A Masters Guide for Contractors, Developer and Sub contractors

When I’m asked what I do for a living here is a great example.

If you use indemnity and hold harmless agreements, have strict insurance requirements. Understanding and getting the proper additional insured forms as well as high to hire the right contractors

From a 1mil home, to a billion dollar mixed use develop ember to even diamond mines. I do virtually the same thing.

This is a training video. A master clas on indemnity and hold harmless agreements as well as auto oak insured forms by the proper number

For those that have an interest and qualify you will have an opportunity to work directly with me.

I will set up your next project so it is done int time, within budget and with our defect. If any part of that isn’t true if someone makes a Mistake we will have an insurance company fix it and cover the consequential damages.

Please consider that this is very basic to the few that understand this. The key or Phantom Thread as it were is to be able to understand the every insurance policy for construction is different. The wording of a Indemnity and hold harmless agreement must be exact. The proper Additional Insured forms by form number and revesion date must be exact. The intent is if something does go wrong insurance coverage will attach as you expect it to.

It is too comon for me to read “We shall be named as an additional insured” without the proper wording in the agreement to draw coverage, as well as not specifying which form number.

Please note this is just an example. My work. It was for a very specific us and project. A $250mil build and and now on going operations.

If this is of interest to you. I will invite you to a short webinar, and then see if you qualify to work directly with me. Please check back for that link here, as well as on the GDI blog site that contains this.

Insurance and Marketing in General

Insurance Salesmanship and Marketing.

Of salesmanship and marketing I wanted to add a comment that, in my belief that the two should not be separated. Instead, they should be one thing—one thing with many steps. 

The first step is to determine what it is you are selling. Most sales people I have known rarely take the time to “do it on purpose.”

The key as I see it is that when you “make a sale” you will “sell” what you “proposed to sell.” For example: If I want to sell auto insurance I will have sold auto insurance when I am successful.  If home insurance, then I will have sold home insurance. And so on. In this example I have made a very detailed decision on what it is I am going to sell, and built a complete proposal and sales system that sells the entire account.  Why? Because, in thirty years experience, I have proven to myself that the times that I make successful sales are when I have sold what I had proposed. So taking my own advice; I simply want to be the only broker they ever speak with.  No matter if it is a personal lines client or business owner!

So to define your offer by creating proposals that support your “sell” and “reasons why” a client must buy, and buy now.  I would not make “price” any part of this proposal.

Then and only then do I begin marketing for suspects to add to the built out sales system, and Yes Complete with Sales Scripts! For me there are 3 parts to marketing:

1. New Business: to deliver highest quality “suspects” to my sales system. 

2.  Pre-sell by warming all current and future prospects and clients, bonding them to the agency. 

3.  Client Retention.

I run marketing plans to deliver “suspects” to my sales process. Note the word “suspects,” because based on their demographic I “suspect” they maybe interested in what we have to offer, and they respond as “suspects.”

We then filter into one of three categories:

1. Current Prospects

2. Future Prospects

3. Not a Prospect.

I would also like to note that, in “Marketing: Part One,”new business also needs to be regulated based on the capacity of the agency to handle the leads. As an example, I have to be very careful how much “Marketing: Part One” I do, as I have many times produced more leads than my agency can handle.

That said, I think that is another reason why defining exactly what you are selling is very important. The value of the suspect to the agency is critical. I myself can only work on one or two new accounts efficiently in the span of a month, so it is important that the ones I work on are larger and either buy or reject all lines of business from me right now.  I can’t work with anything less than a ‘client’ or sell a single policy, so I had to create a sales system that supported that for me.

Now, for my office, I have other systems that deliver “suspects” in other lines: BOPs, Commercial Autos, Personal Lines, etc. Again, each “niche” started with defining the “sell” and then creating proposals to support the “sell” and scripting the process.

Lastly in Marketing: Part One—for some lines of business we lead with “save 37% or more” etc., but for other lines (the ones I work on) we never mention the word “insurance,” let alone mention “saving money” on it. I simply don’t have time to handle a lot of prospects, and I want the few that call me to be interested in what it is I offer, and am going to propose.  My proposal has six steps: the sixth step is insurance, and it is the least important. The first 5 have nothing to do with insurance, but instead deal with risk mitigation techniques.

