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Ditch the Dread: Business Insurance Explained by a Pro You’ll Like · Business Roundtable

• 0:31
  Speaker 1: All right, welcome back to the Business Roundtable podcast. I
• 0:34
  Speaker 1: am your host, David Carr of Stuard your Business where
• 0:37
  Speaker 1: we bring great people together to accomplish amazing things. And
• 0:41
  Speaker 1: we have an amazing guest here, Dylan Hawkins, another colleague
• 0:45
  Speaker 1: from Success Champions Network. You guys know that I'm a
• 0:48
  Speaker 1: big part of that network and have met some amazing people.
• 0:50
  Speaker 1: Dylan has coming on and he's going to share us
• 0:54
  Speaker 1: at his experience on insurance, but we're going to get
• 0:57
  Speaker 1: it in a different way. He's got a wealth of
• 0:59
  Speaker 1: experience of commercial insurance broker. I know that may not
• 1:02
  Speaker 1: be super exciting, but we're actually going to go in
• 1:05
  Speaker 1: and that make us fun. From crashes to come back.
• 1:07
  Speaker 1: How do we protect your business before it becomes too late? Dylan,
• 1:11
  Speaker 1: Welcome to the podcast.
• 1:13
  Speaker 2: David, thank you for letting me, Thank you for letting
• 1:15
  Speaker 2: me join today.
• 1:16
  Speaker 3: I'm humbled beyond absolutely so, Dylan.
• 1:19
  Speaker 1: I like to always start our podcast with our guests,
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  Speaker 1: especially new guests that are coming on, to give us
• 1:24
  Speaker 1: a little bit of background before we jump into the
• 1:26
  Speaker 1: topic of insurance.
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  Speaker 3: Why it is so important.
• 1:29
  Speaker 1: But you know what got you into this space. You're
• 1:32
  Speaker 1: with Hub International now and you know, just take us
• 1:36
  Speaker 1: back a little bit of your journey as a man
• 1:40
  Speaker 1: in business and stepping into this particular arena.
• 1:43
  Speaker 4: Yeah, of course, so I'll take you back. I'm from Aledo, Texas.
• 1:50
  Speaker 4: I played football many many months ago, and I was
• 1:54
  Speaker 4: fortunate to play at the collegiate level at a Division
• 1:57
  Speaker 4: two school called linden Wood at Lyndon Wood, I originally
• 2:03
  Speaker 4: wanted to be a coach, and so I have undergrad
• 2:05
  Speaker 4: and sport management and then I have my master's in
• 2:08
  Speaker 4: supply chain management. And backstory before, while I was working
• 2:15
  Speaker 4: on my master's, like I told you, I wanted to
• 2:18
  Speaker 4: be a coach, and so I was. I was a
• 2:21
  Speaker 4: grad assistant. I was coaching my former teammates and I
• 2:25
  Speaker 4: was loving it. But I realized very quickly how difficult
• 2:28
  Speaker 4: that lifestyle is, both on your families and just the
• 2:31
  Speaker 4: time commitment in that space, and so I.
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  Speaker 2: Quickly kind of changed.
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  Speaker 4: And my father in law worked for FedEx, and so
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  Speaker 4: I was wanting to get a job with the FedEx team.
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  Speaker 2: And so that's why I got my master's in supply
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  Speaker 2: chain management.
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  Speaker 4: And then the FedEx gig did not work out, which
• 2:50
  Speaker 4: was a blessing in disguise, and so I got hired
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  Speaker 4: on coming out of college with JB. Hunt and which
• 2:55
  Speaker 4: is a big supply chain company. There's four different divisions
• 2:59
  Speaker 4: within JA behind I was on what they call the
• 3:01
  Speaker 4: DCS side, the dedicated contract services side, and so I
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  Speaker 4: worked there for three years out of college and I loved.
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  Speaker 2: What I did.
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  Speaker 4: I kind of worked my way into a leadership role
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  Speaker 4: where I was on site with our customer, Chicken Express.
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  Speaker 4: It was our customer at the time, and so I
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  Speaker 4: had a fleet of twenty six truck drivers, three supervisors
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  Speaker 4: and I ran ran that operation, did all the p
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  Speaker 4: and LS on site with the customer. It taught me
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  Speaker 4: a ton of what it's like to own the business.
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  Speaker 4: What I explained to people was I was pretty much
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  Speaker 4: the business owner of that operation without the investment, and
• 3:33
  Speaker 4: so it was.
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  Speaker 2: It was awesome.
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  Speaker 4: I loved being able to get on an account and
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  Speaker 4: see some weaknesses, see some strengths, and really start targeting
• 3:42
  Speaker 4: those weaknesses and then seeing that you know, directly correlate
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  Speaker 4: in the p and L statements over the months to come.
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  Speaker 4: Seeing that positive impact was just intoxicate for me.
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  Speaker 2: Honestly, I loved it.
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  Speaker 4: And then after three years there to get into the
• 4:02
  Speaker 4: role I'm at now. I've got a brother that works
• 4:06
  Speaker 4: on the employee benefits side of our company, and he
• 4:10
  Speaker 4: had keep He kept trying to pull me away from
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  Speaker 4: my transportation business for years and then finally took an
• 4:18
  Speaker 4: interview and the rest was history.
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  Speaker 2: Started starting my career completely over. UH took a large pay.
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  Speaker 4: Cut, and here we are, so UH there there were
• 4:30
  Speaker 4: many bumps and bridges like what you alluded to on
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  Speaker 4: the way. But you know, I've been been in this
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  Speaker 4: UH career now for six and a half years and
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  Speaker 4: I'm super fortunate to UH to have founder whenever.
