This episode’s guest, Greg Hatcher, is the founder and CEO of the Hatcher Agency, one of the biggest insurance agencies in Arkansas, and is the president of the Arkansas Wrestling Association. Ryan had time to sit down and pick his brain about the topics of time management, employee motivation, and the insurance industry.
Performance equals potential minus interference.
Eat the Big Frog First
Time management is a crucial part of Greg’s success, he harps on finding ways to be efficient throughout your day. Part of his philosophy on efficiency is to knock out the most important tasks of the day, first thing in the morning.
He lays out a practical approach to motivate and reach daily goals, “If you had to eat a bucket of frogs, which one would you eat first, the smallest or the biggest? Well, the answer is to eat the big frog first because once you've eaten him, the other ones will be easier to get down. But if you eat the little frog first, it will taste so bad, you could never eat the big one!”
The 8 to 5 Window
Greg reflects on his path to success from starting out at Blue Cross Blue Shield to starting the Hatcher Agency with a credit loan. He pinpoints one of the keys to his success was to commit the hours of 8 AM to 5 PM to his customers.
He recognized that those were the only hours in a day, he could be in contact with current or potential customers and chose to maximize that time. Other work, such as proposals and paperwork could be done at any time during the day.
If you only see the customer between eight and five, and that's all you do… You will go straight to the top because nobody does it.
Outrageous Service
Greg was able to acquire more business than he could handle a year after starting the Hatcher Agency. To maintain the level of service, he had standardized with his clients, he had to hire six employees.
Delivering outrageous service allowed him to never have to make another cold call in his life. When your customers are happy, they will start referring customers to you.
Quit going into the appointment trying to get what you want…focused on trying to get what they want.
Simply Follow-Up
Greg shares an experience of buying a pair of shoes and the excellent customer service after the sale. A quick follow up will keep you in the forefront of the client’s mind and leave a positive impression of you and your insurance agency.
Clients want to know that they are valued. There is no better way to demonstrate that than to be consistent in your follow-up communication.
Business is not complicated, just do it at a level… way beyond what people expect.
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What's Next
Make sure to catch our next month's episode as we explore further in conversation with Chad Hogan from Quotit. We'll be exploring the fascinating impact of artificial intelligence on the business landscape.
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