In this episode, James talks with Micah Salas, Senior Vice President of Christensen Group Insurance and author of The Business Insurance Playbook.

To learn more about Christensen Group Insurance, visit https://www.christensengroup.com/.

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Episode Highlights:

Micah shares that like most others, he got started in insurance, not by choice but for financial reasons. (4:11)
Micah mentions that he completed a year-long training program that included everything from policy language to spending time with underwriters to learn about the operational side of things. (7:46)
Micah discusses his experiences working at the world's largest insurance brokerage. (12:20)
Micah explains how he realized something was lacking in his experience in terms of what he wanted in his profession. (18:49)
Micah discusses how the Christensen Group Insurance came to be. (20:21)
James shares what his strategy was for rebranding his agency to RiskWell. (34:17)
Micah discusses what led him to decide to write a book on the insurance market and shares his writing process. (39:07)
Micah mentions that the purpose of the book, The Business Insurance Playbook, is to instill confidence in buyers and make them feel confident that their agents are looking after them. (44:10)
Micah discusses his thoughts on utilizing the book as a prop from a sales and marketing standpoint. (45:22)
James and Micah discuss their opinions on how ChatGPT plays into the marketing side of insurance. (48:35)

Key Quotes:

“I started to see some things I didn't know, being what an independent agent could do primarily. I could have a client for life because I could say, you know if your rates are going up with this company I can look around for you, right? I can be that true kind of agent for you.” - Micah Salas
“The goal of the book is to instill confidence in buyers and just not to make them experts, but to make them feel confident that their agents are taking care of them, and if they're not, give them tools to find someone who will.” - Micah Salas

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