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  Speaker 1: I did well, I'm great grateful you're here, Dylan. I'm
• 4:44
  Speaker 1: excited you. You mentioned you have a diverse background literally
• 4:48
  Speaker 1: the grid iron going and playing sports, and and I
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  Speaker 1: think you know, having this unique background with that and
• 4:53
  Speaker 1: then and then playing into this whole supply chain, you know,
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  Speaker 1: literally dispatching eighteen wheelers in the high stakes of client
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  Speaker 1: support and all of the logistics there. I feel like
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  Speaker 1: you've been in the trenches. So there's a difference there,
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  Speaker 1: at least from my perspective, when you're coming from talking
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  Speaker 1: about the area of commercial insurance of like you've seen
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  Speaker 1: some of the things you've seen some of the gaps
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  Speaker 1: if you fail, and so you've seen what's been successful
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  Speaker 1: and maybe probably not was successful. We're going to get
• 5:22
  Speaker 1: a little bit into that. But I think, you know,
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  Speaker 1: I think that you know, this is where we want
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  Speaker 1: to get business owners on this podcast listening in leading.
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  Speaker 5: A little bit, because let's be honest with the insurance.
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  Speaker 5: I know isn't always what most founders are thinking about.
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  Speaker 5: But if we ignore, we're not going to have a
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  Speaker 5: business maybe lead next year. So we need to be
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  Speaker 5: cognizant of that. And I you know, you never know
• 5:42
  Speaker 5: where we're going to find ourselves. And so Dylan, you're like, Okay,
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  Speaker 5: here's this journey and now here you are, you know,
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  Speaker 5: six plus years in uh you know, like I never
• 5:49
  Speaker 5: thought i'd be here, but you know, I for me too,
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  Speaker 5: started your business with something that shifted and I'm like, Okay,
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  Speaker 5: this is the opportunity for me to serve and use
• 5:58
  Speaker 5: my discounsel abilities.
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  Speaker 3: And I see you're doing the same.
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  Speaker 5: And that's what we love to have folks like you
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  Speaker 5: on the podcast to share maybe walk us through a
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  Speaker 5: little bit. You know, here you're seeing some of the gaps,
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  Speaker 5: like you know, the MYSS that maybe costing businesses. You've
• 6:14
  Speaker 5: you've lived this out a bit for a while now,
• 6:18
  Speaker 5: and you know we're are you seeing some things where
• 6:23
  Speaker 5: where you were before, like, hey, I'm running these things
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  Speaker 5: and now I'm in the other seat. I'm like, oh, man,
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  Speaker 5: I didn't even consider these things. Like I thought we
• 6:29
  Speaker 5: were recovered, but we weren't really covered. Like what are
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  Speaker 5: some of the myths that are costing business in the
• 6:34
  Speaker 5: space of ercial insurance.
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  Speaker 4: Yeah, and so so the most common insurance answer that
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  Speaker 4: that you'll receive is it depends, uh, but you know,
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  Speaker 4: to to dig into it. Really, it's It's one of
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  Speaker 4: the favorite things that I like to do whenever I'm
• 6:51
  Speaker 4: meeting somebody new and I'm talking to them about their
• 6:53
  Speaker 4: insurance program, is it's it's really getting to know that
• 6:57
  Speaker 4: person and what risks they're willing to take on, because,
• 7:00
  Speaker 4: as you'll find, you'll find some business owners are hardcore
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  Speaker 4: with their risk taking. They want really high deductibles, They're
• 7:07
  Speaker 4: okay with self insurance.
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  Speaker 2: Some of the things. And what I like to do is,
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  Speaker 2: you know, I'm very grateful, like what you alluded to
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  Speaker 2: with my background in sports and all that stuff, I'm
• 7:16
  Speaker 2: used to working with a.
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  Speaker 4: Lot of different personalities and that helps me just kind
• 7:20
  Speaker 4: of you know, my joke is like, hey, you can
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  Speaker 4: yell at me, it's not going to hurt my feelings
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  Speaker 4: at all.
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  Speaker 2: That I'll be able to like understand what you're trying
• 7:28
  Speaker 2: to tell me and then we'll process it move on.
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  Speaker 4: But really, it truly is just getting to know that
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  Speaker 4: particular business owner, walking them through what coverages they do
• 7:37
  Speaker 4: have in place, what some of the gaps that they
• 7:41
  Speaker 4: might have, and then seeing if that's important to them
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  Speaker 4: or not, because sometimes.
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  Speaker 2: They're like, hey, thanks for bringing me that awareness.
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  Speaker 4: I didn't know that I didn't have products completed coverage.
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  Speaker 4: But but you know, now let's talk about what the
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  Speaker 4: premium is and then does that make sense or not?
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  Speaker 4: And you know, they may still say, yep, I'm okay
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  Speaker 4: with self reasuring it, and that's that's my conversation with them, is, hey,
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  Speaker 4: it doesn't hurt my feelings one way or another. All
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  Speaker 4: I want is for us to have these conversations proactively,
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  Speaker 4: so that way, whenever you call me and there is
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  Speaker 4: a claim, you already have a good idea if you do.
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  Speaker 2: Have coverage for it or you don't.
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  Speaker 4: Because that's the last thing that we want as an
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  Speaker 4: agent on our side is for you to give us
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  Speaker 4: a call with.
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  Speaker 2: A claim and then you find out that you have
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  Speaker 2: no coverage.
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  Speaker 3: And you're sorry, that's nothing there. Well, I want to
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  Speaker 3: get you.
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  Speaker 1: You brought up a great point, Dylan, because in today's world,
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  Speaker 1: I see so many people selling product or service without
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  Speaker 1: building a relationship with an individual, particularly for us that
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  Speaker 1: we're in the professional services world, and I agree with you.
