RHS 179 - Just Do Something That is Different with Derek Hayden
In this episode of The Ryan Hanley Show, Ryan Hanley sits down with Derek Hayden.\n\nDerek Hayden is a Certified Risk Architect at Dansig Insurance Risk Advisors and winner of The Protege Reality Show.\n\nI believe Derek is the epitome of a "Human-Optimized" agent.\xa0\n\nThis is a tremendous conversation with a tremendous independent agent.\n\nDon't miss this episode...\n\nEpisode Highlights:\n\nDerek discusses the hard market, and how they prepared for it. (7:13)\n\n\nDerek mentions that clients are scared to make the first move, but it is now getting to the point where they are willing to open the box and see what can be done. (13:19)\n\n\nRyan mentions that one mistake they made was spreading their premium out too wide, and if he could do it again, he probably would take half the carrier appointments and just dial in writing business with those carriers. (22:27)\xa0\n\n\nDerek expresses frustration at the lack of give and take in the insurance industry and how carriers can just drop accounts after agents put in a lot of effort to make them less risky. (27:20)\n\n\nDerek shares his own experience of feeling like a mere pawn in the industry despite his 11 years of experience. (35:20)\n\n\nDerek shares that he uses video proposals for about 80% of his small commercial and personal lines proposals, and for larger accounts, he prefers to go in person. (42:03)\n\n\nDerek shares how he sets up his video proposal for his clients. (49:34)\n\n\nDerek suggests that smaller hometown insurance agents should develop a unique value proposition that can improve clients' business or income, and take advantage of free tools offered by carrier reps to attract and retain accounts. (54:51)\n\n\n\n\nKey Quotes:\n\n\u201cOn those key accounts, those bigger prospects, I do the video submission. I feel like that changes. It's more like, they feel like more a part of the account versus just reading something on paper. They feel like they can see the building through video, see what we're doing.\u201d - Derek Hayden\n\n\u201cAll you got to do is develop a value proposition that's unique compared to any other agent, whether it's a captive or independent agent, develop a value proposition that you can consistently deliver, and follow through on.\u201d - Derek Hayden\n\n\nResources Mentioned:\n\n\nDerek Hayden LinkedIn\n\nDansig Insurance Risk Advisors\n\nReach out to Ryan Hanley\n\n\nRogue Risk\n\nFinding Peak\n\n\nLearn more about your ad choices. Visit megaphone.fm/adchoices