Four Corners of Marketing even on the internet:

  1. Get their attention
  2. What’s the deal
  3. Who says so besides you, “testimonials”
  4. How do I get it.

Anyway, I hope this help clarify a bit what I am thinking.  Basically, “marketing” supports your “sell”. And I find it very easy to market for new business if I have a good definition of what it is I am trying to sell, create proposals, and give reasons to buy scripted presentations, etc. before I start trying to get “suspects” to respond.

GDBLU

Salesmanship, on Centers of Influence

Great Centers of Influences are also Great Influences;

My concern is that a good salesmen can and will lead you down their path no matter what your resolve is.

I want to point out that the best centers of influence are typically outstanding sales professionals in their own right.  They tend to not follow, rather they tend to lead.

The key to developing high end Centers of Influences that can and will send you clients is of course to make sure you give them more than they give you.  It is called Reciprocity*** and developing it is key to developing good CI’s… 

But that said a great sales professional can take a very committed and high end insurance broker / producer and spin them on their ear!  You have heard the old saying, “If you hang out at the barber shop sooner or later you are going to get a haircut!”

If you hang out with highly motivate top performers in other fields, and they see that you are a top performer they will want you to join their company, or organization.  By the way the only way you will be hanging out with top performers in other industries is because you are their cousin, or other relationship, or you are a top performer in your own industry.  Keep in mind in business many top performers are naturally so.  They will naturally gravitate toward other top performers and over time will make small offers that will lead you to their outcome. 

So it is vital that you have your boots strapped on tight, and are clear about your offer to help, and what you expect in return.  If you show interest in their offers, and working with them, you will lose your offer and they will begin focusing on convincing you to join them, and be part of their efforts.  They also wont refer you much if any business.  As you have shown weakness in your resolve, your offer is now weak, as is your commitment.  Although a great CI will over look all this if you join them, (which is their intent).. They won’t consider you a viable source to refer their clients too.  That you have lost.

So keep in mind that great centers of influence are also great influencers!   Your offer has to be to about helping that person leverage their activities and build their business.   Not about insurance, or any other product or service.  Rather about how that product or service will allow the Center of Influence to leverage you, and your offer to build their business.  This is key. 

As it is key to not be double minded, even if their business sounds better than the one you are in…   Keep in mind that a great center of influence is also a great influencer!  (I know I just said that twice in the same paragraph, but it is that important if you want referrals!)

*** Reciprocity,

1. A reciprocal state or relation.
2. Reciprocation; mutual exchange.
3. The relation or policy in commercial dealings between countries by which corresponding advantages or privileges are granted by each country to the citizens of the other
  1. A reciprocal condition or relationship.
  2. A mutual or cooperative interchange of favors or privileges, especially the exchange of rights or privileges of trade between nations.

 

GDBLU was what I was called all my life. Grant W Davis Jr, so GW it was.

this is a simple blog I hope will mostly be video based on topics of faith, manifesting miracles, insurance, sales, risk management and finance success.

I am using GDBLU and GW as I don’t have much SEO with those names at all. My name has a lot with GDI and I hundreds of pages which will distract you from what I hope to help you with here.

I have been an insurance broker for 40 years now. Even thou I can’t read or spell a single word as I am Dyslectic, memorization had become a rich unexpected blessing in my early 20’s.

I can still remember the first insurance policies I read in my training. I am very close to being able to see them. This gift of Dyslexia helped me to be in the top 1% of insurance sales people by my 5th year. So I have had many years at the top I will share with you. It has also helped me create sales systems and proposal systems in very easy ways to understand. This helped my clients by helping them understand their insurance for the first time

Why will I use video? As you can tell I don’t write well. If spell check cant find the word quickly I usually have to ask for help.

Why would you want to follow my blog? Because I don’t fail. I have had to start over more times than most, I don’t understand things when I first learn them, but then end up mastering them as I don’t give up. A key point. you can never fail if you never give up. For most your struggles wont me the same as mine. But at the same time your struggles will be the same as mine, just manifesting themselves differently. I can teach you how to spot them and overcome them as well.

  • Insurance is important to everyone. I will teach you about every type of insurance there is.
  • Sales is important to everyone even if you are not in direct sales, you present yourself everyday.
  • Faith, is key. You may of read books like the Secret, or others like it, I’ll show you how to make them work
  • Jesus, the center of my life provides peace in every storm. I’ll share the pain of the storm so you will understand peace

Thanks for following me, G.W. Davis