E77: Jason Kilgo On Leading With Umbrellas

In this episode, James talks with Jason Kilgo, the founder of KilGO Insurance. 

To learn more about KilGO Insurance, visit https://kilgoinsurance.com/.

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Episode Highlights:

• Jason shares his background and how he started KilGO Insurance. (3:33)
• Jason shares that he doesn't regret anything because all the jumps he's made have made him a better agency owner. (5:53)
• Jason mentions that Geico does extremely well when it comes to the training processes for coaches and supervisors and he tries to replicate that in his agency. (6:17)
• Jason discusses the difference between selling on price versus selling on value. (10:19)
• Jason mentions that his sales process involves leading with umbrella and he had to sell his team on the concept by providing the data to back it up. (31:20)
• Jason explains that most of the objections he gets to umbrella insurance policies are from the people who live check to check and don't have the money for it but need it most. (32:34)
• Jason explains that crazy and tragic things do happen and emphasizes the importance of having insurance. (38:17)
• Jason explains that an agency should figure out how to step out of the crowd and find out what makes them different from the rest. (40:21)
• Jason shares how they compete in the marketplace with channel partners like realtors and loan officers and those selling on price. (45:00)
• Jason explains that he doesn't mind getting a 1-star review because this is the way people will know that they are real. (52:26)
• Jason explains that he loves to talk with other agency owners and discuss how their sales process works. (1:00:00)

Key Quotes:

• "We've got to make sure people have an umbrella policy. And I know, we're not going to be 100% close on that. But we need to make sure people understand if they don't get it, why they're not getting it? What are they missing by not having that policy?" - Jason Kilgo
• “Our mission is helping people live life confidently through insurance." - Jason Kilgo
• "I think right now, you’ve got to reach, you’ve got to dig in. And don't give up, don't get down. Don't think the world is coming to an end like a lot of people are thinking about." - Jason Kilgo