The Insurance Dudes

The BIGGEST Mistake Insurance Professionals Make | Insurance Agency Playbook

September 11, 2023 The Insurance Dudes: Craig Pretzinger & Jason Feltman Season 3 Episode 629
The Insurance Dudes
The BIGGEST Mistake Insurance Professionals Make | Insurance Agency Playbook
Show Notes Transcript

Welcome back! In this episode of the playbook Craig and Jason sit down together after a long time and talk about the biggest mistake insurance professionals might be making!

The hosts emphasize that one of the most significant blunders in the insurance world is the tendency to exert excessive control over every aspect of the business. They discuss how micromanagement can actually end up being counterproductive!

Jason and Craig also discuss the significance of consistency and focus in achieving success within the insurance industry, sharing experiences and teaching how maintaining a consistent approach, even in areas like marketing and lead generation, can yield positive results over time. 

Another crucial aspect they touch upon is the need to manage emotions effectively. Many insurance professionals often start initiatives with enthusiasm but quickly become discouraged when faced with challenges. The hosts encourage listeners to view setbacks as part of the learning process and emphasize the importance of persistence.

Tune in to find out if you might be making this mistake or not! And how to correct it easily with Craig and Jason for a fun and insight-filled episode.


The Insurance Dudes are on a mission to find the best insurance agentsaround the country to find out how they are creating some of the top agencies. But they do not stop there, they also bring professionals from other industries for insights that can help agents take their agencies to the next level. 

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About Jason and Craig:

Both agents themselves, they both have scaled to around $10 million in premium.  After searching for years for a system to create predictability in their agencies, they developed the Telefunnel after their interviews with so many agents and business leaders.  

Taking several years, tons of trial and error, and hundreds of thousands of dollars on lead spend, they’ve optimized their agencies and teams to write tons of premium, consistently, and nearly on autopilot!

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Craig Pretzinger & Jason Feltman
The Insurance Dudes

Jason Feltman:

What is the biggest mistake that insurance professionals make? And I'm so excited because I have Craig, here. It's Craig and Jason back again. And as we talk about this, we're also going to talk about how to overcome this.

Craig Pretzinger:

Oh, yeah, it is my understanding. They Hello. I am Craig Pretzinger.

Jason Feltman:

I am Jason Feldman. We are agents. We are insurances. Let's give reverence to the fact that this is the first time that you and I have been doing one of these in a long time, which is Yeah, so much fun.

Craig Pretzinger:

Yeah. Remember the old days if he, if he took?

Jason Feltman:

That's right. So what is that? What is the biggest mistake?

Craig Pretzinger:

The biggest mistake? I'll tell you what the biggest mistake is Mr. Jason, you are right. Yes. It's having too much control over everything. Like trying to control it all. What happens when we try to control it all?

Jason Feltman:

Yep. 100%. And it's the focus, right? It's focusing on the small details instead of the big picture. Uh huh. But the small details of the wrong part? Yeah. If you're training your agents and sales or something, or you're training anybody you want to you want to focus on the details.

Craig Pretzinger:

Yeah. Once you get into it, but not the day to day, right day to day running the business to move the needle for the agency. The last thing that there's time for, or that the 168 hours of the week actually permit you to do is get down to those weeds, right?

Jason Feltman:

Yep. Yep. 100%. And it's crazy, too, because like, you think about like, all the investments that you make the the investment and time the investment money that you're buying, you know, if you're keeping the leads filled, or you're just keeping the thing going, you're trying to make as many sales as possible. So there's investment in time, there's investment in money, there's investment in, you know, talking with your team. And these are all decisions that we make, but so many times and we see it all the time where we're starting to invest our own time into like these little areas that don't help the big picture.

Craig Pretzinger:

Right? Yeah, I was about to snooze.

Jason Feltman:

Yeah, focusing consistency. And that's the other thing is that when you do when you do see things from a big picture, you don't go down all the little individual rabbit holes, you can see the big picture, you know, where to be consistent with all those things. And consistency always yields results, even if you're consistent doing something that, you know, that you and I have not been a fan of in the past, which is mailers. But like there's plenty of people dominating with mailers, because they're consistent doing they're not sending out 100 mailers and going well, like, I didn't get a response back. Well, it's like anybody that's done mailers is gonna be like, no kidding. Did we do 10,000 mailers a month?