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  Speaker 1: We want to understand what is it your what is
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  Speaker 1: your needs? What are your problems? We're the ones you
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  Speaker 1: meet or uncover them, like you said, maybe they're unaware,
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  Speaker 1: like did you know that? And then they can make
• 8:58
  Speaker 1: an informed decision on how you and everybody like you
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  Speaker 1: said level of risk like reminds me of like investing
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  Speaker 1: in the stock Marke that I would say, what do you
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  Speaker 1: want to invest in?
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  Speaker 3: Where your what's your risk level? Right?
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  Speaker 1: And so helping them even do you help them deal
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  Speaker 1: and like when you look at that, like what is
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  Speaker 1: your risk? What is your exposure?
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  Speaker 3: Because they may not understand like how risky is this? Right?
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  Speaker 3: You look at that and helping right.
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  Speaker 4: And and you know that's where I it's always fun
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  Speaker 4: to bring up funds maybe not the right word, but
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  Speaker 4: to bring out past experiences, right, and you know, for
• 9:30
  Speaker 4: for some that uh, you know, there's this coverage called
• 9:32
  Speaker 4: EPLI coverage and that that helps you with any discrimination
• 9:37
  Speaker 4: or sexual harassment claim and things like that. And so
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  Speaker 4: you know, a lot of the companies that I work
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  Speaker 4: with are family owned and operated and they're like, oh,
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  Speaker 4: we won't have that that type of issue in here.
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  Speaker 2: And once again it's it's I just bring awareness, and so.
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  Speaker 4: I share, Hey, one of my other family owned, you
• 9:54
  Speaker 4: know companies, they dealt with this problem. And you know,
• 9:56
  Speaker 4: the bigger you get, the less family that you have
• 9:59
  Speaker 4: in there. And now you're just starting to get more
• 10:02
  Speaker 4: people in there, and it's just still painting the picture
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  Speaker 4: of hey, this is.
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  Speaker 2: What could happen. And if it does, are you are
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  Speaker 2: you okay with that?
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  Speaker 4: You know, are you going to be able to handle
• 10:13
  Speaker 4: potentially one hundred to one hundred and fifty thousand dollars loss.
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  Speaker 2: That you may not have coverage for.
• 10:18
  Speaker 4: If you are and you don't want to pay that
• 10:20
  Speaker 4: ten thousand dollars in printing for it, once.
• 10:22
  Speaker 2: Again, then we're good to go. But just proactive.
• 10:26
  Speaker 4: Communication is key, is you know, because really Yeah, as
• 10:31
  Speaker 4: a broker, we help place businesses, we help we help
• 10:34
  Speaker 4: find the best carrier with the best coverage at the
• 10:37
  Speaker 4: most competitive rate. But you're also really just an advisor,
• 10:41
  Speaker 4: and you really are. You're just part of the business
• 10:45
  Speaker 4: and you're helping them walk through other circumstances that might
• 10:49
  Speaker 4: not even be insurance related, but still.
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  Speaker 2: Maybe, hey, you've got an.
• 10:53
  Speaker 4: Opportunity here to enhance your contracts that then we'll be
• 10:57
  Speaker 4: able to limit any other further claims down the road.
• 11:01
  Speaker 1: So well, and I know the reason why you and
• 11:04
  Speaker 1: I met because we have centered synergy together.
• 11:06
  Speaker 3: We're parallel with the other.
• 11:07
  Speaker 1: I just had another colleague of ours, Been and Carryer
• 11:10
  Speaker 1: on our podcast recently talking about HR issues, right, and
• 11:14
  Speaker 1: it's complementary what you said, Like she brought up an
• 11:16
  Speaker 1: issue with an employee the company, not outrights. They just
• 11:20
  Speaker 1: were alluding to like at my last company, I got
• 11:23
  Speaker 1: such and such fired our last company, had this happened,
• 11:26
  Speaker 1: it was like, oh, these little things started creeping up,
• 11:27
  Speaker 1: not they were doing anything bad, but to your point
• 11:29
  Speaker 1: of like, oh, man, I wasn't I wasn't prepared for
• 11:32
  Speaker 1: this person that do uh you know, right, turn on me,
• 11:36
  Speaker 1: Like what the heck is going on here, right, and
• 11:39
  Speaker 1: then they didn't have anything in place, like you said,
• 11:41
  Speaker 1: So you know, you're pairing up with other experts like
• 11:44
  Speaker 1: myself in the leadership space. I work with HR, like
• 11:47
  Speaker 1: with Shannon and others because we're looking holistically. And what
• 11:50
  Speaker 1: I love about you Dealan and those that are coming
• 11:52
  Speaker 1: outside of the company, right, there may be just they
• 11:54
  Speaker 1: just have blind spots. They are not aware. So you're
• 11:57
  Speaker 1: and you have somebody experienced so much experience because you're
• 11:59
  Speaker 1: working with all the different companies. You're like, here's what
• 12:01
  Speaker 1: I've seen across different companies, different industries. I'm sharing all
• 12:06
  Speaker 1: this with you that you wouldn't get otherwise exactly.
• 12:11
  Speaker 4: Yeah, and that and that's the really one of the
• 12:13
  Speaker 4: most fun parts about my job is just to to
• 12:17
  Speaker 4: share those experiences and to help them at least better
• 12:22
  Speaker 4: at least really feel that pain before it actually happens,
• 12:25
  Speaker 4: because then they can you know, it's just it's.
• 12:28
  Speaker 2: Proactive versus reactive. You know. Another thing that that you
• 12:32
  Speaker 2: made me think of is I've got.
• 12:35
  Speaker 4: Several clients with a big auto fleet, right, We're talking
• 12:37
  Speaker 4: forty or fifty trucks. Are some contractors type type risks
• 12:41
  Speaker 4: and I can think of a renewal. Last year, I'd
• 12:45
  Speaker 4: noticed we've gotten several auto claims pretty consistently, and you know, sometimes.
