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In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Micah Salas, Advisor of Risk Management & Business Insurance at Marsh & McLennan Agency. Micah talks about cold calling, getting prospects from LinkedIn and creating a content production strategy. 

Episode Highlights:

  • Micah shares his background story, and how he got into the insurance industry. (2:53)
  • Micah explains that there are a lot of people with a lot of different experiences across the country that you can use as resources. (6:57)
  • Micah says that Marsh & McLennan Agency allows them to be entrepreneurial. (7:43)
  • Micah shares that they’re pushing hard to get all of their producers using Salesforce consistently to have those processes in place. (10:03)
  • Is there a specific market segment that Micah goes after? (10:37)
  • Micah says that everyone, especially in construction, buys workers’ comp because in order to get to the client’s job site you need to show a certificate. (18:13)
  • Micah talks about Texas Mutual’s dividend program in Texas. (20:08)
  • Micah shares that he made contact with a large company with more than 2000 road contractor employees, a billion dollars in revenue. (28:20)
  • Micah talks about his ROI. (29:56)
  • Micah says that he regularly puts out content on his LinkedIn account. (32:49) 
  • What is Micah’s content production strategy? (38:07)
  • Micah shares that he has zero interest in quoting or bidding but they have a different approach. (38:58)
  • Does Micah read a lot of books? (39:29)
  • Micah shares his starting point and how he refines that to have the highest hit ratio. (45:37)
  • What advice can Micah give to anyone who is starting out in the insurance industry as a producer? (59:26)

Key Quotes:

  • “Don’t listen to fake news that cold calling is dead.” – Micah Salas
  • “From an insurance agency standpoint, or agent producer, I would spend 30 minutes a day to an hour connecting with people, following people, seeing what’s going on and posting relevant content. But if you’re expecting it to get rich on it, it’s not going to happen.” – Micah Salas
  • “I stay pretty tight to what I know I do well, just because I know going into those meetings, I can speak with confidence and then I know we can deliver as well.” – Micah Salas

Resources Mentioned:

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

Unpacking the evolution of online marketing