58:55,319 was really trying to figure out like 1335 00:58:51,720 --> 00:58:56,640 where do I find creativity and it's like 1336 00:58:55,319 --> 00:58:59,319 I 1337 00:58:56,640 --> 00:59:05,880 it I create 1338 00:58:59,319 --> 00:59:07,720 best by working um so just finding new 1339 00:59:05,880 --> 00:59:11,640 ways 1340 00:59:07,720 --> 00:59:14,559 to serve my my book of business and to 1341 00:59:11,640 --> 00:59:17,200 serve my employees and to keep everyone 1342 00:59:14,559 --> 00:59:20,680 engaged and to maintain the trust and 1343 00:59:17,200 --> 00:59:25,039 the Good Will um if you ask me that take 1344 00:59:20,680 --> 00:59:27,160 some creativity yeah yeah for sure 1345 00:59:25,039 --> 00:59:29,160 awesome all right and uh what do you 1346 00:59:27,160 --> 00:59:33,520 have coming up this year that's got you 1347 00:59:29,160 --> 00:59:37,680 excited expanding um in expanding in 1348 00:59:33,520 --> 00:59:41,359 spite of all the obstacles makes me 1349 00:59:37,680 --> 00:59:44,000 excited um because new location or just 1350 00:59:41,359 --> 00:59:46,440 the additional employee or additional 1351 00:59:44,000 --> 00:59:49,760 employees I I want to get back to 1352 00:59:46,440 --> 00:59:51,480 accounting that makes me excited um 1353 00:59:49,760 --> 00:59:52,760 because I felt like I had to abandon 1354 00:59:51,480 --> 00:59:55,079 that for a minute I needed to give 1355 00:59:52,760 --> 00:59:57,799 Insurance my everything until I knew it 1356 00:59:55,079 --> 01:00:00,599 well um because I just I couldn't have 1357 00:59:57,799 --> 01:00:02,920 like how do you how do you 1358 01:00:00,599 --> 01:00:04,720 purchase a book of business with 1359 01:00:02,920 --> 01:00:08,599 thousands of policies and not give it 1360 01:00:04,720 --> 01:00:11,760 your all right um but I miss my 1361 01:00:08,599 --> 01:00:15,520 baby so I'm excited about being able to 1362 01:00:11,760 --> 01:00:17,240 get back to accounting being able to 1363 01:00:15,520 --> 01:00:22,079 merge the 1364 01:00:17,240 --> 01:00:24,520 two um and just growing the business in 1365 01:00:22,079 --> 01:00:28,839 spite of all of the obstacles because 1366 01:00:24,520 --> 01:00:33,400 for as much um winging of 1367 01:00:28,839 --> 01:00:35,640 life that I've done I think um it makes 1368 01:00:33,400 --> 01:00:37,880 for a great story 1369 01:00:35,640 --> 01:00:40,520 and I guess I'm just ready to see what 1370 01:00:37,880 --> 01:00:42,200 else happen yeah yeah nobody's 1371 01:00:40,520 --> 01:00:43,880 interested in the adventure story it's 1372 01:00:42,200 --> 01:00:45,760 like the hero woke up and everything 1373 01:00:43,880 --> 01:00:47,960 fell into place and then the hero you 1374 01:00:45,760 --> 01:00:50,079 know retired it's like well that's the 1375 01:00:47,960 --> 01:00:52,480 most boring story I've ever heard oh my 1376 01:00:50,079 --> 01:00:54,119 goodness so and that's I mean that's 1377 01:00:52,480 --> 01:00:56,640 what I love about entrepreneurship I'm 1378 01:00:54,119 --> 01:00:58,039 sure you do too is it's like you throw a 1379 01:00:56,640 --> 01:01:01,280 challenge at us and we're going to 1380 01:00:58,039 --> 01:01:02,960 figure out a way to work around it and 1381 01:01:01,280 --> 01:01:04,440 this is the reality and we're going to 1382 01:01:02,960 --> 01:01:06,000 Pivot and we're going to adjust and 1383 01:01:04,440 --> 01:01:08,240 we're going to shift and we're g to 1384 01:01:06,000 --> 01:01:10,319 remake the world the way that it needs 1385 01:01:08,240 --> 01:01:13,240 to be in the face of this new obstacle 1386 01:01:10,319 --> 01:01:14,760 so H awesome love it I've really enjoyed 1387 01:01:13,240 --> 01:01:17,520 this conversation with you Nikia this 1388 01:01:14,760 --> 01:01:19,160 has been energizing for me going into 1389 01:01:17,520 --> 01:01:21,960 tax season 1390 01:01:19,160 --> 01:01:23,839 here um where can people find out more 1391 01:01:21,960 --> 01:01:27,520 about you and reach out to you if 1392 01:01:23,839 --> 01:01:31,079 necessary so we have Facebook Oliver Mac 1393 01:01:27,520 --> 01:01:34,960 Insurance Instagram Oliver Mac Insurance 1394 01:01:31,079 --> 01:01:38,160 um we have our website um Oliver Mac 1395 01:01:34,960 --> 01:01:41,960 insurance.com and we are working on all 1396 01:01:38,160 --> 01:01:44,359 the new ways to um be front and center 1397 01:01:41,960 --> 01:01:46,240 in our community um we're working with 1398 01:01:44,359 --> 01:01:48,839 small businesses to build referral 1399 01:01:46,240 --> 01:01:51,200 programs so we have a lot happening this 1400 01:01:48,839 --> 01:01:52,960 year awesome I'm going have to have you 1401 01:01:51,200 --> 01:01:54,960 on in the future to talk about just 1402 01:01:52,960 --> 01:01:56,559 marketing and client relationships and 1403 01:01:54,960 --> 01:01:58,839 stuff like that at some point point so 1404 01:01:56,559 --> 01:02:00,480 I'm looking forward to it oh well thank 1405 01:01:58,839 --> 01:02:02,119 you for being a guest Nik I've really 1406 01:02:00,480 --> 01:02:04,359 I've really enjoyed this so thank you so 1407 01:02:02,119 --> 01:02:06,960 much thank you for having me Barrett 1408 01:02:04,359 --> 01:02:08,640 we'll talk soon of course you've been 1409 01:02:06,960 --> 01:02:10,720 listening to the art of succession 1410 01:02:08,640 --> 01:02:12,240 podcast with your host Barrett young 1411 01:02:10,720 --> 01:02:13,880 twice a month we'll bring you interview 1412 01:02:12,240 --> 01:02:15,359 sharing the successes and challenges 1413 01:02:13,880 --> 01:02:17,799 from business owners with their own 1414 01:02:15,359 --> 01:02:20,760 succession Stories the art of succession 1415 01:02:17,799 --> 01:02:23,119 is sponsored by gwcp and is provided for 1416 01:02:20,760 --> 01:02:24,839 informational purposes only before 1417 01:02:23,119 --> 01:02:26,440 engaging in any transaction you should 1418 01:02:24,839 --> 01:02:28,000 consult your own advisor 1419 01:02:26,440 --> 01:02:29,839 if you've enjoyed this episode please 1420 01:02:28,000 --> 01:02:32,599 share it with others and we'll see you 1421 01:02:29,839 --> 01:02:32,599 on the next one