• 12:52
  Speaker 2: With with other competitors, if you're.
• 12:55
  Speaker 4: With a firm that's that's not proactive, they may just
• 12:59
  Speaker 4: take those claims, file them, handle the claim, and then
• 13:02
  Speaker 4: wait till renewal to give you the bad news of hey,
• 13:04
  Speaker 4: if you don't get this cleaned up now, this renewal
• 13:07
  Speaker 4: is not going to be looking very pretty for the
• 13:09
  Speaker 4: next year. And so that's what we did is we
• 13:14
  Speaker 4: had a meeting said, hey, we've had several rear incollisions,
• 13:18
  Speaker 4: basically what's going on. Let's get a risk control team
• 13:21
  Speaker 4: out here, because this is what your renewal could look
• 13:23
  Speaker 4: like here six months down the road if we don't
• 13:27
  Speaker 4: get a grip on this in a hurry, or it
• 13:29
  Speaker 4: could be a non renewal, which could be even worse.
• 13:31
  Speaker 4: And so once again, just proactive communication on really you know,
• 13:37
  Speaker 4: helping them feel the pain before the pain's really there,
• 13:40
  Speaker 4: so then we can minimize.
• 13:42
  Speaker 2: The pain if you will.
• 13:44
  Speaker 1: Wow, that's super valuable, Dylan. I mean, the fact that
• 13:47
  Speaker 1: you're paying attention to these things. You know, you're just like, well,
• 13:50
  Speaker 1: I don't have to say anything and just give them
• 13:53
  Speaker 1: the bad news instead of saying, look, I'm on your
• 13:55
  Speaker 1: team and I'm trying to help you. And then it
• 13:57
  Speaker 1: actually made me think, because I work with clients Dylan
• 13:59
  Speaker 1: sometimes too, is it you know, thinking about is it
• 14:02
  Speaker 1: smarter for me to buy a vehicle or rent a
• 14:06
  Speaker 1: vehicle and use the you know what, what's the insurance
• 14:09
  Speaker 1: and how how what's what's the risk and how do
• 14:11
  Speaker 1: I want to bounce on that?
• 14:12
  Speaker 3: Right? So giving them guiding them is to like a
• 14:14
  Speaker 3: strategy here.
• 14:15
  Speaker 1: You know.
• 14:16
  Speaker 4: Yeah, And I just had you made me think of
• 14:19
  Speaker 4: one other one other topic.
• 14:22
  Speaker 2: This was two weeks ago. I had a client ask me.
• 14:24
  Speaker 2: They said, hey, you.
• 14:25
  Speaker 4: Know, we're thinking about we're not going to give them
• 14:27
  Speaker 4: a vehicle, but we're thinking about either increasing their pay
• 14:31
  Speaker 4: or just giving them a stipend for a vehicle. What
• 14:33
  Speaker 4: what do you recommend? And I said, well, if we
• 14:36
  Speaker 4: increase their pay, then now your liability insurance is going
• 14:40
  Speaker 4: to go up because that's based off payroll, and your
• 14:42
  Speaker 4: workers comp insurance is going to go up as well
• 14:44
  Speaker 4: because that's based off payroll. So if you can do
• 14:47
  Speaker 4: a stipend and then that's not part of their pay
• 14:50
  Speaker 4: then that's not going to be factored in and so
• 14:52
  Speaker 4: that could you know, those little type.
• 14:54
  Speaker 2: Of things that it's really not an insurance conversation, but
• 14:57
  Speaker 2: it just you know.
• 14:57
  Speaker 4: Kind of was able to highlight some impact of what
• 15:01
  Speaker 4: that could look like help them make their decision of
• 15:03
  Speaker 4: oh that let's let's just do a stipend instead.
• 15:07
  Speaker 3: Yeah. No, it's just a different strategy. That's great, Dylan
• 15:10
  Speaker 3: super valuable.
• 15:11
  Speaker 1: These are like additional add ons to, like you said,
• 15:14
  Speaker 1: the insurance. But that's because the relationship they're having with you, right,
• 15:17
  Speaker 1: and they're sharing these things. But you like, Okay, maybe
• 15:20
  Speaker 1: we should talk with Dylan and get some inlights here.
• 15:22
  Speaker 4: Yeah, and that's uh, I know you and I talked
• 15:25
  Speaker 4: about this offline, but you know, my favorite parts of
• 15:29
  Speaker 4: the conversation that I have with my insurance is really
• 15:31
  Speaker 4: once the insurance conversation is over, renewals wrapped up, that's
• 15:35
  Speaker 4: all put to bed, and now we're just having conversations about,
• 15:39
  Speaker 4: you know, how their business is doing well, what's struggling with,
• 15:42
  Speaker 4: what are some you know, what are some opportunities.
• 15:45
  Speaker 2: That you see that you could be able to help improve.
• 15:48
  Speaker 4: And that's where you know, we're able to use our
• 15:52
  Speaker 4: se in network, just our other network outside of our
• 15:55
  Speaker 4: services that we provide, and just having it's just being curious,
• 16:00
  Speaker 4: having real conversations and being in relation, being relational with
• 16:03
  Speaker 4: your clients. That's where I'm like, you know, insurance, it's
• 16:08
  Speaker 4: it's the nature of the beast.
• 16:10
  Speaker 2: That's that's what I'm hired to do.
• 16:11
  Speaker 4: But the true value that I feel is having really
• 16:14
  Speaker 4: getting connected with my clients.
• 16:16
  Speaker 1: And absolutely, and again Dylan, that's why you do not
• 16:20
  Speaker 1: share the same passion like how do we do this
• 16:22
  Speaker 1: because the same thing I'm looking at, like you said,
• 16:24
  Speaker 1: I'm looking at the people, I'm looking at the organizational.
