Self Confidence // When You Believe Bigger, You Embrace The Fear & Bet On Yourself, Nichole Lucas on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

In this conversation, Nichole Lucas and I discuss Nichole's transition from residential to commercial insurance, her experiences as a broker, and the importance of networking and marketing strategies in the insurance industry.

Nichole shares her unique approaches to marketing and building relationships, emphasizing the value of trust and respect in business.

We discuss effective strategies for building trust with prospects, targeting the right clients, and innovative marketing techniques with an emphasis on the importance of networking, especially through personal connections and events, and share creative ideas for standing out in a competitive market.

The discussion also covers maximizing opportunities at trade shows and the significance of follow-up in sales.

00:00 Introduction and Background
03:02 Transitioning to Commercial Insurance
05:54 Navigating the Broker Landscape
09:07 Effective Networking Strategies
12:05 Unique Marketing Approaches
15:00 Understanding Insurance Discounts
17:53 The Role of HOAs in Insurance
21:03 Building Trust Through Education
29:53 Building Trust with Prospects
35:05 Targeting and Networking Strategies
41:45 Innovative Marketing Techniques
52:33 Maximizing Trade Show Opportunities

• 23 years in insurance.
• Went out on her own into commercial insurance as a broker three years ago after a headhunter reached out.
• Good agents earn broker credits to pass on to their clients.
• Carriers also give credits for longevity, so review your policies regularly.
• Hired two part-time people to help with business development, and one was for maintaining the back office.
• Lead with education to ideal prospects.

• Help your customers help their customers.
• Take prospects golfing!
• Do 3D mailing for direct mail.

"Go for no. That's my thing.”

• Get a good list.
• The coolest thing she has seen in 23 years of sales...a vendor at a tradeshow had a magician at their booth.

GUEST INFO:

• Guest Cell: (240) 319–951nine
• Guest LinkedIn

Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12w

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