STOP SELLING INSURANCE with Micah Salas and Josh Gurley, Episode #231

In this episode of The Power Producers Podcast, David Carothers and guest co-host Josh Gurley interview Micah Salas, Senior Vice President of Christensen Group Insurance, and author of The Business Insurance Playbook. Micah discusses his marketing and educational book for business owners and explains what motivated him to join Christensen Group Insurance, a 100% employee owned agency.

Episode Highlights:

• Micah discusses the history of Christensen Group Insurance and how it functions as an employee owned agency with an Employee Stock Ownership Plan (ESOP). (3:14)
• Josh shares that he was surprised to learn that there are only 11,000 ESOP’s in the country. (6.:54)
• Micah talks about his book “The Business Insurance Playbook” which was written with the goal of being a marketing and instructional book for business owners. (12:37)
• David considers himself to be a walking mashup of insurance knowledge from a variety of people, and the more people he speaks to who are mutually connected, the more sources of that information he identifies. (20:34)
• Micah believes that there is sometimes a stigma associated with discussing insurance costs. (29:17)
• Josh mentions that one of the nicest things about the insurance industry is that people can choose their clients. (41:48)
• David explains why it’s important to have a clear idea of your ideal client. (45:21)
• Micah shares that 95% of his content is geared toward the buyer and that this past year was the first time it monetized for him in terms of real revenue. (53:07)

Tweetable Quotes:

• “If you find yourself in a book that you just don’t really love, it’s a good opportunity to build back how you want to build it.” – Micah Salas
• “It’s a hard game out there man. People are fighting tooth and nail for new business…But I know in the long run, that if you stick to your method, it is what’s best for the buyer and it’s just as important. It’s what’s best for you and your team.” – Micah Salas
• “If you’re going to bank on LinkedIn for getting rich or build a million dollar book, you’re probably going to be poor and out of a job, but it’s an awesome addition to your arsenal for sure.” – Micah Salas

Resources Mentioned:

• Micah Salas LinkedIn
• Book: The Business Insurance Playbook
• Christensen Group Insurance
• David Carothers
• Josh Gurley
• Florida Risk Partners
• The Extra 2 Minutes