Craig Pretzinger:

You know, six months? Finally see something right, right. It's yeah, it's the consistency it, you're gonna get a result when you do anything with consistency, it may not be a good result, right? But at least at least it's measurable. Because if it's measurable, now, we know Oh, okay, this didn't work, right. You start looking at the numbers, you compare it against your lifetime value, and all of a sudden, oh, that that doesn't work. Great. Okay, now you learned something, did it cost something to learn it? Yeah, whatever you spent, but for me, something that's been really, and I also for Jason, I think something that's been really helpful along the way is considering that instead of approaching that with fear, right before being scared, like scared money, right? Scared, money goes away, what is the same, something like that, right? Scared money, loses money or something. But instead of doing that, letting go a little bit and actually having a confidence in the thing that is going to get to that result. So that then whether it's good or bad, you can pivot, right? You can choose you can pivot or you can or you pour gas if it's working, or you could kill it if it's not working. Lots of options at its tuition, right. We weren't learning anyway.

Jason Feltman:

Yep. It's understanding the math versus the emotion and not letting the emotion ruin the math by opting out like we see it all the time. We have so many friends that are agents and stuff that will try something in their continual Trier's, there's that whole Dunning Kruger effect where you hit that dip, like you're super stoked about doing something and you're almost irrational about how good you are at it. You go into it, you're having hard times as soon as you get hard times, you opt out. And it's like that's the time that you're actually getting the reps in that it takes to get to the other side where it's like, hey, now I'm starting to see results, but then we opt out and then don't get the results? Well, it's because you're not focusing on what matters. You're not being consistent with your actions, because all consistent actions will get a result.

Craig Pretzinger:

Yep. So manager,

Jason Feltman:

emotions.

Craig Pretzinger:

Yeah, we've talked to two agents, we have friends that are agents that start something three days later, they're complaining that it's not working. And I think back to, you know, I kind of smile ago, it's the learning. That's the process, right? Yeah, at one point, both you and I were those guys.

Jason Feltman:

I was gonna say, I think you are talking about us. Right?

Craig Pretzinger:

You know, three days, and it's like, I spent $200. And it's like, holy crap, you know, to make things work, right. If the agency is the car, the marketing is the gas. And the oil is the is the effort you have to put in? Well, we were putting enough gas before we met, because we were scared, right? I don't know if it's gonna work. Guess what? It'll work. If you do it long enough. Whatever it is, right? So that's what we found that our thing worked for us. And then it's like, oh, okay, it works. So that a little bit of that emotion comes off. So it's not as scary because it started to work. But there were those times to be, you know, back in what 28? It would, when I was good, that whole thing in December, you know, go to the airport and all that whole thing, and freak it out that it was not going to work that you talked me off the cliff. But that's know each other so well, right? Whereas somebody else that we don't know as well, maybe it may, they may not benefit from that. So they need a good somebody to connect with that's going to help them with that.

Jason Feltman:

And I think the silver lining to wrap this whole thing up is that it actually takes less effort to have more success, because you're just going to consistently do the same actions. Like Greg was talking about, dude, I tried a billion different things. I tried a billion different CRMs I tried a billion different leads and all that stuff. And every time I started something new, I started from scratch, it was constant work, it was so much stress, it was so much money. Because if I would have known what I know now, where it's like, Hey, you're the results come months later, like like the actual results come months, months later, then I wouldn't have spent all that time started those programs over and over again, you know, lost a bunch of time and money doing that. It's actually 100 times easier right now, because we know the process, and we just keep doing it.

Craig Pretzinger:

Yeah. Well think about all the different ways to skin the cat. You could, you know, you could do the mailers you could do the leaves you whatever you do, right, that investment is good, is going to pay off as long as you stick with it. And it doesn't matter what it is. So

Jason Feltman:

that's it. So keep on keepin on if you're having a tough time, reach out to some awesome agents reach out to us on the Facebook groups. Like we have an awesome community of agents in there. Everybody will help you will help you jump in talk. And let's let's all crush it together.

Craig Pretzinger:

Let's do it. Good to be back in the saddle district Jason.

Jason Feltman:

Yes. All right. All right.

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