• 16:26
  Speaker 3: Health, I'm looking at developing the leaders.
• 16:28
  Speaker 1: But I'm saying, hey, you know what things come up
• 16:32
  Speaker 1: like I just mentioned you about this whole fleet or
• 16:34
  Speaker 1: other things. I'm like, Okay, this is not my expertise,
• 16:37
  Speaker 1: but I know somebody that I know, I trust.
• 16:38
  Speaker 3: That's why we're the whole business round people.
• 16:40
  Speaker 1: Podcasts is then as you as a listener, here, you
• 16:44
  Speaker 1: have one more resource that you can say, look, it's
• 16:46
  Speaker 1: in vetted.
• 16:47
  Speaker 3: I hear them there there. This is not just some
• 16:50
  Speaker 3: yeah I junk that's put out there.
• 16:52
  Speaker 1: But you know what I mean there's stuff out there
• 16:53
  Speaker 1: just putting out there is like how do I know
• 16:55
  Speaker 1: this from anybody else? And that really wants to get
• 16:58
  Speaker 1: to know me? And Dylan is one of the people
• 17:00
  Speaker 1: that help you hear loud and clear. That's why I'm
• 17:01
  Speaker 1: having him on the podcast is because it is one
• 17:04
  Speaker 1: of the philosophies I have dealing the same with you,
• 17:06
  Speaker 1: is relationship before opportunity, Like how do we know and
• 17:10
  Speaker 1: trust you that you're actually looking after my best interests?
• 17:14
  Speaker 2: Exactly?
• 17:15
  Speaker 3: No, I guess yeah.
• 17:17
  Speaker 1: I want to ask you this because this is important,
• 17:20
  Speaker 1: like how would because how do we vet in insurance broker?
• 17:23
  Speaker 1: Like one of the things that we're kind of talking
• 17:24
  Speaker 1: a little bit about this, but I want to go
• 17:27
  Speaker 1: a little deeper, is like, as a business owner, what
• 17:31
  Speaker 1: questions should I be asking of somebody like you, Dylan,
• 17:34
  Speaker 1: so that I can know that this person gets me
• 17:37
  Speaker 1: or knows my maybe industry or business model or whatnot.
• 17:41
  Speaker 1: Can you just walk us through a little bit about
• 17:42
  Speaker 1: what I should be thinking about?
• 17:44
  Speaker 4: Of course, So one of my favorite questions that I
• 17:47
  Speaker 4: ask any any new new client that I'm having a
• 17:52
  Speaker 4: conversation with is is first of all, I let them
• 17:55
  Speaker 4: know you know, Hey, I don't sell to you. That's
• 17:59
  Speaker 4: not what I'm doing. I'm selling to you. I'm selling
• 18:01
  Speaker 4: your company to the marketplace, to the carriers. And so
• 18:05
  Speaker 4: one of my favorite questions to ask him is, hey,
• 18:07
  Speaker 4: what's the narrative that your current broker is is sharing
• 18:10
  Speaker 4: with the marketplace. And a lot of them will kind
• 18:13
  Speaker 4: of look at me and be like, well, what are
• 18:14
  Speaker 4: you talking about. I've got the court apps and some
• 18:16
  Speaker 4: other stuff that I've signed. I'm like, Yeah, what's the narrative?
• 18:19
  Speaker 4: And so, you know, tell me the background. When when
• 18:21
  Speaker 4: did your business start, how did it start? What what what?
• 18:24
  Speaker 4: How did it grow? How do you got five divisions? Now,
• 18:26
  Speaker 4: how did all those take off? And then what are
• 18:28
  Speaker 4: you focusing on? What are your future plans? And then
• 18:30
  Speaker 4: talk to me about your risk safety program. I mean,
• 18:32
  Speaker 4: the list can go on and on from there, but
• 18:36
  Speaker 4: it really is that's that's what. And that's how I've
• 18:39
  Speaker 4: been able to help some recent recent new clients here
• 18:42
  Speaker 4: lately is.
• 18:45
  Speaker 2: I sat down with them.
• 18:46
  Speaker 4: Got the narrative, really got a better understanding of what
• 18:48
  Speaker 4: they're what they're currently doing, what they're trying to get into,
• 18:52
  Speaker 4: shared that with the marketplace. On some carriers that had
• 18:55
  Speaker 4: seen the risks several years prior that declined it, and
• 18:59
  Speaker 4: they actually reverse their stance on the declination because they
• 19:03
  Speaker 4: had a better understanding of the risk. The more information
• 19:06
  Speaker 4: you can share with the carriers, the more comfortable they're
• 19:08
  Speaker 4: going to be. The more carriers that you have trying
• 19:11
  Speaker 4: to write the risk, then you're able to get the
• 19:13
  Speaker 4: prices down. So you know that that really is is
• 19:17
  Speaker 4: one of the most important things that we do as brokers.
• 19:21
  Speaker 2: And so if the insurer doesn't know what.
• 19:23
  Speaker 4: That narrative is being, and what I'll do with my
• 19:25
  Speaker 4: clients is I'll show them this is the narrative that
• 19:27
  Speaker 4: I have for you so far, tell me how I
• 19:30
  Speaker 4: need to enhance it, because nobody knows your business better
• 19:32
  Speaker 4: than you, so you know, and then we can then
• 19:35
  Speaker 4: they can really see the work that we've done so far,
• 19:37
  Speaker 4: and then they can also help us highlight some additional
• 19:40
  Speaker 4: things that you know, only they're going to know.
• 19:42
  Speaker 3: Yeah. No, well that's a good point.
• 19:44
  Speaker 1: Yeah, because I've seen enough people I think business owners
• 19:48
  Speaker 1: again not being this is where I think you really
• 19:51
  Speaker 1: need to be hands on what you're saying, Dylana, like,
• 19:53
  Speaker 1: get that narrative, like how.
