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In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Rob Schmidt, Senior Vice President and Director of Business Development at Seltzer Group Partners. Rob discusses what Seltzer Group Partners is and how being a member of Keystone Insurance Group allows them to provide their clients with high-quality solutions and services through its network of reliable business partners.

Episode Highlights:

  • Rob shares his background and how he got to where he is today. (3:30)
  • Rob shares a story about a client’s employee on a trucking company that had an accident and a denied claim. (6:31)
  • Rob explains that the Seltzer Group Partners is structured as 60% commercial, 30% personal, and 10% benefits. (13:38)
  • Rob mentions that some of the challenges they have faced this year are related to software, hardware, and supply chain issues. (17:31)
  • Rob shares more information about how it works to be a Keystone agency partner. (21:11)
  • Rob discusses how they have used the Culture Wise platform to establish what they believe in and what they want to do everyday. (25:27)
  • Rob believes that the process of bringing a newly acquired agency to the company usually starts with the management team going to the new company for meet and greet sessions. (32:00)
  • Rob explains the challenges of continuing to meet organic growth goals when you are acquiring agencies. (34:10)
  • Rob mentions that one way of persuading prospects to get involved is to explain the niche programs you have and their benefits and to build relationships. (36:10)
  • Rob believes that the industry needs more insurance agencies that have great salespeople that also want to succeed. (41:21)

Tweetable Quotes:

  • “I always like to educate my customers… And it’s amazing that nine times out of ten, they look at you like they’ve never been told this and they’ve been in business for decades. You know, you go in and you just explain to them. It’s helpful.” – Rob Schmidt
  • “Keystone agency partners, I like the partnership word of it, because it really is a partnership…Every agency that becomes part of KAP, their situation can all be set different.” – Rob Schmidt
  • “So you know, the agency side will build the relationships, you’re trying to get the customers in the door. At carrier side, the good carriers, build those relationships with their agents as well.” – Rob Schmidt

Resources Mentioned:

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