From Slapshots to Slaying the Commercial Game with Steve Munn, Episode #220


In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Steve Munn of MAI Risk Advisors. Steve discusses how they have developed their company culture at MAI Risk Advisors and offers advice for new producers entering the industry.

Episode Highlights:

  • Steve shares about his background growing up in Western Canada. (2:21)
  • Steve explains he didn’t start in the insurance industry, and the first actual job he had was selling industrial supplies. (10:51)
  • Steve mentions that one of the biggest surprises for him after entering the insurance industry was the difficulty of the job at first, but as he learned, he just aimed to keep getting better. (16:10)
  • Steve shares that one thing he learned from playing sports that he applied in the industry was to build a great relationship with his team. (19:22)
  • Steve mentions that one of the most difficult challenges in terms of office culture is finding the right people. (24:31)
  • Steve shares that their current business profile at the agency is 80% commercial wich includes niches like real estate developers, churches, construction, nonprofits and private schools. (26:36)
  • Steve discusses the concept of the Industrial Network Group, a group he established for the manufacturing and industrial sectors. (29:50)
  • Steve encourages people who are new to the producer role or are just starting out in the industry to invest in themselves and keep learning. (37:54)
  • Steve explains that we’ve done our industry a huge disservice by teaching people to shop based on price where everyone is looking only at the bottom line and not at the actual details of what is and isn’t included in the policy. (45:16)
  • Steve mentions that they are currently working on creating social media marking videos. (49:45)

Tweetable Quotes:

  • “I really focus on my relationships with my account managers. I always express gratitude. I always thank them, you know, whether it’s a huge deal or a small deal. It’s still important. I try and be a good teammate.” – Steve Munn
  • “I love connecting people. I love opening doors for people. It’s fun to see other people succeed and you know, eventually, they return the favor, hopefully.” – Steve Munn
  • “I want to be the guy my team relies on, right? And so, getting, doubling and tripling down on educational work really kind of gave me a lot of confidence.” – Steve Munn

Resources Mentioned:

The Power Producers Podcast where we are refining and redefining the sales game.

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David Carothers

Kyle Houck

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