• 19:55
  Speaker 3: Much oh, I'm so busy. I got these things on.
• 19:57
  Speaker 1: It's like they can't you can help them, like help me,
• 20:00
  Speaker 1: help you right kind of things. So give me this
• 20:02
  Speaker 1: stuff that I can be your advocate. But if you
• 20:04
  Speaker 1: don't give me it, you're kind of hurting yourself here,
• 20:08
  Speaker 1: like what I say, And that's a really unique way
• 20:10
  Speaker 1: you just put it, Dylan, Like you're selling this company
• 20:12
  Speaker 1: to the marketplace, You're trying to get the best you know,
• 20:15
  Speaker 1: coverage for the best price, all of these things. But
• 20:18
  Speaker 1: if you're not helping me, you're not being proactive in this.
• 20:21
  Speaker 1: I'm like, you're.
• 20:23
  Speaker 3: Kind of limiting yourself. So business owners take this and
• 20:26
  Speaker 3: I really like this narrative idea, like what is it?
• 20:29
  Speaker 3: What is that narrative?
• 20:29
  Speaker 1: Because honestly, I work with business owners on this vielain
• 20:32
  Speaker 1: of like what is what is your overall vision?
• 20:34
  Speaker 3: What's your mission? How are you what are the things
• 20:36
  Speaker 3: that you value?
• 20:37
  Speaker 1: And it's kind of out there and sometimes they're really
• 20:39
  Speaker 1: dialed in, but honestly, most of them are not dialed
• 20:42
  Speaker 1: in as sharp as at least in my experience. I'm like,
• 20:46
  Speaker 1: let's be really clear, because this in the reality is
• 20:48
  Speaker 1: to me, Dylan, if it's really clear to the insurers,
• 20:51
  Speaker 1: and hopefully it's gonna be clear to your marketplace if
• 20:52
  Speaker 1: your ideal clients, as people are like, I want to
• 20:54
  Speaker 1: work with this, this company is for me, right versus
• 20:58
  Speaker 1: I don't know. I'm not quite one hundred percent clear
• 21:01
  Speaker 1: about what what it is you're doing or what's going
• 21:03
  Speaker 1: on right.
• 21:04
  Speaker 2: Right, No, that's exactly right.
• 21:06
  Speaker 4: And then, uh, this just made me think of some
• 21:09
  Speaker 4: of my earlier years. You know, I would get I
• 21:12
  Speaker 4: would try to help as many people as I could,
• 21:14
  Speaker 4: and you know, definitely, whenever relationship is huge, and so
• 21:19
  Speaker 4: whenever you're starting a new relationships, sometimes in year doesn't
• 21:21
  Speaker 4: want to share as much information with you. And and
• 21:25
  Speaker 4: I've gotten to the point of my career now where
• 21:27
  Speaker 4: I'm happy to share with them and go, hey, I've
• 21:29
  Speaker 4: done this long enough that if I don't have all
• 21:31
  Speaker 4: the information that I need, I'm not going to be
• 21:33
  Speaker 4: able to help you.
• 21:34
  Speaker 2: And people hire me because I was.
• 21:36
  Speaker 4: Able to help them in such way or another, and
• 21:37
  Speaker 4: so you know, I can I can save us both
• 21:40
  Speaker 4: a lot of time here. If if you're not willing
• 21:42
  Speaker 4: to provide me that information, then I think you're in
• 21:44
  Speaker 4: a good spot. And if you want to then I'm
• 21:46
  Speaker 4: happy to continue to go along with my due diligence,
• 21:49
  Speaker 4: but I've got to got to have your buy in.
• 21:51
  Speaker 2: I need all the information I.
• 21:53
  Speaker 3: Can get, right, Yeah, I mean we want to help.
• 21:55
  Speaker 1: It's like, if you're going to hold withhold, like you said,
• 21:58
  Speaker 1: I may not be the best fit for you. I
• 22:01
  Speaker 1: don't want I mean, I want everybody to feel served
• 22:03
  Speaker 1: and not feeling like, oh, well, this person took advantage
• 22:05
  Speaker 1: of me about well, you know, I know we're not
• 22:07
  Speaker 1: taking advantage of anybody. We want to make sure that
• 22:09
  Speaker 1: we're helping you and getting what you what you really need.
• 22:13
  Speaker 1: But if we can't, we can't get to the facts
• 22:14
  Speaker 1: of things. You're right, Dylan, Yeah, we're kind of Yeah,
• 22:18
  Speaker 1: we're not gonna be able to help you. Not gonna
• 22:19
  Speaker 1: make it much as much difference, you know.
• 22:21
  Speaker 2: Yeah, And.
• 22:24
  Speaker 4: That's my favorite thing to tell them is, hey, I'm
• 22:27
  Speaker 4: going to be in this industry for a long time.
• 22:29
  Speaker 4: I'm going to continue to do what I'm doing, and
• 22:31
  Speaker 4: you know, I'm happy to be here if you change
• 22:33
  Speaker 4: your mind later on down the road and it's.
• 22:35
  Speaker 2: Not, I'm not.
• 22:36
  Speaker 4: That's the funny thing I was I was hoping we'd
• 22:39
  Speaker 4: get to this earlier. But if you would have told
• 22:42
  Speaker 4: me out of college that I would be in a
• 22:44
  Speaker 4: sales role, I would have laughed at you. You know,
• 22:46
  Speaker 4: I'm an operations background. That's that's my blood, that's who
• 22:50
  Speaker 4: I am. And really I don't view myself as a
• 22:53
  Speaker 4: salesperson at all. It's really just a consultant and you know,
• 22:57
  Speaker 4: once again, awareness and experience.
• 22:59
  Speaker 2: And what I can do.
• 23:00
  Speaker 4: And there are many conversations where you know, we shake
• 23:04
  Speaker 4: hands and it's uh, it's you.
• 23:07
  Speaker 2: Uh, you know, go go your way, I'll go.
• 23:09
  Speaker 4: Mine for until until our past meet again. So it
• 23:12
  Speaker 4: really is it's not a it's not hard hard sales.
• 23:15
  Speaker 2: By any means.
• 23:17
  Speaker 1: Well, I think you and I before we started recording,
• 23:19
  Speaker 1: where we were talking about the five voices, the framework
• 23:22
  Speaker 1: that I use and interesting in leaders voice, I think
• 23:24
  Speaker 1: you know both of you are connectors and it yeah,
• 23:27
  Speaker 1: I'm with you in the sense of quote unquote selling.
• 23:31
  Speaker 1: I feel like you and I are a vector for
• 23:34
  Speaker 1: people to invest in themselves in their company too. That's
• 23:38
  Speaker 1: what hopefully that that it comes across because I'm with
• 23:40
  Speaker 1: you one hundred percent, Dylan. I love operations, the production
• 23:44
  Speaker 1: side of things. I mean, that's that's where I really thrive.
• 23:48
  Speaker 1: But I've realized that I have to provide a space
• 23:51
  Speaker 1: by helping people to I'm a vector, like you said,
• 23:54
  Speaker 1: two for them to come through you to then get
• 23:58
  Speaker 1: the coverage whatever the resource that they need. And so
• 24:02
  Speaker 1: you're providing that and you're you're helping them get it quicker,
• 24:05
  Speaker 1: and you're you're doing the due diligence. You're resourceful, you know,
• 24:09
  Speaker 1: And I think that's so so important. So nobody wants
• 24:12
  Speaker 1: to be sold. Everybody wants to buy and with confidence,
• 24:17
  Speaker 1: right and feeling like, hey, this isn't my best interest.
• 24:20
  Speaker 1: I've done the work and I know that here I've
• 24:23
  Speaker 1: got somebody on my team that is actually helping me
• 24:26
  Speaker 1: run my business well better, right.
• 24:30
  Speaker 2: Right, Yeah, an asset that's right, that's right. And asked
• 24:32
  Speaker 2: what we want to be we want to be an
• 24:34
  Speaker 2: asset to the company.
• 24:35
  Speaker 1: Absolutely, Well, you know, I think you know the company.
• 24:39
  Speaker 1: My company's name is Stewart or Steward, Stewart, your business, stewardship.
• 24:42
  Speaker 1: You know, we're looking at risk management, and I think
• 24:46
  Speaker 1: that's so important about protecting what matters most. I'm looking
• 24:48
  Speaker 1: at the people. Ultimately, what you're doing is protecting the people.
• 24:51
  Speaker 1: You know, but really what you're providing, what I hear
• 24:53
  Speaker 1: you say, Dylan, is it isn't just you know, it
• 24:55
  Speaker 1: isn't just about a policy, but it's really peace of
• 24:58
  Speaker 1: mind for the leaders.
• 24:59
  Speaker 3: The people that they employ.
• 25:01
  Speaker 1: You're looking at this holistically and really coming from a
• 25:05
  Speaker 1: place of advocating for the business, all right, not just owner,
• 25:11
  Speaker 1: but the whole the everybody in the company.
• 25:13
  Speaker 2: Yeah. And one thing I didn't share earlier, but I
• 25:16
  Speaker 2: was part of originally. Whenever I left.
• 25:18
  Speaker 4: Jabehind to get in the insurance world, I worked for
• 25:20
  Speaker 4: a small family owned shop and that was such a
• 25:24
  Speaker 4: great experience.
• 25:25
  Speaker 2: I was there for a year.
• 25:27
  Speaker 4: HUB acquired the small family owned shop in July of
• 25:30
  Speaker 4: twenty twenty, and I'm so grateful for that experience because
• 25:34
  Speaker 4: it's helped me appreciate what it's like.
• 25:36
  Speaker 2: Hub's the fifth artist brokeer in the world. We've got
• 25:39
  Speaker 2: a lot of very very smart people all over the.
• 25:42
  Speaker 4: Place, and so now I don't have to be a
• 25:44
  Speaker 4: specialist in all these different things to still be able
• 25:46
  Speaker 4: to help my insurance. I'm just I was a defensive
• 25:49
  Speaker 4: guy whenever I played football, So I'm not the quarterback.
• 25:51
  Speaker 2: I'm the linebacker. The operation and I just plug in
• 25:53
  Speaker 2: all these people and so you know, one.
• 25:55
  Speaker 4: Of the coverages, it's a professional management liability policy called
• 26:00
  Speaker 4: Directors and Officers and so that's for all the board
• 26:04
  Speaker 4: and that's a very important coverage that that many of
• 26:08
  Speaker 4: my clients do have. And whenever they've got really specific
• 26:11
  Speaker 4: questions on that, then we have a team called the
• 26:14
  Speaker 4: product team.
• 26:14
  Speaker 2: That's all they do is they place dn O coverage
• 26:17
  Speaker 2: and same thing with cyber.
• 26:18
  Speaker 4: And we've got a property specialist and we have a
• 26:20
  Speaker 4: worker's comp specialist and so anything I know enough to.
• 26:24
  Speaker 2: Be dangerous in all these.
• 26:25
  Speaker 4: But whenever we really want to get in the weeds
• 26:26
  Speaker 4: on it, I just loop in the right contact and
• 26:29
  Speaker 4: then I help facilitate that.
• 26:30
  Speaker 2: I'm part of the conversation. Be insured.
• 26:31
  Speaker 4: Its still getting you know, all the expertise that they need,
• 26:37
  Speaker 4: and it makes uh, you know, it's just it's nice
• 26:39
  Speaker 4: to be that asset, you know.
• 26:41
  Speaker 1: No, I think that's so important to what I hear
• 26:43
  Speaker 1: you saying, Dylan was being this broker. You're you're going
• 26:47
  Speaker 1: and finding all these different whether it's cyber, all all
• 26:49
  Speaker 1: these different elements of policy, and so you know, maybe
• 26:54
  Speaker 1: it's all one carreer, but maybe it's different carriers depending
• 26:57
  Speaker 1: on what it is, right, and so you're figuring out, Okay,
• 26:59
  Speaker 1: what is what's the mix that we need, and then
• 27:02
  Speaker 1: you have the team that goes.
• 27:03
  Speaker 3: In it because it's hard to stay on top of
• 27:05
  Speaker 3: all these things.
• 27:06
  Speaker 1: Absolutely, even you know, I've been a background environmental consulting
• 27:10
  Speaker 1: for twenty plus years.
• 27:12
  Speaker 3: I don't know everything about There's a ton of areas.
• 27:14
  Speaker 3: I'll tell you about wildlife and nature and outdoors.
• 27:16
  Speaker 1: Don't ask other elements, right, So, I mean, it's great
• 27:20
  Speaker 1: that you have this network. And that's why again Dylan
• 27:23
  Speaker 1: comes on here because you guys can compare and see, Hey,
• 27:26
  Speaker 1: get on a call with Dylan and find out. So, Dylan,
• 27:29
  Speaker 1: as I know, we're getting close to the end of
• 27:30
  Speaker 1: the podcast, what's the best way for folks to connect
• 27:32
  Speaker 1: with you? I know you and I are connected on LinkedIn,
• 27:34
  Speaker 1: but what's otherways that they can find you?
• 27:38
  Speaker 4: I mean really yeah, LinkedIn and you know, just my
• 27:41
  Speaker 4: email and then I can provide that for you and
• 27:44
  Speaker 4: my phone number and.
• 27:46
  Speaker 3: We'll put it.
• 27:46
  Speaker 1: We'll make sure all of your at least your LinkedIn
• 27:49
  Speaker 1: links and everything's on our show notes.
• 27:50
  Speaker 3: Because a Dylan, like I Saidylan.
• 27:52
  Speaker 1: Are connected and you've just got a great wealth of
• 27:56
  Speaker 1: a network.
• 27:57
  Speaker 3: I know, again, we're getting close to the end here.
• 27:59
  Speaker 1: I love just I love to always have our guests
• 28:02
  Speaker 1: share kind of a key takeaway or just thoughts as
• 28:06
  Speaker 1: as we wrap of the podcast. If we've covered a
• 28:08
  Speaker 1: lot of things here in a short period of time.
• 28:11
  Speaker 1: But you know, what would you say as a business owner,
• 28:14
  Speaker 1: a leader in a company like you know, they should
• 28:16
  Speaker 1: be considering thinking about the insurance and making sure that
• 28:20
  Speaker 1: they're not leaving any gaps as we talked about earlier,
• 28:23
  Speaker 1: open and minimizing their risks.
• 28:26
  Speaker 4: Right, And then you know, I guess so I would
• 28:30
  Speaker 4: answer that by saying, are you working with an agent
• 28:35
  Speaker 4: or an advisor? And what I mean by that is,
• 28:39
  Speaker 4: you know, an agent will just take all, right, here's
• 28:41
  Speaker 4: a complete supplemental. I'll send this to the marketplace, I'll
• 28:44
  Speaker 4: get you the information back. Or an advisor is going
• 28:46
  Speaker 4: to look at that supplemental before they even send it
• 28:48
  Speaker 4: to the carrier and say, hey, I saw you answer
• 28:50
  Speaker 4: this question.
• 28:51
  Speaker 2: You know, I wanted to get a little.
• 28:53
  Speaker 4: Bit more color as to what you mean by that
• 28:55
  Speaker 4: because I think, you know, we may need to update this.
• 28:58
  Speaker 4: This this doesn't accurately reflect what your business is and
• 29:03
  Speaker 4: and so many more things. But if you're not getting
• 29:05
  Speaker 4: a lot of the questions back on on these conversations,
• 29:10
  Speaker 4: it may be worth having a conversation with somebody else
• 29:12
  Speaker 4: and not don have to be me and just somebody
• 29:15
  Speaker 4: else in your in your network. But you know, an
• 29:19
  Speaker 4: advisor is really going to be asking questions that you're
• 29:21
  Speaker 4: not necessarily thinking about.
• 29:23
  Speaker 2: And that's okay because this is what we do all
• 29:24
  Speaker 2: the time. You're a business owner, you go do what.
• 29:26
  Speaker 4: You specialize in and we will help you kind of
• 29:30
  Speaker 4: integrate all those gaps in place.
• 29:32
  Speaker 3: So that's a great, great point.
• 29:35
  Speaker 5: So here's another advisor that you guys can listen to
• 29:38
  Speaker 5: and check out, ask the questions.
• 29:41
  Speaker 3: Uh, happen to meet with you.
• 29:43
  Speaker 2: You're a villain this.
• 29:49
  Speaker 3: New Dylan, thank you for being here on the podcast
• 30:03
  Speaker 3: with us.
• 30:04
  Speaker 2: Thank you so much enjoying it.
• 30:06
  Speaker 1: Yeah, absolutely everybody. Of course, we love when you like
• 30:09
  Speaker 1: and subscribe, leave comments. We'll make sure that Dylan gets them.
• 30:13
  Speaker 1: Your feedback is great and share this if you find
• 30:15
  Speaker 1: it valuable with others. I come back again and join
• 30:18
  Speaker 1: us on the next episode of the Business Roundtable podcast.
• 30:20
  Speaker 1: Thanks everybody for listening in until then, take care, be well,